Welcome to The Plumb Club’s Podcast Series

The Plumb Club’s new series of podcasts is produced to provide you, the retailer, with information and insights across a variety of disciplines. Monthly subjects will cover a group of business topics and consumer insights, supplying retailers with knowledge and immediately actionable steps that you can use to impact your business.

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Say Yes to Colored Gemstone Engagement Rings

The market for colored gemstone engagement rings has been growing steadily over the past few years. Cheryl Kremkow, on behalf of Plumb Club Member Carl K. Gumpert, shares ways you can make the most of this opportunity. Hear from experts Marty Hurwitz of market research firm The MVEye, Severine Ferrari, founder of Engagement 101 and jewelry journalist and trend forecaster Jennifer Heebner on the consumers driving demand, top trends, and what you can do to capture more sales of unique engagement rings for your store. With over 70 years in the jewelry industry, Carl K. Gumpert, Inc. is a major fine jewelry manufacturer and diamond supplier, providing its customers with individualized manufacturing services and outstanding quality and value. To listen to this podcast, click here. 

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Beyond The Sparkle – Gemstones in Modern Consumer Trends

Gemstones are an important part of a well-rounded assortment for jewelry stores. The gemstone market is experiencing steady growth and is projected to increase over 50% in the next number of years. Anthony Marotta, of Plumb Club Member Prime-Art & Jewel (PAJ), showcases the rise of gemstones and highlights some of the elements that are spurring consumer knowledge and growth in the category. He talks about the increasing popularity of lab grown gemstones and some of the current trends in gender neutral jewelry, jewelry with meaning and symbolism, as well as colored gemstone bridal and statement pieces. PAJ has made a name for itself as one of the leading jewelry manufacturers in the world, with their use of superior craftsmanship and a focus on customer satisfaction. To listen to this podcast, click here. 

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The Sustainability Opportunity: Reaching a New Customer

The market for sustainable and responsibly sourced jewelry is growing thanks to younger consumers looking for retailers who share their values. This podcast, sponsored by W.R. Cobb Company, shares ways a retailer can make the most of this exciting opportunity to build trust, increase sales, and attract the new sustainability-minded consumer. Find out why sustainability is an exciting way for your company to stand apart from the competition and elevate your brand. W.R. Cobb Company has been a fundamental part of the jewelry industry since 1877 and offers a wide range inventory of bridal jewelry, loose certified diamonds, and marketing solutions available to jewelry retailers. To listen to this podcast, click here. 

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A Winning Formula: Email Marketing

Driving sales is often a result of the relationship a retailer is able to build with their customer. One effective way to build that relationship is with email marketing. In this podcast, Jan Bennett, head of marketing at Plumb Club Member, Shefi, discusses how this marketing tool can help build a loyal customer base, encourage repeat business, and drive foot traffic into the store. She provides email strategies, talks about timing of emails and ways to segment, as well as ideas on how to measure the tool’s effectiveness. Established in 1975, Shefi is widely recognized among retailers as a leading supplier of store programs and for having an exquisite array of fine jewelry products across a variety of categories. To listen to this podcast, click here. 

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Shining Opportunities: Embracing Lab-Grown Diamond Jewelry

Staying ahead is imperative in the jewelry industry. Dov Tannenbaum explains the impact of the rise in lab grown diamonds, as well as the potential benefits for retailers. He provides several insights into the market, debunks myths on value and provides several tips on how retailers can use the category for differentiation and to appeal to a broader customer base. Dov Tannenbaum is a principal at Leo Schachter Diamonds, a leading supplier of America’s major retail jewelry chains. To listen to this podcast, click here. 

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Personalization & Customization: Grow & Retain a Customer Base

The retail landscape is changing because of the desire for personalized experiences. Today’s customers look to make purchases to reflect the individuals they are. Stacy Dermont, on behalf of Cynergy Trading Corp., takes listeners through how retailers can satisfy consumer desire and generate sales and repeat customers through personalization and customization. Cynergy Trading Corp. designs and manufactures diamond bridal and fashion jewelry in gold, silver, and platinum. Their specialties include private label design collaboration, product customization, and just-in-time manufacturing of special orders. To listen to this podcast, click here. 

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Applying the 80-20 Rule to Managing Diamond Jewelry Inventory

Applying the classic 80-20 rule can help a retailer maximize the benefits from their diamond inventory. Sam Sandberg talks about the challenges facing retail profitability and cash flow. He defines what the 80-20 rule is, explains how it works, how it has evolved and illustrates how a retailer should apply the rule to the management of their diamond category. Sam Sandberg is chairman of the A.Jaffe Co., a Plumb Club Member, with over 30 years of experience as a principal of the company. To listen to this podcast, click here. 

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Diamond Inclusions: Nature’s Storyteller

Much like beauty in humans, the beauty of a natural diamond can often be seen in the elements that are not “perfect”, but in the slight imperfections that make them unique. But in diamonds it’s even more revealing. These elements tell the story of each diamond’s journey from formation to the surface of the earth, and can be a powerful part of a sales conversation. Alethea Inns, chief learning officer for Gemological Science International, takes the listener on the fascinating journey of a diamond, likening it to the customers own journey and pointing out the beauty of uniqueness. To listen to this podcast, click here. 

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The Power of a Strong Logo

A customer’s physical and pleasing shopping experience always starts with good design. One of the first pieces of design that your customer will come into contact with is your logo. That’s why it’s important to ensure that your logo convey a store message and set you apart from competition. In this podcast, Leslie McGwire, ASID Allied discusses some iconic brand logos and what makes them stand out. Further, she provides insights into the creation of a meaningful store logo, as well as how and where you can place that logo to reinforce your message, both within your store and when a customer is elsewhere!! Leslie McGwire is a designer who has worked in the spa, salon and jewelry retail environments for 35 years and has won over 27 national design awards for her work. To listen to this podcast, click here. 

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The Growing Market for Men’s Jewelry

On behalf of Diamour, Cheryl Kremkow looks at the market forces and top trends that are driving major growth in the men’s jewelry category. She provides insights and tips on how retailers can merchandise and market men’s jewelry to take advantage of the significant surge in demand. Diamour is a family-owned, multinational diamond jewelry organization and a leader in product development and design. Their expansive line includes bridal rings, fashion rings, bracelets, necklaces, pendants, earrings, and men’s rings. To listen to this podcast, click here. 

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5 Key Insights into the Lab Grown Phenomenon

On behalf of HK Designs, George Prout takes the listener on a journey through the state of affairs on the supply side of lab grown diamonds and what appears to be happening on the consumer side. He discusses the trends in the category and provides insight and tips that will help retailers navigate the the market and category. HK Designs is a vertically integrated company known for pioneering innovations and creating cutting edge designs. They supply an extensive range of diamond and gemstone jewelry to retailers around the world, including a lab grown diamond division called Craft Lab Grown Diamonds. To listen to this podcast, click here. 

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The Growth and Opportunity in Colored Diamonds

Colored diamonds can help a store stand out from competition, but with the growing increased consumer desire surrounding the category, they can represent increased sales opportunities to customers who are looking for the unique. Mark Funk talks about the growth of colored diamonds in Hollywood and among consumers in general, providing fun facts and historical stories about the various colors of diamond. Mark Funk is the vice president of sales and marketing at CIRARI by Color Jewels, a prime source manufacturer building all categories of product, with a strong commitment to the expansion of colored diamonds. To listen to this podcast, click here. 

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The Rise and Importance of Special and Custom Orders

Customers today want more personalization and customization in everything that they buy and retail stores can cater to that desire, often significantly increasing ROI and the ticket-price of the sale. Stuart Marcus and Binoy Shah provide numerous statistics on just how important customization is to several target consumer markets and why retailers should be embracing this customer. They provide tips on interacting with the special-order customer and advice on what to look for in manufacturer support, to help take confusion away and ease the sale. Stuart Marcus and Binoy Shah are with Asian Star, a preferred supply partner of leading brands and retail chains across the world for brilliant diamonds and innovative jewelry. To listen to this podcast, click here. 

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Seed to Stone: A Behind-the-Scenes Tour of the Premium Diamond Growth Process

Consumer demand for lab grown diamonds continues to rise. It is more important than ever that a retailer can accurately and powerfully share the unique story behind lab grown diamonds. In this podcast Brittany Lewis, Chief Marketing Officer and Dr. Jonathan Levine-Miles, Chief Process Officer for WD Lab Grown Diamonds give a clear overview of the premium lab grown diamond growth process, to ensure retailers can answer questions at point of sale. They provide fun facts about lab grown diamond growth, as well as talking points on sustainability and traceability and give retail tips on engaging the next generation customer. WD Lab Grown Diamonds is a leading lab grown diamond manufacturer, founded in 2008. A global leader in high-quality laboratory created diamonds with distribution under the brands WD Lab Grown Diamonds and Latitude. To listen to this podcast, click here. 

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Building Your Business with Diamond Milestones

Long term customer relationships are vital to the success of your business. In this podcast sponsored by Jasani Group, a vertically integrated diamond company, Cheryl Kremkow shares how focusing on customer lifecycles can increase sales and profits. Structuring marketing, merchandising and sales on life’s milestones can help you make sure that customers come back to you to celebrate all their important occasions. To listen to this podcast, click here. 

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Piercing & Zapping Parties 101

Curating the perfect ear and wearing permanent jewelry are two of the biggest recent fine jewelry trends. In this informative “How-To” podcast, Duvall O’Steen and Katherine Whitacre, on behalf of Plumb Club Member Chic Pistachio, provide you pro tips for producing successful piercing and “zapping” parties to bring more Gen Z and Millennial customers into the store. Discover the tools required and the pitfalls to avoid so that your customers will have an exciting and pleasant experience of self-expression and/or gifting that they can talk about and share on social media, all with your expert help. To listen to this podcast, click here. 

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From the Laboratory: Everything Retailers Need to Know about Disclosure and Detection of Diamonds

Retailers are ultimately responsible for the final disclosure of the origin of the diamonds and diamond jewelry they sell. Before going across that final 18 inches of sales counter, diamonds must go through multiple processes including screening and detection, and laboratory testing and analysis to ensure that the consumer receives exactly what the retailer has represented as origin. Alethea Inns, Chief Learning Officer for Plumb Club Member, Gemological Science International, outlines some of the ways a retailer can best detect and disclose laboratory grown diamonds, and why accurate disclosure of diamond origin is essential to the health of the jewelry industry. To listen to this podcast, click here. 

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Lighting is Essential to a Successful Jewelry Store

Great lighting is crucial for a successful jewelry store. In this podcast, Leslie McGwire helps listeners understand the goal of lighting and how the proper intensity of light impacts the merchandise and customer perception. She gives tips on best in-case lighting, as well as the lighting in aisleways between the showcases. Further, she details how decorative lighting captures the customers attention and adds to the store’s perception. Leslie McGwire, ASID Allied (American Association of Interior Designers), is an award-winning interior designer and author with 35 years of experience in retail design and a specialization in jewelry store design. She is the owner of Leslie McGwire & Associates, Inc. To listen to this podcast, click here. 

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Rising Popularity in Colored Gemstones

Colored gemstones are a continually growing category for today’s retailers. The reasons are multifold. Among them, a changing consumer demographic, a changing economy, fashion and fashion influencers/celebrities. Oren Akhavan discusses each of the underlying reasons that account for the surge in colored gemstone popularity and illustrates how the category helps provide support and opportunities for the retail jeweler. Oren Akhavan is the operations manager for Ryan Gems, a second-generation family business specializing in both gemstone and diamond jewelry. To listen to this podcast, click here. 

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Programed For Success – Making Vendor Programs Work for You

Efficiency and effectiveness at the sales counter is a “must” for retailers. By simplifying the visual product and value presentation, a retailer can not only help a consumer understand the various options available to them within a category, it can help guide and expedite the consumers decision making process. In this presentation, on behalf of Plumb Club Member Shefi, Kate Peterson of Performance Concepts illustrates how vendor programs allow the consumer to eliminate the need to search further, help them “self-qualify” on quality and budget options and assist the salesperson in closing a sale. Shefi was established in 1975 and is a top source for programs such as: Anniversary Bands, Clusters, Stackables, Diamond Hoops, Diamond Bracelets and Bangles, plus a variety of new Bridal Collections. To listen to this podcast, click here. 

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Top 5 Ways to Get More ROI From Your Internet Marketing

Today, internet marketing is a crucial part of the marketing mix. Unlike many historical marketing methods, internet marketing allows a retailer to track the performance of the initiative. In this podcast, Suereea Mathews discusses several elements of internet marketing that can help a retailer get more ROI from their initiatives and ensure success. Suereea Mathews is the Co-CEO of Luxury Brand Marketing and has specialized in the jewelry industry for over 18 years. She has beta-tested technology, apps, communities and other online tools for Facebook, Google, LinkedIn, Pinterest, Twitter and Instagram. To listen to this podcast, click here. 

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What Do They Want? The Evolving Consumer

Today’s consumer is younger, better educated and have a different set of experiences. Therefore, they have different expectations of a shopping experience. In a talk with Paco Underhill, author and environmental psychologist, listeners will gain insights into how their customer has changed. Tips are provided on what clues to watch for, how their desires can be met and what a retailer can do to lower purchase barriers. Paco Underhill and his company Envirosell have aToday’s consumer is younger, better educated and have a different set of experiences. Therefore, they have different expectations of a shopping experience. In a talk with Paco Underhill, author and environmental psychologist, listeners will gain insights into how their customer has changed. Tips are provided on what clues to watch for, how their desires global perspective on consumer shopping habits that has underpinned their work with over 1/3 of the Fortune 500 list. Additionally, Paco Mr. Underhill has written a number of best-selling business books; such as “How We Eat”, “Call of The Mall”, “What Women Want” and “Why We Buy”, dedicated to the science of shopping. To listen to this podcast, click here. 

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Russian Sanctions Update, August 2022

As a result of the February 2022 invasion of the Ukraine by Russia, the US government issued sanctions against Russia and Russian owned companies. For the jewelry industry, this put an end to the supply of Russian diamonds being able to be sold in the US. Subsequently, as the Russian war on the Ukraine continues, the US government has been expanding sanctions to include other Russian produced goods, including gold. In this podcast , Sara Yood of JVC provides the listener with the sanction’s timeline, expanded updates to those sanctions, and information on how a retailer should handle sourcing concerns. Sara Yood, Esq. is the Deputy General Counsel at JVC with extensive experience in legal compliance. Sara’s responsibilities at JVC include anti-money laundering compliance, FTC Guides compliance, trademark litigation, copyright, advertising monitoring and review, creating legal compliance tools and publications, and advanced legal strategy. To listen to this podcast, click here. 

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Store Design - Your Crucial First Impression

Just as the saying goes, “you only have one chance to make a good impression”, so does your store. Your store’s entrance needs to fix a customer’s attention and give them the right sensory information in order to turn them from a mere “passer-by” into a customer. Your stores interior needs to convey what your brand stands for and inspire a customer to trust you to help them make a purchase decision. Leslie McGwire discusses maximizing income from a store via the layout and space planning. She takes the listener through impactful lighting, effective case design and cost-effective coverings for flooring and walls. Finally, she wraps up with advice on how to keep a store looking up-to-date and current. Leslie McGwire, ASID (American Association of Interior Designers) Allied, is an award winning interior designer and author, with 35 years of experience in retail design and a specialization in jewelry store design. She is the owner of Leslie McGwire & Associates, Inc. To listen to this podcast, click here. 

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Silver Streak - Why Sales of Silver Jewelry are Growing

Silver has been enjoying a growing percentage in sales and a more predominant place in the product mix at retail. On behalf of Plumb Club Member Samuel B, Cheryl Kremkow talks about the factors that have helped this bright, white metal become a rising star for retailers. She touches on silver’s historic jewelry heritage and on its designer affiliations and provides statistics on how the category is expected to grow in the coming years. Additionally, she paints a picture of the silver customer, illustrating how important they can be for a retailer’s business and gives practical tips on how to get and grow that relationship. The Samuel B. Collection, as with award-winning designer Samuel Benham brings more than 30 years of art and jewelry experience to their collections that focuses on quality, craftsmanship and innovation. To listen to this podcast, click here. 

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Personalization & Customization of Engagement Rings

Today’s consumers want to be able to personalize experiences and purchases. Retailers and manufacturers are now catering to this new generation of shoppers by allowing them to modify and visualize their unique versions of what they are purchasing – from clothing to sunglasses to furniture and wall treatments. Narrated by Jeff Levitt, VP of Merchandise at Cynergy Trading Corp, this podcast discusses how engagement ring shoppers’ expectations have evolved and what new tools are available to the jewelry industry to meet these new expectations. Cynergy Trading Corp is the source for private label bridal and fashion diamond jewelry. They also have one of the largest just-in-time bridal manufacturing units in the industry. To listen to this podcast, click here. 

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Your Brand as Archetype

A question foremost in the minds of many retailers is, “How can I capture the eyes and hearts of today’s younger, savvy shopper?” Creating a brand that resonates with a specific target market and effectively communicating that brand’s promise can augment awareness and recall, help differentiate from competition, inspire consumer conversation and drive desire. Alex Williams, on behalf of Plumb Club Member IDD New York shares the theory of anchoring a brand in archetype and discusses how those associations are important in defining memorable brands. He takes the listener through 12 core archetypes, how they can be applied to foundational brand making and discusses how they can set a business apart from competition. IDD is a trusted supplier to thousands of retailers nationwide for jewelry programs, best-selling bridal, diamond basics and consumer finance programs, all fully supported by marketing assets. To listen to this podcast, click here. 

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Is Doing Good - Good For Business?

The concept of companies being environmentally and socially responsible is not new, but it’s becoming even more important to consumers. Michael West, director of sales and brand development for Rosy Blue, New York outlines the benefits and the challenges of producing “responsible” jewelry. He begins with the basic steps of ethical production, explains commonly heard acronyms, discusses supply chain traceability and transparency, as well as environmental and social concerns. He talks about why these things are important to a consumer and what the jewelry industry is doing to ensure that sustainable and ethical concerns are met. Rosy Blue is one of the world’s largest diamond manufacturers due to their integrity and the exceptional quality of their product. They add value throughout the supply chain, enrich communities in which they work, and act as responsible stewards of society and environment. To listen to this podcast, click here. 

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Outsource Your Ecommerce

With online representing an ever-growing part of total sales, how can a retailer maximize this increasingly important sector? On behalf of Plumb Club Member EMA Jewelry, Cheryl Kremkow speaks with Karen Weiss, director of ecommerce for EMA to discuss practical strategies and tools that will improve a retailer’s ecommerce marketing, merchandising, fulfillment and returns process and help them become leaders in their community. EMA Jewelry Inc. is a leading manufacturer of both gemstone and diamond jewelry since 1977, with factories in Mexico and Asia. Their laser-focus on creating quality products at a variety of price-points provides great value to the consumer and produces high turns and margins for their customers. To listen to this podcast, click here. To listen to this podcast, click here. 

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Jewelry as Activism

Today’s jewelry consumer wants to know that the brands they support, align with their values of inclusiveness, empowerment and giving back, making the world a better place for all. How can a retail jeweler capture the attention and loyalty of the Gen Z and Millennial consumers with products and initiatives and support the social issues that inspire these consumers? Join Duvall O’Steen and Andrea Hansen, on behalf of Plumb Club Member Uni-Design as they provide United Nations research statistics and additional insights into the key purchase drivers of Gen Z and Millennials. Further, they provide tips on how retailers can craft messaging and illustrate their commitment to social issues to help attract younger consumers and develop a customer for life. Uni-Design was established in 1995 and caters to clients around the world with dedicated diamond jewelry manufacturing facilities in India and China. They are known to create designs that become market trends. To listen to this podcast, click here. 

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Lab Grown Diamonds: What a Retailer Needs to Know

Whatever your feelings, lab grown diamonds are here, at retail, to stay. Often retailers worry that this new category may harm or cannibalize their natural diamond business, or that the category is too new for them to adequately explain to a consumer. Bridie O’Hagan, vice president of retail at Unique Designs, Inc. reveals that sales of both categories are shown to increase when they exist together and provides reasons for the growth. She goes on to explain how to use the correct vernacular to differentiate between categories and ensure you give the proper information to educate a consumer, as well as how to cross-sell categories to existing customers. Unique Designs Inc. prides itself on being the next generation leader in fine jewelry. A leader in the natural, and now, the lab grown world they believe in constant innovation and evolution. To listen to this podcast, click here. 

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Sustainability and The Consumer

Among younger consumers, sustainability is a huge consideration when buying diamonds, ranking on par with both price and design. On behalf of KP Sanghvi, Charles Stanley, of DeBeers North America illustrates why it is important for businesses to have a sustainability strategy. He discusses today’s consumer and how they are placing “positive impact” as a key purchase consideration when buying diamonds and how the industry is working hard to build this value proposition. Additionally, he showcases how a retailer can effectively communicate this to their customers at retail. For over five decades KP Sanghvi has dedicated itself to the art of perfection in craftsmanship, a dedication that shows in its products, ethics and its people. The company has built strong relationships with clients all over the world, and their manufacturing and sourcing capabilities are second to none. To listen to this podcast, click here. 

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State of The Lab-Grown Diamond Market

The growth of awareness of lab-grown diamonds among consumers has been remarkable, with 80% of consumers saying they have heard and know about lab-grown diamonds. On behalf of Evolution Diamond, Marty Hurwitz CEO of The MVEye outlines, from a demographic and psychographic perspective, who the consumer is that is buying this product. Further, for retailers, he highlights the key drivers in the purchase decision and shares educational sources to help inform and train staff on the category. Evolution Diamond is a vertically integrated lab-grown diamond company established to make progressive change in the diamond jewelry industry. They procure rough directly from growers and cut and polish diamonds in their own factories. They also have full jewelry manufacturing, design and marketing capability to develop private label and branded collection. To listen to this podcast, click here. 

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Navigating E-commerce - 3 Critical Areas that Make or Break Your Business

E-Commerce is a must to today’s retailer. Dillon Chen and Anthony Marotta illustrate the importance of 3 key areas of E-commerce that can improve sales effectiveness: quality item listings, strategic social media alignment and advertising. Dillon Chen is president, and Anthony Marotta is vice president of marketing, at PAJ/Prime Art and Jewel, a leading global manufacturer that provides jewelry solutions for the world’s top retailers since 1976. To listen to this podcast, click here. 

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Six Ways to Invest for Online Success

Many retailers know what it takes to make a brick-and-mortar store a success, but how can they apply those same principles to their website in order to increase sales? On behalf of Plumb Club Member Benchmark, Cheryl Kremkow, jewelry brand strategist and writer, showcases how thinking about a website as a store will improve the user shopping experience and make the retailer a better online jeweler. She shares six ways that help fine-tune the online shopping experience to make an online store more successful. Benchmark is an award-winning US based manufacturer focusing on design, speed of delivery, ease of use and strong marketing support since 1973. To listen to this podcast, click here. 

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Color Rush

Colored gemstones have captured the consumer’s imagination and are more popular than ever. Some varieties have had an estimated value increase of over 1000% in the past decade! In an imaginative and creative role play between a jewelry retailer and a gemstone miner, Sushil Choksey and Jaimeen Shah take the listener through the colored gemstone category’s steady growth, industry help and support for transparency and information, the consumer mindset when buying colored gems and how to make showcases in this category stand out. Sushil Choksey and Jaimeen Shah hold key positions with Sandeep Diamond Corporation, founded in 1986 with expertise in diamond bridal products, diamond fashion, natural gemstones (semi-precious, precious and exotic) and lab-created diamonds. To listen to this podcast, click here. 

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Innovative Tools to Grow Your Jewelry Retail Business

Technological advancements have revolutionized other industries and the jewelry industry is slowly adapting. Jason Yakubovich and Chris Awad from MJJ Brilliant illustrate the online and ecommerce opportunities that retailers need to take advantage of in order to stay relevant. From consumer experience on a website, to consistency of messaging via social channels, to optimizing customer support, they provide various tips and solutions to help retailers stay ahead of the curve. Jason Yakubovich is the director of operations and Chris Awad is the head of marketing for MJJ Brilliant, a widely recognized manufacturing leader of fine fashion jewelry and a completely vertically integrated company with extensive in-house design capabilities, wholly-owned manufacturing facilities and manufacturing joint ventures. To listen to this podcast, click here. 

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Don’t Leave Potential Sales On The Table

In today’s very competitive market, no retailer wants to miss out of a sale, nor should they leave potential sales on the table! Through the telling of 3 stories from his numerous years of working with retailers, Russ Whitehouse, provides listening retailers with crucial tips to remember as a store owner. Russ Whitehouse is the director of sales operations for Plumb Club Member Wilkerson Express, a division of Wilkerson, the leaders is transition and retirement sales. To listen to this podcast, click here. 

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The Basics For Success With Pearls

Pearls are riding high on the fashion wave. Whether they’re presented in leading high-end designer collections for men, on the pages of the hottest fashion magazine or on the screen in hit shows like “The Crown”, pearls are booming! Josh Bazar and Kathy Grenier provide the listener with 5 tips to ensure success in a jewelry store’s offering. From merchandising to product knowledge to how to display pearls these tips can help a store be successful in selling these amazing gems. Josh Bazar and Kathy Grenier are from Imperial Pearl, the pre-eminent global source for the finest pearls and the most beautiful pearl jewelry. To listen to this podcast, click here. 

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Wayfair Has Complicated State And Local Tax Collection. What Do Jewelers Need To Know?

With internet sales growing, it’s more and more common for jewelers to sell their products in multiple states. At the same time, the Supreme Court’s South Dakota v. Wayfair decision has complicated the requirements for collecting sales tax across state lines. Howard Hoff and James Brower, partners at Marks Paneth LLP, the top 50 accounting, tax and advisory firm, explain how jewelry retailers can avoid overpaying taxes, being fined or even getting stuck paying the sales taxes on their own goods. To listen to this podcast, click here. 

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Shortening The Bridge in Supply Chain

Before diamond jewelry reaches a retailer to be sold, it typically travels a long supply chain, passing through many hands and companies. Urmil Gajera takes the listener through the supply chain journey and points out the benefits to consumers, manufacturers, and the industry overall, that are derived by shortening the supply chain and working with responsible suppliers. Urmil Gajera is involved in every aspect of the supply chain for his company, Aneri Jewels, one of the major jewelry manufacturers and distributors in North America, since 2009. To listen to this podcast, click here. 

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Diamond Jewelry Trends

Consumer buying habits have changed recently. Sagar Manilal describes how fancy-shaped diamonds are taking a bigger piece of the sales pie and how the availability of easier financing is resulting in higher-priced items being sold at retail. Further, he discusses the impact of technology and how it has become a powerful tool for the jewelry consumer and provides some thoughts on what’s in store for the future. Sagar Manilal manages sales for Indigo Jewelry, Inc., a wholly owned subsidiary of the S. Vinodkumar Group of companies, one of the most renowned diamond and jewelry companies in the world. To listen to this podcast, click here. 

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The Importance of Images

Kye Ehrlich discusses how in our modern world many sales happen online where a retailer has little opportunity to interact with a customer directly. Providing statistics on a consumer’s website actions he details how important the images used are to sales, underscoring that we are reliant upon “visual language” to draw customers in and prove to them the quality of products that are being presented. He provides listeners with several options and helpful tips on getting needed imagery either via vendor/suppliers or outside agencies. Additionally, great insight is provided on how to create needed images in-house effectively and inexpensively with minimal equipment. Kye Ehrlich is the head of photography and graphic art at The Marathon Company, a privately held, third generation family business founded in 1897 – makers of Kiddie Kraft, LeStage and Essentials by Marathon. To listen to this podcast, click here. 

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Retailing in Today’s World

Karl Schmid and Carolina Almanzar provide compelling stats that underscore how important it is for retailers to develop a digital strategy. While neatly demystifying and explaining the acronyms of the digital world, they take the listener on a step-by-step journey to get started on a website or improve what may already be there. They discuss ecommerce and provide solutions as well as showcase how social media and consumer experience is crucial – giving several helpful tips on each. Karl Schmid is the vice president and Carolina Almanzar, a senior sales representative with the Istar Group of companies, which have been in operation collectively for over 100 years and combine world class branding with thoughtful packaging. To listen to this podcast, click here. 

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Do You Know What Goes into Your Product Wholesale Price?

Ever wonder how your suppliers arrive at the price they charge you? Corinna Bhasin provides insight into the various costs and elements that make up a product wholesale price. She discusses bills of materials and how changing markets and commodities can affect the price and value of a piece resulting in differing prices during the lifespan of a style. Corinna Bhasin is the Vice President of F.D. Worldwide Merchandise Group. A merchandising and manufacturing house for fine jewelry since 1994. To listen to this podcast, click here. 

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Jewelry Security and Maintenance for Investment Jewelry

For many consumers, securing and maintaining their jewelry investment is paramount. Ralph Quackenbush discusses the various options for securing an item, such as the items’ construction and attachments. Further, he talks about how to insure an item and opportunities a retailer has to further engage a customer after the purchase in order to keep themselves in top of mind. Ralph Quackenbush is a senior sales representative for W.R. Cobb Company, a full-service manufacturer, providing solutions to retailers. To listen to this podcast, click here. 

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Jewelry Technology – Benefiting from the Tools of the Trade

The jewelry industry has been around for centuries, but the tools used to produce fine pieces have changed and evolved. Jeff Weinman talks about some of the most important technical advances in jewelry design and manufacturing, dispelling the myth that these modern technologies take away from individuality and craftsmanship and, in fact, provide the designer greater ability to refine, customize and make pieces with even more precision. He showcases how technology increases newness in a retailer’s case and provides them the ability to “say yes” to a consumer’s desire in order to gain the sale. Jeff Weinman is senior vice president of ODI/Original Designs, a company celebrating 60 sixty years as a trusted source for diamond, bridal and fashion jewelry. To listen to this podcast, click here. 

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The Innovation Report

This podcast helps bring simple clarity to everything innovative. As a retailer, there are many challenges to face and regularly upgrading technologies can make a digital strategy complicated and expensive. Sean McCormick and Sarah Siegel provide suggestions on creating a plan and measuring metrics. They suggest rethinking the way you view your website and utilizing it as more than just a billboard, but as a digital salesperson – setting goals and reevaluating every six-months in order to get the best ROI. They discuss the various social media platforms available and how best to capture new customers via social media by connecting with them on an intimate level. Sean McCormick is the director of social media and Sarah Siegel is the photographer for Novell Enterprises, a division of Continental, a one stop company dedicated to design, manufacture, and export of fine jewelry products. To listen to this podcast, click here. 

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Strategies to Brand as an Independent Jeweler

In today’s competitive marketplace a savvy retailer sets himself apart from competition. Sam Sandberg points out that a key component of differentiation is the creation of the store’s “brand”, This goes far beyond the descriptive rendering of brands and extends to the emotional connection and passion that a store instils into its customers. He discusses various brand positionings and illustrates how underpinning elements used in-store and throughout all communication touch-points helps to telegraphically convey the stores brand positioning and connect with a customer. Sam Sandberg is the chairman of A. Jaffe, a company whose legacy dates back to 1892. Today, the company is one of the only 19th century jewelers still active in New York City, continuing to stand for the same superior standards of quality and trust as it did when founded. To listen to this podcast, click here. 

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Contemporary Metals in Today’s Jewelry Stores

Consumers have a new appreciation and desire for something different. This makes contemporary metal bands a significant growth opportunity for the independent jeweler. John Skaret points out the increased value perception of contemporary metals to today’s consumer and discusses four elements that drive expectation and desire. He timelines the history of contemporary metals in jewelry and takes the listener through a number of these metals and their characteristics, pointing out how each provides specific benefits to wear, use or appearance. Finally, he offers ways to market and sell these bands to a new-found customer base. John Skaret is the Vice President of Sales, Independent Division for Frederick Goldman, Inc., a company providing their network of retailers with the highest level of service, innovation, product design and long-term expertise. To listen to this podcast, click here. 

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Lab Grown Diamonds - Meeting Consumer Desire

Today, consumers are coming into stores asking about lab-grown diamonds! Cora Lee Colaizzi and Tom Pautz discuss how lab-grown diamonds are inspiring this segment of diamond consumer and meeting their desire. They give essential information on the market and provide tips for retailers on how they can capitalize on the growing popularity and profitability of lab-grown diamonds. Cora-Lee Colaizzi is the Marketing Director and Tom Pautz is the Lab-Grown Diamond Director for Quality Gold, a worldwide company offering more than 200,000 jewelry and gift items in-stock and available to ship same day and more than 150,000 special order items for purchase. To listen to this podcast, click here. 

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Digital First

What does digital first mean? Barbara Garces and Regina Fiedel help the listener understand what a digital-first mindset is and how it is applied. They give valuable insight on reaching consumers effectively, while creating awareness and desire using digital tactics. Additionally, they discuss gathering feedback and valuable data using digital platforms. Further, they discuss a variety of digital platforms, online hubs, project planning tools and data asset systems to help a retailer. Barbara Garces is the Chief Digital Officer and Regina Fiedel is the Vice President of Digital Marketing for Citizen Watch America. Bulova, a division of Citizen Watch America, remains an iconic brand at the forefront of today’s timepiece industry, since being founded by Joseph Bulova in 1875. To listen to this podcast, click here. 

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Automating Jewelry

Ryan Hakimi explains how automation and technology can enhance a retail-buyers experience and positively impact a retailer’s overall business. He provides substantial statistics on the importance of having, or creating, an online presence and gives the listener actionable tips on how to draw attention to their platform. Ryan Hakimi is the vice president of CH Hakimi, a family business that is synonymous around the globe for producing essential core program items specific to buyer needs for over 30 years. To listen to this podcast, click here. 

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A Changing Industry – What Can You Do To Adapt

James Schneider highlights a variety of ways that the jewelry industry has changed in recent times. He encourages businesses to review how they’ve adapted to evolving business climates and quickly changing business situations. Further, he takes the listener through several tactics such as differentiation, community involvement and digital media, giving insights into how each can augment reputation and grow customer base. James Schneider is director of sales at Ostbye, a company providing fine jewelry products of exemplary quality, service and value dedicated to the finest retail jewelers for over a century. To listen to this podcast, click here. 

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Capitalizing on Branded Content to Drive Engagement

Jordan Peck and Sara Strauss give expert tips on how a retailer can build a promotional, advertising and social media calendar by capitalizing on initiatives that manufacturers are involved in and materials that brands can provide. Jordan Peck is the COO and Sara Strauss is the director of marketing for Brevani/Color Merchants a leading supplier of wholesale diamond and gemstone jewelry founded in 1987. To listen to this podcast, click here. 

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Creating Power Partnerships Between Retailers and Manufacturers:

Dov Tannenbaum outlines “Power Partnerships”, a deepened a broadened collaboration between retailers and their manufacturing partners, yielding growth in revenue and profit. He takes you through the principles and best practices in creating these partnerships, outlining what retailer and manufacturer winners do differently to outperform in their category. Dov Tannenbaum is a principle at Leo Schachter Diamonds, a leading supplier of America’s major retail jewelry chains. To listen to this podcast, click here. 

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Maximizing The Experience:

Brian Howard illustrates the importance of augmenting the customer experience by integrating technology into a presentation. He discusses how hologram technology and virtual “Try It On” features help alleviate consumer concerns and ease purchase decisions by building confidence and demonstrating what pieces look like from various perspectives and how they will look when being worn. Howard is the vice president of sales and marketing for Shah Luxury, a company that strives to produce world-class jewelry that not only appeals to the most discerning clients in the US and Canada, but to those in markets across the globe. To listen to this podcast, click here. 

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The Digital Transformation:

Today, “Digital” is a MUST for business. A company’s digital footprint impacts how it is perceived by potential customers. Derek Kristopher helps retailers understand their company’s digital footprint. He goes through the various touch-points that can impact perception and provides excellent tips on how to review it, manage it, develop and improve it. Further he provides an omni-channel perspective and ideas on how to augment perception by providing a virtual customer experience. Derek Kristopher is the associate director of marketing for S.D.C Designs, one of the largest manufacturers and distributors in the American market. To listen to this podcast, click here. 

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Understanding The Benefits of Extruded Tubing and Machine Setting:

Steven Lerche helps the listener understand the processes of extruded tubing and machine setting and how these methods differ from casting and hand setting. He highlights the features and benefits of both techniques, discusses the precision and uniformity of machine setting and helps correct some commonly held misconceptions about the process. Steven Lerche is the vice president of sales and operations for Goldstar Jewellery, a premier manufacturing company that has firmly etched itself a leading position as a preferred supplier to most major national and multi-national retail jewelry brands. To listen to this podcast, click here. 

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Content Is King:

Ellen Seckler and Sam King break down the elements of Content Marketing and how to get the most out of this effective tactic that helps give life to a brand story. Additionally, they go through the creation of a yearly plan, the balance of storytelling vs product knowledge, how to evaluate the quality of content vs the brand quality standards and the importance of starting with a complete creative brief that outlines the objective and use of content being created. Further, they discuss finding the best content providers. Ellen Seckler and Sam King are the marketing and creative forces behind Plumb Club Member, Citizen Watches. To listen to this podcast, click here. 

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Diamond Recycling – Your Guide to Re-purposing Loose Diamonds:

Jonathan Goodman Cohen highlights the potential value and invisible assets that many jewelry retailers have stored in their vault, much of it loose diamonds from “take-outs” or parcel leftovers. He takes the listener through how to recycle these assets into new, profitable and fast-selling merchandise, giving practical and straightforward insight that can yield a predictable return on investment. Jonathan is the president and third-generation owner of IB Goodman, an American jewelry manufacturing company, headquartered in Newport, KY. producing exceptional jewelry and providing reliable service to luxury retailers worldwide. To listen to this podcast, click here.

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Pearl Care & Maintenance:

Fran Mastoloni highlights how “one size does not fit all” when it comes to caring for and storing pearls and pearl jewelry. He provides knowledge on how retailers can properly maintain their pearl inventory, and valuable, yet easy tips that sales associates can impart to consumers about the nature of pearls and how best to preserve their unique and incomparable beauty. Fran Mastoloni is a partner is Mastoloni Pearls, a third generation leading purveyor of the finest cultured pearls and pearl jewelry treasures in North America. To listen to this podcast, click here.

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Beyond Birthstones – Telling Stories with Gems:

Cheryl Kremkow provides expert advice on how to connect with customers using the power of storytelling. She takes you through five different types of stories you can tell about any gem and gives you three actionable tips to help make your business more successful. Cheryl Kremkow helps companies create their own distinctive gem stories and is a consultant for Plumb Club Member Carl K. Gumpert, who creates diamond and gemstone jewelry and custom engagement rings. She is the former editor of Modern Jeweler Magazine and author of her own blog, Gem Obsessed. To listen to this podcast, click here.

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Five Tips to Modern Marketing:

Jiji Lee highlights how investing in your digital marketing is now “a must” for retailers – spotlighting evolving consumer shopping habits and discussing the audience migration to modern-day marketing channels from historically popular ones. She provides insight into “inspirational audiences” and “aspirational audiences” and how to target messaging and content to provide “the right message to the right audience at the right time.” Further, she advises retailers to keep up with their digital marketing by monitoring what works and what does not. Jiji Lee is the marketing director for Plumb Club Member, Jewelmark/Renaissance Jewelry New York, creators of the branded lines Enchanted Disney Fine Jewelry and Hallmark Fine Jewelry, as well as suppliers of fine diamond and gemstone jewelry set into platinum, gold and silver. To listen to this podcast, click here.

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Lab Grown Gemstones & Diamonds:

Become Fearless in the Age of Progression and Change: Monica McDaniel takes you through the rich history of created gems from their origins in the early 1800’s to today. She provides you an understanding of the technical differences between the various gem creation processes and the terminology used to describe them. Additionally, she gives you tips on language you can use in-store to “become fearless” and speak succinctly about the differences between lab-grown and earth-mined gems. Monica McDaniel is the Vice President and Marketing Director of Chatham Created Gems and Diamonds. To listen to this podcast, click here.

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Diamond Trends in Today’s World:

Jeffrey Cohen gives a insiders look at the current consumer diamond demand when it comes to engagement rings. He provides knowledge and insight. across the 3 major retail sectors of the market, into the most popular diamond shapes and the most commonly used qualities, as well as information on the desirability of “composite-heads” and single stones. Additionally, he discusses the up-tick of lab-grown diamonds and the use of other precious and semi-precious colored gemstones in engagement rings. Jeffrey Cohen is the Vice President of Sales for KGS Jewels, a DTC sight holder with one of the largest diamond cutting factories in the world. To listen to this podcast, click here.

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Responsible Practices As A Company Strategy.

Marketing leader Mark Hanna showcases how companies who demonstrate responsible practices have a competitive advantage – specifically with Gen Z and Millennial consumers. He provides consumer research statistics that point out the importance of “purposeful and responsible” consumption, illustrating how this can be an effective company strategy. Mark Hanna is the Chief Marketing Officer of The Richline Group, A Berkshire Hathaway company, the foremost manufacturer and marketer of precious metals and materials.To listen to this podcast, click here.

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Focus On A New Clean: Tips to Clean, Engage and Grow Revenue

Kristie Nicolosi helps listeners understand the differences between cleaning and disinfecting. She provides great ideas on why and how stores should talk to customers about jewelry care and gives consumer insights on why a customer wants to buy jewelry care and cleaning products from their jewelry retailer. Kristie Nicolosi is the CEO of The Kingswood Company, a Plumb Club Member and the leading innovator of high-quality, private-label jewelry care products. To listen to this podcast, click here.

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10 Tips to Strengthen Your Social Media

Journalist, writer, and media personality Barbara Palumbo provides 10 Tips to help retailers strengthen their social media presence and gain traction! Barbara explains why Instagram is “The King” of social media and how a retailer’s social media should be looked upon as having an additional sales person. From consistency, to engagement, to the art of the hashtag, these insights and tips will help retailers boost their social media presence across all platforms. Barbara Palumbo is a full time editor, writing about both jewelry and watches on her blogs adornmentality.com and whatsonherwrist.com, as well as for nationally recognized publications. Additionally, she is the host of InStore Magazine’s “The Barb Wire” podcast and is a frequent speaker at industry events and trade fairs. To listen to this podcast, click here.

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Clicks & Mortar – Staying Relevant In Today’s Marketplace

Author, retail consultant and sales-trainer Kate Peterson provides insights on how the evolution of consumer behavior has been drastically accelerated and how retailers must be innovative in order to stay relevant. She points out the shifting “information balance” between the consumer and retailer and provides tips and tools on both where and how to meet and work with this new customer in a way that will exceed their expectation and keep the retailer in the forefront of their market. Peterson is the President and CEO of Performance Concepts Inc., a company that provides innovative and effective consultation and training in the luxury industry.To listen to this podcast, click here.

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Advertising Myth-busters – Expectancy vs. Reality

by Brian Lazar gives insight into the “myths” of advertising and the reality of what the tactic can and can’t do. He explains advertising goals and how advertising can position a store. Further, he takes the listener through the execution of good advertising and the pros and cons of various ad placement vehicles. Brian Lazar is the vice president of sales and marketing with IGS Creative, a full-service advertising and marketing company specializing in the jewelry industry.To listen to this podcast, click here.

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Public Relations Ground Rules – Growing Business Using PR

by PR veterans, Heather Zachary and Melissa Berry will take listeners through the art of writing an effective press release and when it’s appropriate to use a media alert. They educate the retailer on how to build a media list and target appropriate editors with relevant messaging that compels them to run your story. Further, they give insight into the delicate art of “follow up” with the press and how to repurpose effectively on social media. Heather Zachary and Melissa Berry are founders of H&M Media, a boutique PR agency based in NYC that specializes in the jewelry and watch industry.To listen to this podcast, click here.

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Retail Reinvigoration – Visual Merchandising Tips That Stimulate Sales

Pam Levine, Brand Experience Specialist, President of Levine Luxury Branding, presents Retail Reinvigoration- Visual merchandising tips that stimulate sales. The ultimate goal of successful and engaging product presentations is to inspire customers to touch, try on and buy. When you think of your merchandise presentations, window displays and your environment, do you consider it your “space of engagement”? Visual merchandising and retail experience are the silent sellers that express and impress your brand experience in the hearts and minds of your customers. Pam provides: pertinent questions that enable you to conduct your own store assessment, learn about silent selling techniques, design and merchandising resources and the psychology behind product arrangements that stimulate buying decisions. To listen to this podcast, click here.

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Continuous Content Can Create Customers

Monica Elias, founder, CEO and Executive Producer of Elias World Media, illustrates that getting to know your customers and creating a continuous stream of relevant content can not only keep your store top of mind with customers when they can’t get in to see you, but can inspire your customers as they plan for self-purchase and gifting opportunities. She discusses the three C’s of content (Connect, Create, and Communicate) and gives information on how to make a connection between what’s trending in the media and what you have in your store. Monica shares creative ideas on how to story tell around product and shares easy tips on how to photograph and create video to bring it to life. Additionally, she gives great ideas on how to calendar your posts and seek coop help from your vendors.To listen to this podcast, click here.

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The New Bridal Consumer – How You Can Best Help!

Severine Ferrari, editor and founder of Engagement 101 talks about the newest trends in the engagement ring market. Further, she will give you insights on the new consumer and ideas on how you can shift your thinking and use inclusive language to help you win their confidence and make the sale.To listen to this podcast, click here.

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Cracking The Code on Customer Experience With Platinum

Kevin Reilly, Vice President of Platinum Guild International, explains how having platinum in your merchandising mix can help you create customer satisfaction. He illustrates several benefits of presenting the metal to consumers and language that you can use in store to explain these benefits to your customers.To listen to this podcast, click here.

Come back and visit this page for future podcasts, which will cover a variety of topics such as visual merchandising, relationship marketing, content creation, advertising myths, PR and social media tips.