MajorsJun 26, 2025
Why Rocksbox Is Opening Stores As Signet Jewelers DownsizesRocksbox President Allison Vigil shared the retailer’s expansion plans, and her thoughts on opening stores in malls.
IndependentsAug 10, 2016
6 tips for entering the estate jewelry market
Diving into the estate jewelry category for the first time can be daunting for a jeweler. Fortunately, Alan Nacht of Bernard Nacht & Co. has outlined six steps jewelers can take to be sure they’re entering the category the right way.
Essentially, there are three types of jewelry that fall under the category of estate (a term which applies to anything pre-owned but is not synonymous with antique): period jewelry, such as Art Deco and Victorian; antique jewelry, which refers to pieces that are 100 years old or more; and modern estate jewelry, which are pieces from the 1960s to present day.
Nacht said a jewel can be both a period piece and an antique. For example, a brooch made in 1866 would be both antique and Victorian.
Jewelry that isn’t considered antique but was made prior to the 1960s -- currently encompassing pieces made between 1915 and 1959 -- are period jewels, falling into the Art Nouveau, Edwardian, Art Deco or Retro periods. The periods also can overlap; the Art Nouveau period began around 1895 and ended around 1915, while Edwardian lasted from about 1901 to 1920.
“Every period has a distinct look,” Nacht says.
Below, Nacht outlines six steps jeweler should take to sell estate jewelry.
1. Learn about estate jewelry and educate yourself and your staff. “The Internet is a great place to start,” Nacht says, noting the Gemological Institute of America’s online bookstore. “Try to learn as much as you can about the different periods in jewelry history.”
There’s also Antique Jewelry University, a site hosted by Suzanne Martinez of Lang Antique & Estate Jewelry in San Francisco.
2. Research estate jewelry vendors. Nacht says vendors need to be reliable, trustworthy and someone you can work with. A good place to find them are tradeshows, in publication listings and by word of mouth.
3. Dedicate an area of the store to estate and antique jewelry. “You want to make the estate jewelry a focus, so showcase it separately from everything else,” Nacht says. “In my experience, customers go right for the estate case, wherever it may be.”
“You (also) can put a few pieces in the window
and use props,” he notes, “but props also take up space.”
4. Merchandise the estate jewelry by taking into consideration the price points that sell in your store. “The items you carry have to work within your store. You wouldn’t carry a $100,000 antique piece if the most expensive modern jewelry in your store is $5,000,” he says.
5. Begin to educate your clients about estate and antique jewelry. This will create an appreciation for the category, Nacht says, even if they don’t understand it right away. There’s always something to learn with estate jewels.
6. Don’t just promote the estate jewelry; promote that you and your staff are experts at what you do. Coming full circle back to the first step, the more you know about the estate business, the more fun it is, Nacht says.
New York-based Bernard Nacht & Co. is located on Fifth Avenue in New York and can be reached at 212-371-8100.
More on Independents
The Latest
SurveysJun 26, 2025
After Recovering in May, Consumer Confidence Dips in June The decline was consistent across age groups and almost all income groups, with tariffs and inflation still top of mind.
CollectionsJun 26, 2025
Jam Out With Sorellina’s Jimi Hendrix-Inspired JewelsThe “Playlist: Electric Dreams” collection brings lyrics from the musician’s song, “Little Wing,” to life through fine jewelry.
Brought to you by
Investing in the Next Generation of Bench JewelersThe Seymour & Evelyn Holtzman Bench Scholarship from Jewelers of America returns for a second year.
Events & AwardsJun 26, 2025
The Jewelry Symposium Is Looking for Speakers for 2026 EventThe event is set for May 16-19 in Detroit, Michigan.
Weekly QuizJun 26, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CrimeJun 25, 2025
Customs Nabs Another Big Shipment of Fake Cartier, Van Cleef JewelryAgents seized 2,193 pieces, a mix of counterfeit Cartier “Love” and “Juste Un Clou” bracelets, and Van Cleef & Arpels’ “Alhambra” design.
CollectionsJun 25, 2025
Splash into Karina Choudhrie’s Collection of Underwater Circus PerformersThe designer brought her children’s book, “The Big Splash Circus,” to life through a collection of playful fine jewelry characters.
Brought to you by
Jewelers of America is Headed to Las Vegas for JCK 2025The countdown is on for the JCK Las Vegas Show and JA is pulling out all the stops.
Events & AwardsJun 25, 2025
JA Announces Impact Initiative Fund RecipientsThe trade association has chosen the recipients of the funding initiative it formed to foster the growth and sustainability of the industry.
SourcingJun 25, 2025
2025 AGTA Spectrum Awards Open for EntriesThe organization has also announced this year’s slate of judges.
EditorsJun 24, 2025
The Best New Jewelry from Couture 2025, Part 2Associate Editor Natalie Francisco shares 20 additional pieces that stood out to her at the Couture show.
IndependentsJun 24, 2025
Colorado Bench Jeweler Celebrates 50 Years With Local RetailerLori Tucker started at Williams Jewelers when she was 18 years old.
WatchesJun 24, 2025
Citizen’s New ‘Fantastic Four’ Watch Is Literally Super The “Marvel | Citizen Zenshin” watch is crafted in Super Titanium and has subtle nods to all four “Fantastic Four” superheroes on the dial.
MajorsJun 24, 2025
Tacori, QVC to Launch Exclusive Lab-Grown Diamond Jewelry CollectionThe “XO Tacori” collection was designed to blend luxury and accessible pricing.
GradingJun 23, 2025
GIA Names New President and CEO Pritesh Patel, the lab’s chief operating officer, will take over as president and CEO of GIA.
Recorded WebinarsJun 23, 2025
Watch: Top Trends at Couture, JCK Las Vegas 2025National Jeweler and Jewelers of America discuss the standout jewelry trends and biggest news to emerge from the shows this year.
SourcingJun 23, 2025
Diamond Producers, Organizations to Kick in Money to Promote Natural DiamondsSignatories to the “Luanda Accord” committed to allocating 1 percent of annual diamond revenue to the Natural Diamond Council.
Events & AwardsJun 23, 2025
Jose Hess Design Awards Celebrate 6 Jewelry DesignersThe winning designs captured the “Radiance” theme.
Events & AwardsJun 23, 2025
Gem Awards Now Accepting Nominations for 2026Nominations in the categories of Jewelry Design, Media Excellence, and Retail Innovation will be accepted through July 30.
TrendsJun 20, 2025
Dua Lipa Stays On-Trend With Chunky Engagement RingThe singer’s ring ticks off many bridal trends, with a thick band, half-bezel setting, and solitaire diamond.
TrendsJun 20, 2025
Piece of the Week: Yvonne Léon’s ‘Python Gold’ BraceletThe bracelet references vintage high jewelry and snake symbolism as a playful piece where a python’s head becomes a working belt buckle.
CrimeJun 18, 2025
7 Men Indicted in $100M Brinks Jewelry HeistThe heist happened in Lebec, California, in 2022 when a Brinks truck was transporting goods from one show in California to another.
AuctionsJun 18, 2025
Historic ‘Marie-Thérèse Pink’ Diamond Fetches $14M at Christie’sThe 10-carat fancy purple-pink diamond with potential links to Marie Antoinette headlined the white-glove jewelry auction this week.
EditorsJun 18, 2025
Q&A: Caryl Capeci Dives Into Cruise Jewelry ShoppingThe Starboard Cruises SVP discusses who is shopping for jewelry on ships, how much they’re spending, and why brands should get on board.
AuctionsJun 18, 2025
16th-Century ‘Gresham Grasshopper’ Ring Sells for $56KThe historic signet ring exceeded its estimate at Noonans Mayfair’s jewelry auction this week.
CollectionsJun 18, 2025
Kirk Kara Celebrates 135 Years With New JewelsTo mark the milestone, the brand is introducing new non-bridal fine jewelry designs for the first time in two decades.
SourcingJun 18, 2025
Gemfields Sells 36-Carat Rough RubyThe gemstone is the third most valuable ruby to come out of the Montepuez mine, Gemfields said.
