Columnists

Peter Smith: Is That All There Is? Have We Peaked?

ColumnistsSep 19, 2024

Peter Smith: Is That All There Is? Have We Peaked?

Smith addresses fears about a plateaued market with a reminder that retailers who do it right always will have room to grow.

National Jeweler columnist Peter Smith
Peter Smith is an industry consultant, speaker, sales trainer, and author. He can be reached via email at TheRetailSmiths@gmail.com.
I’m starting this column from Heathrow Airport in London on the back end of a terrific vacation with my better half.

In addition to serving as a much-needed break from the daily machinations of doing our respective jobs, this trip has proven to be a wonderful catalyst for reflection and perspective.

We’ve had Premier League football (my wife Sherry’s first experience of “the beautiful game” in England) at Craven Cottage, home of Fulham FC, as they took on and, unfortunately, beat my brother’s favorite team, Leicester City.

We had a marvelous day in Oxford, imagining Harry Potter villains were watching us, perched atop and within the hallowed buildings of Christ Church, which counts multiple prime ministers and esteemed other foreign leaders amongst its alum … oh and, lest I forget, the author Lewis Carroll of “Alice’s Adventures in Wonderland” fame.

I discovered that detail while enjoying high tea in the Alice Room at The Randolph Hotel and wondered aloud why the walls were adorned with cool and slightly funky oversized artwork depicting Alice and friends in their Wonderland.

We also loved a couple of trips to Portobello Road Market in Notting Hill (yes, the Hugh Grant and Julia Roberts Notting Hill).
 

Colorful umbrellas Camden Market
Peter Smith shared this snap of the colorful ceiling of umbrellas at Camden Market he spied while on vacation in London.

On our second visit, absent the throngs of shoppers from our Saturday sojourn, we were enjoying lunch outside at a small Italian restaurant when our conversation turned to a familiar topic for us, the retail experience.

We loved the canopy of colored umbrellas we’d seen at Camden Market a couple of days earlier.

We laughed at the sight of a small Fiat car, sliced down the middle and serving (sorry for the pun) as brilliant window art in a pizza restaurant, and we had generally marveled at the assortment of fun and interesting retail theater in Soho and throughout our vacation in the Greater London area.


Pizza Fiat Camden Market
Smith also took a picture of this cleverly repurposed car he spotted in the window of a pizza shop.

As we consumed the myriad sights and sounds, I was reminded of the power of fun retail experiences, and how, at its best, physical retail can be the most wonderful theater, emotionally engaging, experiential, and rewarding in and of itself.

In contemplating another fabulous year in independent retail jewelry here in the United States—as a strong August has the independents now tracking ahead of what ended up being a fantastic year in 2023—I was reminded once again that the spoils go to those who fully embrace the best of what retail can offer and execute well. 

I know of retail jewelers who are outperforming the market and, regretfully, I also know far too many who are underperforming. 

In a post-pandemic environment, where the rising tide of recent years allowed all-comers to jump aboard, the minimum requirement now is solid execution of retail fundamentals. 

In recent weeks, I’ve had two industry colleagues ask me if I thought we had peaked; if, in one instance, perhaps his business had plateaued and, in the second instance, if we as an industry have begun to see a maturation of the market in the U.S. 

In answer to the maturation of the market, I ask you to cast your memory back to 2019. 

The jewelry business had come off a phenomenal year, and we were asking ourselves how we got there and how long the ride could possibly last. Had someone told us then that we would see more than 50 percent growth in the next two or three years, we wouldn’t have believed it. 

But we did get there, and customers voted with their wallets and made it abundantly clear that jewelry and timepieces mattered, and they were glad to take discretionary dollars and spend them in jewelry stores when they couldn’t spend them elsewhere.

The abiding message of the period was that jewelry stores held great appeal to consumers, and they were happy to reward stores with bigger returns than we could ever have imagined.

As 2023 turned to 2024, the rising tide that rewarded everybody has become a lot more discerning. 

Dysfunctional retailers are being found out. We are seeing, to paraphrase Warren Buffett, who was swimming naked when the tide went out. 

 Related stories will be right here … 

It is easy to mask a multitude of sins when driving record sales. 

That condition wasn’t specific to the events of recent years (if you look closely enough, you could see it all over our industry at retail and on the supplier side), but it was magnified beyond our wildest imagination. 

It was, quite frankly, easy to believe you were a good retailer even though you were not. 

Conversations about peaking, or maturation of markets, make sense off the back of superb execution, and superb execution can be as complex as Carroll’s rabbit hole. 

What it must include, however, is an experience that excites the senses—scent, visual, sound, lighting, touch … perhaps even an old Fiat—and an attitude of “less not more” when it comes to product stories; don’t make your customers work too hard to decide what you are. 

It should include technology that enhances the customer experience, data analysis (don’t get me started on the gut-instinct merchants) and hiring the right people (you not having a plan does not mean there are no viable candidates). 

“It’s time to get busy being great.”

It also must surely include an ongoing training plan designed to influence consumer behavior (which does not mean loading up your sales team with so much product information that they become a danger to customers), and it should include a path to engage both career-minded employees, and those just looking for engaging work that aligns with their quality-of-life needs. 

It should offer a compensation plan that reflects an improvement over what they can earn in less-taxing environments and the chance to work in a culture built on respect for all employees, one that affords them the opportunity to do good work with good people. 

I am and will remain a staunch believer in great retail and great retailers. The numbers reflect that there are enough of them doing enough good stuff to see this remarkable journey continue for the foreseeable future. 

For retailers who have regressed from the highs of recent years, this is not the time to assign blame or look for scapegoats in your organization, but to honestly reflect on your execution, identify what needs to change, and reach out to people who can help shine a light on missed opportunities in your business. 

In short, it’s time to get busy being great.  

Happy retailing! 

The Latest

Vhernier Calla necklace
FinancialsNov 12, 2024
Cartier, Van Cleef & Arpels Continue to Shine for Richemont

Richemont’s jewelry sales ticked up 2 percent in the first half of the year, while watch sales plummeted 17 percent.

The Gemological Institute of America’s logo
GradingNov 12, 2024
GIA’s Next-Day Services Return for the Holidays

Offered by the lab since 2016, the holiday season special is good from now through mid-December.

Model wearing Mikimoto Chrome Hearts Exclusive Pearl Necklace
CollectionsNov 12, 2024
Mikimoto and Chrome Hearts Blend Aesthetics in New Collaboration

The “Mikimoto Chrome Hearts” jewelry brings pearls from Mikimoto together with distinctive motifs from Chrome Hearts.

Jewelers Mutual Group Cybersecurity
Brought to you by
Navigating Cybersecurity: Essential Guidance for Jewelers

From protecting customer data to safeguarding inventory records, it's crucial to learn how to tackle cybersecurity challenges.

Larkspur & Hawk Lily Tapestry Earrings
CollectionsNov 08, 2024
Piece of the Week: Larkspur & Hawk’s ‘Tapestry Lily’ Earrings

These earrings use flat-backed white quartz to create a window onto an antique ribbon embroidered with a floral design.

Weekly QuizNov 07, 2024
This Week’s Quiz
Test your jewelry news knowledge by answering these questions.
Take the Quiz
AGTA Spectrum winners
Events & AwardsNov 08, 2024
AGTA Reveals Spectrum, Cutting Edge Award Winners for 2024

This year’s AGTA Spectrum & Cutting Edge Awards included a new category for engagement rings and a new award highlighting female designers.

Brilliant Earth Jane Goodall jewelry
FinancialsNov 08, 2024
Brilliant Earth’s Q3 Sales Fall 13%

Plus, CEO Beth Gerstein shares her insight on the holiday season and the possibility of new tariffs.

Article-Top-Image.jpg
Brought to you by
Enhance Your Expertise with IGI’s In-Person Courses in NYC

This fall, sharpen your skills in jewelry grading, quality control and diamond assessment.

Aurelia Demark London blue topaz bow earrings
TrendsNov 07, 2024
Amanda’s Style File: Golden and Blue November Hues

The month’s birthstones, citrine and blue topaz, reflect the changing colors of the season.

Jewelry designer Sidney Garber and ceramicist Carey Lowell
CollectionsNov 07, 2024
Sidney Garber Collaborates With Carey Lowell on Capsule Collection

The “Carey Lowell x Sidney Garber” collection stems from the friendship between the jewelry designer and ceramicist.

Ritani holiday ad campaign still image
MajorsNov 07, 2024
Ritani Debuts ‘No-Fuss’ Holiday TV Campaign

The two ads highlight diamond engagement rings and diamond studs with a straightforward approach.

American India Foundation
Policies & IssuesNov 07, 2024
Diamonds Do Good To Distribute $250K+ In Grants Next Year

In 2025, the nonprofit plans to continue its support of longstanding partners while also allocating some funds to a new initiative.

Alfred ‘Al’ Giddings Rolex Submariner watches Titanic
AuctionsNov 06, 2024
Two Rolexes With Ties to Titanic Head to Auction

The Rolex watches are from the collection of “Titanic” co-producer Alfred “Al” Giddings and will go up for sale at Sotheby’s next month.

Pandora cuban link bracelet
FinancialsNov 06, 2024
Pandora Posts Double-Digit Revenue Growth in Q3

The Danish jewelry company plans to open up to 150 concept stores this fiscal year.

Gemological Institute of America logo
GradingNov 06, 2024
GIA to Close Lab in Ramat Gan, Israel

The location will close by the end of the year due to it being financially unsustainable, GIA said.

Iris Law and Hero Fiennes in Moments of Joy campaign
MajorsNov 06, 2024
David Yurman’s Holiday Campaign Celebrates ‘Moments of Joy’

The new campaign stars Sterling K. Brown, Hero Fiennes Tiffin, Winnie Harlow, Kyle Kuzma, Arizona Muse, and Iris Law.

Jacquie Aiche Lizzie Bracelet
CollectionsNov 05, 2024
Jacquie Aiche is Hosting an Online Treasure Hunt

One lucky winner will receive a “Lizzie” diamond bracelet.

Samantha Larson
IndependentsNov 05, 2024
Long's Jewelers Names New Director of Buying

Samantha Larson has joined the Boston-based retailer.

Emerging Jewelers Accelerator Program logo
Events & AwardsNov 05, 2024
JA, BIJC Now Accepting EJAP Applications for 2025

The Emerging Jewelers Accelerator Program will guide retail jewelry entrepreneurs through an eight-month educational curriculum.

Tiffany & Co. x CFDA Jewelry Designer Award
Events & AwardsNov 05, 2024
Tiffany & Co., CDFA Announce Design Award Finalists

Ten chosen designers will receive mentorship and participate in a design contest for the Tiffany & Co. x CFDA Jewelry Designer Award.

Dana J. Lorberg
MajorsNov 04, 2024
Jewelers Mutual Appoints Mastercard Exec to Its Board

Dana J. Lorberg brings 35 years of experience in finance, technology, and strategy to the role.

FBI robbery surveillance photo
CrimeNov 04, 2024
FBI Offering $15K Reward for Info on Halloween Mask-Wearing Robbers

The suspects are said to have been involved in the armed robberies of four jewelry stores across three Midwest states.

Models wearing Black Sand Pebble ring and Surf bracelet
CollectionsNov 04, 2024
John Hardy’s New Jewels Turn the Black Sands of Bali into Diamonds

The new designs blend Creative Director Reed Krakoff’s aesthetic with the brand’s Balinese roots.

Jaeger-LeCoultre Reverso Tribute watch
IndependentsNov 04, 2024
Eiseman Jewels is Celebrating Watches All Month-Long

The Dallas-based jeweler will showcase timepieces from Cartier, IWC Schaffhausen, Jaeger-LeCoultre, Parmigiani Fleurier, and more.

Artist Reena Ahluwalia “Pristine” painting
SourcingNov 01, 2024
Reena Ahluwalia Donates Diamond Painting to Benefit CJA

The artwork, titled “Pristine,” was raffled off at the Canadian Jewellers Association’s recent summit.

Gunderson’s Jewelers in Omaha, Nebraska
IndependentsNov 01, 2024
Gunderson’s Jewelers Opens New Location in Nebraska

The new store features a custom design studio and a bridal salon.

Sydney Evan x Wicked “Spell Book” coin charm
CollectionsNov 01, 2024
Piece of the Week: Sydney Evan Gets ‘Wicked’

Designer Rosanne Karmes has created a collection to coincide with the release of the movie musical, which is expected to be a blockbuster.

×

This site uses cookies to give you the best online experience. By continuing to use & browse this site, we assume you agree to our Privacy Policy