ColumnistsSep 23, 2025
Quiet Luxury: What Fall’s Top Trend Means for JewelersColumnistsOct 01, 2025
Peter Smith: Why Vendor Success Starts With Self-Reflection
Smith shares the importance of looking at your company with openness and honesty to identify opportunities you may be missing.
Peter Smith is an industry consultant, speaker, sales trainer, and author. He can be reached via email at TheRetailSmiths@gmail.com.
In a recent post of mine on LinkedIn, I used a little sardonic humor in writing, “In breaking news, reports suggest retail stores that execute well this holiday season will do better than those that do not.”
I think most observers understood the humor and sentiment, especially as it was accompanied by one of the most wonderful photographs I’ve ever seen—a woman in a busy ballpark holding a baby in her right hand while catching a baseball in her gloved left hand.
I remember reading about the picture a few years ago and it was, apparently, taken at a minor league baseball stadium.
What’s most interesting to me, however, was not the remarkable catch the woman made while calmly shifting the baby to her right side for protection, but that she brought a baseball glove to the game at all, with the expectation that she might actually have an opportunity to catch a baseball while holding her baby.
It’s not entirely true to say that we get what we expect; sometimes, crazy stuff happens.
Who among us controls the price of gold or the tariffs nonsense?
What is true, however, and the point I was making with my LinkedIn post, was that there is so much we can do to give ourselves every opportunity to be successful in the coming season and beyond.
Related stories will be right here …
I think most observers understood the humor and sentiment, especially as it was accompanied by one of the most wonderful photographs I’ve ever seen—a woman in a busy ballpark holding a baby in her right hand while catching a baseball in her gloved left hand.
I remember reading about the picture a few years ago and it was, apparently, taken at a minor league baseball stadium.
What’s most interesting to me, however, was not the remarkable catch the woman made while calmly shifting the baby to her right side for protection, but that she brought a baseball glove to the game at all, with the expectation that she might actually have an opportunity to catch a baseball while holding her baby.
It’s not entirely true to say that we get what we expect; sometimes, crazy stuff happens.
Who among us controls the price of gold or the tariffs nonsense?
What is true, however, and the point I was making with my LinkedIn post, was that there is so much we can do to give ourselves every opportunity to be successful in the coming season and beyond.
That post has stayed with me in recent days as I thought about the challenges many of my vendor friends are having of late.
Some of the semi-mount companies, of course, continue to enjoy the fruits of the lower total cost of a complete engagement ring, given the preponderance of lab-grown centers, but that is not the case with all vendors.
Many are struggling to keep their heads above water and wondering what the near- and longer-term future holds for them.
Having lived through a couple of significant disruptions in my career, including the 2008 financial crisis and the COVID-19 pandemic, what has always struck me is how companies seem so often to cede their fate to uncontrollable factors, while dropping balls all over the place inside their own organizations.
Catching a baseball while holding a baby (not advised) is an incredible feat, but being objective about your own performance and your own shortcomings as an organization might be just as difficult.
When I recall the various initiatives I’ve helped create during seemingly desperate times, none of them required remarkable cognitive or creative prowess.
They were, nonetheless, critical decisions and actions that were needed given the times and the circumstances. Needed, but not so obvious.
In one instance, we failed to deliver a ring to our best customer and, as a consequence of that miss, changed our entire program and propelled massive growth.
In another, while lamenting the lack of SKUs that were driving sales performance, we made a change that saw those very same SKUs provide a phenomenal platform to boost sales.
Looking at your own operation requires openness and honesty.
The openness to accept that, however successful you may have been in the past, you might be missing opportunities that others might see, and the honesty to know that you don’t have to have all the answers, and that’s OK.
Sometimes, as the author David Baker once said, it’s hard to see the label when you’re inside the jar.
Happy selling!
More on Columnists
The Latest
MajorsFeb 05, 2026
Pandora to Begin Selling Platinum-Plated JewelryThe introduction of platinum plating will reduce its reliance on silver amid volatile price swings, said Pandora.
SourcingFeb 05, 2026
De Beers Lowers Production Guidance for 2026, Anglo Mulls Another WritedownIt would be the third impairment charge in three years on De Beers Group, which continues to grapple with a “challenging” diamond market.
IndependentsFeb 05, 2026
Borsheims to Undergo Massive Renovation in the Spring The Omaha jewelry store’s multi-million-dollar renovation is scheduled to begin in mid-May and take about six months.
Brought to you by
The MJSA Mentor & Apprenticeship Program: Attracting & Training the Next Generation of Bench JewelersLaunched in 2023, the program will help the passing of knowledge between generations and alleviate the shortage of bench jewelers.
CollectionsFeb 05, 2026
Marco Bicego’s Amethyst Collection Travels to a Purple ParadiseThe “Paradise Amethyst” collection focuses on amethyst, pink tourmaline, garnet, and 18-karat yellow gold beads.
Weekly QuizFeb 05, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
FinancialsFeb 05, 2026
Watches of Switzerland Reports Strong Holiday Results in Q3The retailer credited its Roberto Coin campaign, in part, for boosting its North America sales.
MajorsFeb 04, 2026
What Designers Should Know About Saks Global’s BankruptcyFrom how to get an invoice paid to getting merchandise returned, JVC’s Sara Yood answers some complex questions.
Brought to you by
How Jewelers Can Fight Back Against Cell JammersCriminals are using cell jammers to disable alarms, but new technology like JamAlert™ can stop them.
TrendsFeb 04, 2026
Amanda’s Style File: February Birthstone BlissAmethyst, the birthstone for February, is a gemstone to watch this year with its rich purple hue and affordable price point.
MajorsFeb 04, 2026
Marco Bicego Names New Global Marketing DirectorThe Italian jewelry company appointed Matteo Cuelli to the newly created role.
MajorsFeb 04, 2026
Frederick Goldman Updates Leadership TeamThe manufacturer said the changes are designed to improve speed, reliability, innovation, and service.
Policies & IssuesFeb 03, 2026
Tariff Relief on Horizon for India as Trump, Modi Make DealPresident Trump said he has reached a trade deal with India, which, when made official, will bring relief to the country’s diamond industry.
CollectionsFeb 03, 2026
Jade Trau Releases New Charms, Introduces RondellesThe designer’s latest collection takes inspiration from her classic designs, reimagining the motifs in new forms.
WatchesFeb 03, 2026
Casio America Calls Jersey City HomeThe watchmaker moved its U.S. headquarters to a space it said fosters creativity and forward-thinking solutions in Jersey City, New Jersey.
SourcingFeb 03, 2026
Nivoda Reveals Upgraded Gemstone MarketplaceThe company also announced a new partnership with GemGuide and the pending launch of an education-focused membership program.
GradingFeb 02, 2026
IGI to Acquire American Gemological Laboratories IGI is buying the colored gemstone grading laboratory through IGI USA, and AGL will continue to operate as its own brand.
CrimeFeb 02, 2026
Ylang 23’s Dallas Store BurglarizedThe Texas jeweler said its team is “incredibly resilient” and thanked its community for showing support.
EditorsFeb 02, 2026
Stars Choose Chokers, Elongated Earrings at 2026 GrammysFrom cool-toned metal to ring stacks, Associate Editor Natalie Francisco highlights the jewelry trends she spotted at the Grammy Awards.
CollectionsFeb 02, 2026
2026 Winter Olympic Medal Design Symbolizes UnityThe medals feature a split-texture design highlighting the fact that the 2026 Olympics are taking place in two different cities.
SurveysJan 30, 2026
These Are the Top Brands of 2026, Says YouGovFrom tech platforms to candy companies, here’s how some of the highest-ranking brands earned their spot on the list.
CollectionsJan 30, 2026
Follow the Beat With Etiq’s ‘Khol’ RingThe “Khol” ring, our Piece of the Week, transforms the traditional Indian Khol drum into playful jewelry through hand-carved lapis.
MajorsJan 30, 2026
Arch Crown’s 2026 ‘Tag & Label’ Catalog Is HereThe catalog includes more than 100 styles of stock, pre-printed, and custom tags and labels, as well as bar code technology products.
CollectionsJan 29, 2026
Ghirardelli’s ‘Chocolocket’ Returns for Valentine’s DayThe chocolatier is bringing back its chocolate-inspired locket, offering sets of two to celebrate “perfect pairs.”
AuctionsJan 29, 2026
These Were Bonhams’ Top 10 Jewelry Lots in 2025The top lot of the year was a 1930s Cartier tiara owned by Nancy, Viscountess Astor, which sold for $1.2 million in London last summer.
SourcingJan 29, 2026
Stuller Website to Mark AGTA-Sourced GemstonesAny gemstones on Stuller.com that were sourced by an AGTA vendor member will now bear the association’s logo.
WatchesJan 29, 2026
Audemars Piguet Opens AP House in AtlantaThe Swiss watchmaker has brought its latest immersive boutique to Atlanta, a city it described as “an epicenter of music and storytelling.”
SourcingJan 28, 2026
Ethical Gem Fair to Debut Designer Showcase in TucsonThe new addition will feature finished jewelry created using “consciously sourced” gemstones.
