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
AuctionsSep 18, 2026
7.52-Carat Unheated Paraíba Tourmaline Sells for $1.3M at Sotheby’s The top lot of the auction house’s Hong Kong jewelry sale was an Art Deco Mauboussin necklace with ruby beads, which sold for $2 million.
Policies & IssuesSep 18, 2026
Tariffs, Retail Crime Top of Mind at JA’s Annual Fly-In Retailers and manufacturers headed to the Capitol this week to discuss tariff exemptions for diamonds and gemstones, among other issues.
CollectionsSep 18, 2026
Nanis Transforms Its ‘Boule’ Into a Mirror Our Piece of the Week is a pair of drop earrings from the “Sway” collection featuring Nanis’ first use of mirror-polished gold.
Brought to you by
Meet Gemology’s Next Generation Microscope: GIA® Gemolite® NXT Professional EditionExperience gemstones with greater precision and comfort than ever before.
GradingSep 18, 2026
De Beers Introduces Faster Version of Diamond Screening Machine SynthDetect 2 can scan a full tray in less than five minutes, De Beers said, making it six times faster than its predecessors.
Weekly QuizSep 17, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
AuctionsSep 18, 2026
Noonans To Auction Medieval Gold Seal Ring Recovered By 2 FriendsTwo metal detectorists discovered the ring, which may have belonged to English noblewoman Matilda of Lancaster, in Suffolk.
Policies & IssuesSep 17, 2026
Tariffs on India Could Increase as Russian Sanctions Bill Heads to Trump’s DeskThe bill has a provision that allows the president to raise tariffs on countries that import Russian oil and gas to as much as 100 percent.
Brought to you by
Your Piece Could Be the One Editors Talk AboutSubmit your pieces for a chance to win in this year's competition.
Events & AwardsSep 17, 2026
This Is the Winner of the 2026 Robert M. Shipley AwardThe American Gem Society presented the annual award to a former president of its board.
CollectionsSep 17, 2026
Cynthia Erivo, Zoë Chicco’s Jewelry Collab Is an Ode to TransformationThe “Chrysalis” capsule centers butterfly motifs representing growth, transformation, and the unfolding of who you are.
Events & AwardsSep 17, 2026
Louisiana Retailer Kevin Patton Wins Lifetime Achievement AwardJewelers of Louisiana presented Patton, the third-generation president of Pattons Fine Jewelry, with the award at its annual convention.
PodcastsSep 16, 2026
Episode 9: Remembering Cindy EdelsteinTwo special guests join the podcast to commemorate the 10th anniversary of the designer advocate, mentor, and author’s untimely passing.
CollectionsSep 16, 2026
Jessica McCormack, L’Objet Collab on Homewares CollectionMcCormack brings sea-inspired motifs from her “Beaches” collection to L’Objet’s tableware, vanity pieces, and first-ever cutlery set.
CrimeSep 16, 2026
JSA Issues Warning to NJ Jewelers After Rash of Smash and GrabsNine New Jersey jewelers have been victims of smash-and-grab robberies this year, prompting JSA to circulate a list of recommendations.
IndependentsSep 16, 2026
Bromberg & Co. Names New PresidentMarlin “Brian” Hood, who has been with the store for 20 years, will succeed Ricky Bromberg, who died earlier this month.
MajorsSep 16, 2026
Midas Chain Releases ‘House of Midas’ Bridal CatalogThe new bridal catalog features the latest jewelry collections and designs from timeless classics to modern silhouettes.
EditorsSep 15, 2026
2026 Emmys Jewelry: An Either/Or Proposition Stars wore either a necklace or earrings at 78th Primetime Emmy Awards but rarely both, Natalie Francisco notes.
IndependentsSep 15, 2026
Armadani Launches Retail Support Program for Holiday SeasonThe program highlights “Made in Italy” fine jewelry with digital merchandising, sales education, and local marketing support.
EditorsSep 15, 2026
Q&A: Signet Jewelers’ Joan Hilson on Diamond Demand, the HolidaysHilson, Signet’s chief operating and financial officer, discussed Q2, resurgent natural diamond demand, and why Blue Nile is a standout.
AuctionsSep 14, 2026
22 Carats of ‘Sunshine’ Are Up for AuctionThe 22.09-carat fancy yellow “Pragnell Kimberley Sunshine Diamond” is part of the fall jewelry sale at Heritage Auctions.
IndependentsSep 14, 2026
Greenwich St. Jewelers to Unveil Photography Exhibition“Adornos: Jewelry, Memory & What We Pass Down” honors the jewelry’s importance to New York City’s Latine communities.
SourcingSep 14, 2026
Gemfields Sells All Lots at First Emerald Auction in 9 MonthsThe company’s managing director of sales said the results demonstrate “continued strong demand for commercial-quality emeralds.”
SourcingSep 14, 2026
Diamonds Do Good Pledges Support for Eye Care ProgramThe nonprofit awarded a grant to the Gift of Sight initiative spearheaded by South African musician Black Coffee.
CollectionsSep 11, 2026
A Sapphire ‘Stardust’ Ring From Greenwich St. Jewelers The Latine-owned New York jeweler is marking two milestones this year: its 50th anniversary and the 25th anniversary of the 9/11 attacks.
MajorsSep 11, 2026
The Wishing Place by JTV OpensThe jewelry retail broadcast network has sponsored a new space for Make-A-Wish East Tennessee on its campus in Knoxville.
Events & AwardsSep 11, 2026
The Edge Awards Scholarships to 2 Young Jewelry ProfessionalsThe recipients were recognized at the 24 Karat Club of the Southeastern United States’ annual banquet.
MajorsSep 10, 2026
Lagos Founder Steven Lagos Steps Down as CEO Keith Rolfe, CFO and COO of Lagos, is now at the jewelry brand’s helm while Steven takes on the role of executive chairman.
