SurveysOct 09, 2026
These Will Be the 10 Busiest Days for In-Store Shopping This Holiday SeasonStores should expect to see the most customers on Nov. 27, and Christmas week is expected to be hectic too, as Dec. 25 falls on a Friday.
IndependentsDec 10, 2019
On Data: How Independent Jewelers Are Faring This Year
In a new data-driven column, The Edge Retail Academy’s Sherry Smith breaks down the year so far for independent retailers.
Sherry Smith is director of business development for data and consulting company The Edge Retail Academy. She can be reached at sherry@edgeretailacademy.com.
The retail model continues to evolve at an exponential rate.
Today, small is the new big, less is more and the word “omnichannel” has become passé.
This shifting retail landscape has left our independent jewelry retailers in search of the “next best thing” and vigorously seeking a competitive edge—better ways to reach customers, more efficient customer journeys and opportunities to proactively meet customer needs.
The role of data is more significant than ever, which is why The Edge Retail Academy is now working with National Jeweler to bring readers “On Data,” a regular column by yours truly that contains valuable information on what’s selling and what’s not.
In this first column, we’ll look at how independent jewelers are faring so far in 2019, as well as delve into the importance of data.
The Figures
The Edge Retail Academy’s aggregated data from more than 1,100 independent retailers show sales are up 1.7 percent rolling 12 months ending October 2019.
It might surprise independent retailers to know they’re outperforming the majors.
Tiffany reported comparable sales in the Americas decreased 4 percent in the third quarter and were down 5 percent in the first half.
Signet same-store sales were down 1.4 percent year-to-date at the end of the second quarter, though the massive retailer showed improvement in Q3 thanks its North American stores and online sales.
Historically, the diamond category has made up approximately 50 to 51 percent of annual jewelry sales, but in the month of October it slipped a bit, representing 45.5 percent.
The diamond category was up 11 percent in gross sales for the month of October and up 3 percent in average retail sale, which climbed from $2,213 to $2,379.
Why Numbers Matter
It’s all about the data.
In its 2018 study titled “How Analytics and Digital Will Drive Next Generation Retail Merchandising,” McKinsey stated: “Winning decisions are increasingly driven by analytics more than instinct, experience or merchant ‘art.’
“By leveraging smarter tools—those beyond backward-looking, ‘hind-sighting’ analysis—retailers can increasingly make forward-looking predictions that are quickly becoming the ‘table stakes’ necessary to keep up.”
Owners and buyers no longer need to rely solely, nor should they, on their instincts.
Independent retailers now have access to approximately $2 billion in annual jewelry sales data, thanks to Edge Pulse. Edge Pulse allows Edge users to log in from anywhere at any time to access their data as well as industry stats.
This big data means a greater understanding
Today, small is the new big, less is more and the word “omnichannel” has become passé.
This shifting retail landscape has left our independent jewelry retailers in search of the “next best thing” and vigorously seeking a competitive edge—better ways to reach customers, more efficient customer journeys and opportunities to proactively meet customer needs.
The role of data is more significant than ever, which is why The Edge Retail Academy is now working with National Jeweler to bring readers “On Data,” a regular column by yours truly that contains valuable information on what’s selling and what’s not.
In this first column, we’ll look at how independent jewelers are faring so far in 2019, as well as delve into the importance of data.
The Figures
The Edge Retail Academy’s aggregated data from more than 1,100 independent retailers show sales are up 1.7 percent rolling 12 months ending October 2019.
It might surprise independent retailers to know they’re outperforming the majors.
Tiffany reported comparable sales in the Americas decreased 4 percent in the third quarter and were down 5 percent in the first half.
Signet same-store sales were down 1.4 percent year-to-date at the end of the second quarter, though the massive retailer showed improvement in Q3 thanks its North American stores and online sales.
Historically, the diamond category has made up approximately 50 to 51 percent of annual jewelry sales, but in the month of October it slipped a bit, representing 45.5 percent.
The diamond category was up 11 percent in gross sales for the month of October and up 3 percent in average retail sale, which climbed from $2,213 to $2,379.
Why Numbers Matter
It’s all about the data.
In its 2018 study titled “How Analytics and Digital Will Drive Next Generation Retail Merchandising,” McKinsey stated: “Winning decisions are increasingly driven by analytics more than instinct, experience or merchant ‘art.’
“By leveraging smarter tools—those beyond backward-looking, ‘hind-sighting’ analysis—retailers can increasingly make forward-looking predictions that are quickly becoming the ‘table stakes’ necessary to keep up.”
Owners and buyers no longer need to rely solely, nor should they, on their instincts.
Independent retailers now have access to approximately $2 billion in annual jewelry sales data, thanks to Edge Pulse. Edge Pulse allows Edge users to log in from anywhere at any time to access their data as well as industry stats.
This big data means a greater understanding
Editors' Picks
Sponsored by
of patterns, trends and consumer shopping habits.
It is easy to now ascertain the top-performing categories or how a given vendor is trending.
A retailer can benchmark their performance against the aggregated industry performance and trends.
They can also quickly determine if they are missing best sellers from the very vendors with whom they’re currently doing business.
According to a recent study conducted by IBM’s Institute for Business Value, 62 percent of retailers report the use of information, including big data, and analytics are creating a competitive advantage for their organizations.
Knowing where you stand relative to other retailers, while not a game changer in and of itself, is a useful benchmark.
Understanding market trends, pricing and category performance is the best complement to your instincts and experience.
Your daily and weekly routine should include a review of your data, as well as real-time aggregated data, to make more informed and intelligent business decisions.
These insights will enable you to better understand which products or services are in demand and, quite frankly, help you to manage your business more efficiently.
We’ve come off a great month in October. Let’s build on that momentum with relevant and useful data.
Have a great holiday season!
Sherry Smith is director of business development for data and consulting company The Edge Retail Academy. Her 30 years in the jewelry industry includes 20 as principal partner in two jewelry stores. As director of business development, Smith works with wholesalers, brands and retail stores on business mentoring and data analysis and aggregation. She can be reached at sherry@edgeretailacademy.com.
It is easy to now ascertain the top-performing categories or how a given vendor is trending.
A retailer can benchmark their performance against the aggregated industry performance and trends.
They can also quickly determine if they are missing best sellers from the very vendors with whom they’re currently doing business.
According to a recent study conducted by IBM’s Institute for Business Value, 62 percent of retailers report the use of information, including big data, and analytics are creating a competitive advantage for their organizations.
Knowing where you stand relative to other retailers, while not a game changer in and of itself, is a useful benchmark.
Understanding market trends, pricing and category performance is the best complement to your instincts and experience.
Your daily and weekly routine should include a review of your data, as well as real-time aggregated data, to make more informed and intelligent business decisions.
These insights will enable you to better understand which products or services are in demand and, quite frankly, help you to manage your business more efficiently.
We’ve come off a great month in October. Let’s build on that momentum with relevant and useful data.
Have a great holiday season!
Sherry Smith is director of business development for data and consulting company The Edge Retail Academy. Her 30 years in the jewelry industry includes 20 as principal partner in two jewelry stores. As director of business development, Smith works with wholesalers, brands and retail stores on business mentoring and data analysis and aggregation. She can be reached at sherry@edgeretailacademy.com.
More on Independents
The Latest
CollectionsOct 09, 2026
Elisa Solomon Collabs With Serendipity 3 on ‘Frozen Hot Chocolate’ CharmThe charm, our Piece of the Week, features brown diamond frozen hot chocolate topped with white diamond whipped cream and a ruby straw.
AuctionsOct 09, 2026
8-Carat Blue Diamond Goes Unsold at UK Jewelry Auction The top lot of Elmwood’s recent fine jewelry sale in London was a 1.84-carat, D color Tiffany & Co. solitaire diamond ring.
Brought to you by
Meet Gemology’s Next Generation Microscope: GIA® Gemolite® NXT Professional EditionExperience gemstones with greater precision and comfort than ever before.
WatchesOct 09, 2026
Movado to Sell Majority Stake in Ebel for $66.5MThe watch company agreed to sell a 95 percent interest to a group comprised of F.P. Journe, Chanel, and Swiss watch exec Pierre Jacques.
Weekly QuizOct 08, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Policies & IssuesOct 08, 2026
Third Wave of IEEPA Tariff Refunds Begins This round of tariff refunds is for importers that have sued over IEEPA tariffs in the Court of International Trade and won.
CollectionsOct 08, 2026
Brent Neale’s New Collection Goes ‘Back to Basics’It revisits the brand’s most requested silhouettes, from "Pillow"-set necklaces and bracelets to "Signature"-set rings and earrings.
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.
SourcingOct 08, 2026
Ethical Gem Fair Heads Back to BrooklynThe trade-only event includes buying opportunities as well as educational sessions on artisanal mining, the new Paraíba source, and more.
Events & AwardsOct 08, 2026
Pattons Fine Jewelry Sweeps Local Design ContestAra Chanakian, a jeweler at Pattons, took home top honors in every category at Jewelers of Louisiana’s annual jewelry design competition.
AuctionsOct 08, 2026
Reba McEntire’s Jewelry, Watches Head to Julien’s AuctionsThe live charity benefit sale in Nashville will also feature gowns, boots, and other memorabilia from the country music legend.
Supplier BulletinOct 08, 2026
Overnight Mountings’ Bridal Builder Helps Jewelers Turn Custom Design into a Hands-On Selling ExperienceSponsored by Overnight Mountings
Policies & IssuesOct 07, 2026
The Plumb Club Amplifies Its Voice as Geopolitical Pressures MountThe supplier organization recently joined JA and JVC to have more input on political issues affecting the jewelry industry.
CollectionsOct 07, 2026
Blue Nile, Royal Asscher Collection Highlights Natural Diamond BeautyBlue Nile, a Signet Jewelers-owned brand, is now Royal Asscher’s exclusive licensed retailer in North America.
CollectionsOct 07, 2026
4 Standout Pieces in Audemars Piguet’s First High Jewelry Collection “Royal Oak” pays homage to the brand’s most popular watch model using 18-karat gold as well as diamonds, emeralds, and sapphires.
MajorsOct 07, 2026
Empire Safe & Vault Promotes Juan Morales to CEOAs part of the transition, Joseph Nicosia has stepped into the role of COO.
SourcingOct 07, 2026
AGTA Extends Deadline for 2026 Spectrum Awards EntriesParticipants now have until Oct. 14 to complete their submissions.
CrimeOct 06, 2026
6 Charged in Connection to String of New Jersey Smash-and-GrabsThe alleged thieves used crow bars and sledgehammers to smash into jewelry stores across the state.
ColumnistsOct 06, 2026
Sherry Smith: Is the Consumer Really Trading Up?Ahead of the holidays, Smith urges jewelers to take a hard look at who’s buying jewelry, what they’re purchasing, and who’s stopped buying.
SourcingOct 06, 2026
DDG Taps Influencers for ‘My Diamond Does Good’ CampaignIn the new consumer-facing campaign, four fashion and lifestyle creators share the stories behind their natural diamond pieces.
MajorsOct 06, 2026
Frederick Goldman Names COO, CMOFGI President John Orrico is also leaving the company after more than 13 years.
Events & AwardsOct 06, 2026
JIS Fall Returns to MiamiThe 2026 edition will feature presentations on alternative materials and design trends, as well as pop-up activations on the show floor.
SourcingOct 05, 2026
De Beers to Take Full Ownership of Gahcho KuéIt is the last fully operational diamond mine in Canada following the recent closures of Ekati and Diavik.
AuctionsOct 05, 2026
The Star Cats of the Sandy Lerner AuctionThese jewels stood out at Bonhams’ sale of the cat-loving tech entrepreneur’s collection of objects depicting the feline form.
CollectionsOct 05, 2026
Sorellina Writes Another Love Letter for ‘Postscript’ CollectionThe fine jewelry brand has expanded the collection that debuted at Couture with four new designs based on its most popular styles.
SourcingOct 05, 2026
Bruce Bridges Joins CIBJO BoardThe AGTA president was elected for a two-year term on the board of directors.
SourcingOct 02, 2026
De Beers, National Geographic Society Renew Okavango Eternal Partnership The partnership, a pledge to protect Africa’s Okavango River Basin, has been extended for an additional five years.
