GradingMar 06, 2026
Tom Moses Leaving GIA After Nearly 50 YearsMoses, who started at GIA’s Santa Monica lab in 1976, will leave the Gemological Institute of America in May.
IndependentsMay 06, 2020
Coach’s Corner: Is Your Business Open to Change?
It’s not going to be business as usual when we open up, writes Pat Henneberry, and the jewelry industry will need to adapt.
Pat Henneberry is president of consulting and sales training company The Jewelry Coach. Reach her at 512-203-3414, or on Facebook, Twitter or LinkedIn.
How can our jewelry industry, which doesn’t adapt to “new” ways easily (trust me, I know this industry), reshape itself in this unknown, scary time?
How do we adopt new ways of, for example, buying from a vendor, selling to a retail customer, educating our staff and/or attending jewelry shows (or not)?
I would suggest that in order to confront the rapidly evolving world around us, you need to have a system in place to adapt with the changes.
And you need to be open to change like never before.
Look for new technologies and be open to new ways of selling and new products that work in this new place in which we find ourselves.
It’s not going to be business as usual when we “open up,” not for you or your customers.
You need to ask yourself: How are you going to attract your customers back in your store?
Your customers have gotten use to virtual meetings, working from home and buying everything online. So, what’s the pull going to be?
It’s no secret the world has been changing before our eyes. Our industry is a global industry and depends on worldwide business.
So, then, how do you find the best way to handle these changes? To make sure you, and your stores and businesses, can hit any curve balls that come their way?
As a marketing expert, coach and trainer for more than 30 years in the jewelry industry, I’ve witnessed the implementation of many frameworks, brands and sales methodologies to launch new products, expand or simply keep companies afloat during tough times.
I remember when ArtCarved sold the Keepsake name to Walmart and everyone thought that would kill the diamond business, when the big-box stores were going to take over the mom-and-pop shops and put them all out of business.
There are many more stories and industry events we have all endured.
What I’ve found is that those who approach their businesses with a rigid system often buckle under the shifting currents. They don’t last.
But there is one simple thing we can do, and it won’t cost you anything.
The best way to handle an evolving world in this unprecedented time is with a system built around just that: evolution, being open to new ideas and being flexible.
An agile approach is one designed to keep you limber and able to roll with the tides of
How do we adopt new ways of, for example, buying from a vendor, selling to a retail customer, educating our staff and/or attending jewelry shows (or not)?
I would suggest that in order to confront the rapidly evolving world around us, you need to have a system in place to adapt with the changes.
And you need to be open to change like never before.
Look for new technologies and be open to new ways of selling and new products that work in this new place in which we find ourselves.
It’s not going to be business as usual when we “open up,” not for you or your customers.
You need to ask yourself: How are you going to attract your customers back in your store?
Your customers have gotten use to virtual meetings, working from home and buying everything online. So, what’s the pull going to be?
It’s no secret the world has been changing before our eyes. Our industry is a global industry and depends on worldwide business.
So, then, how do you find the best way to handle these changes? To make sure you, and your stores and businesses, can hit any curve balls that come their way?
As a marketing expert, coach and trainer for more than 30 years in the jewelry industry, I’ve witnessed the implementation of many frameworks, brands and sales methodologies to launch new products, expand or simply keep companies afloat during tough times.
I remember when ArtCarved sold the Keepsake name to Walmart and everyone thought that would kill the diamond business, when the big-box stores were going to take over the mom-and-pop shops and put them all out of business.
There are many more stories and industry events we have all endured.
What I’ve found is that those who approach their businesses with a rigid system often buckle under the shifting currents. They don’t last.
But there is one simple thing we can do, and it won’t cost you anything.
The best way to handle an evolving world in this unprecedented time is with a system built around just that: evolution, being open to new ideas and being flexible.
An agile approach is one designed to keep you limber and able to roll with the tides of
change so that once the storm is over, you’ll be floating at the top.
Yes, this might seem too simple in such a difficult time.
Trust me, I am presently looking for my next company to work with, and it’s been a challenge. Timing is everything, and now’s not the best time in our industry to be job hunting. It’s tough on everyone!
But there is not one person in our industry who’s not affected by our world right now. I would advise all of us to stay open to new possibilities.
Be ready to move quickly on new ideas; don’t wait for everyone to jump on board.
Be a trend-setter, be flexible and be open to new product.
Before I sign off, I want to leave you with this recap of the words I most want you to remember from this column. I hope they help.
Evolve, be flexible, stay open, pivot (one of my favorite words), be limber, roll with it, and stay agile.
Also, stay creative and open-minded, for new ideas will come from this.
We have been through tough times before. Our industry is going to get through this and rise up, just as we have so many times in the past.
If there is anything I can do for anyone, please email me at pat@pathenneberry.com.
Peace and prayers, my friends.
Yes, this might seem too simple in such a difficult time.
Trust me, I am presently looking for my next company to work with, and it’s been a challenge. Timing is everything, and now’s not the best time in our industry to be job hunting. It’s tough on everyone!
But there is not one person in our industry who’s not affected by our world right now. I would advise all of us to stay open to new possibilities.
Be ready to move quickly on new ideas; don’t wait for everyone to jump on board.
Be a trend-setter, be flexible and be open to new product.
Before I sign off, I want to leave you with this recap of the words I most want you to remember from this column. I hope they help.
Evolve, be flexible, stay open, pivot (one of my favorite words), be limber, roll with it, and stay agile.
Also, stay creative and open-minded, for new ideas will come from this.
We have been through tough times before. Our industry is going to get through this and rise up, just as we have so many times in the past.
If there is anything I can do for anyone, please email me at pat@pathenneberry.com.
Peace and prayers, my friends.
More on Independents
The Latest
Lab-GrownMar 06, 2026
Charles & Colvard Files for Bankruptcy, Citing Price PressuresIncreased competition, falling lab-grown diamond and moissanite prices, and the rising cost of gold took a toll on the moissanite maker.
CollectionsMar 06, 2026
Zome’s ‘Solara’ Earrings Embody Celestial BeautyThe earrings, our Piece of the Week, feature pink tourmalines as planets orbiting around an aquamarine center set in 18-karat rose gold.
Brought to you by
Is This You? Every Jeweler Has This Problem; We Have the Solution.Every jeweler faces the same challenge: helping customers protect what they love. Here’s the solution designed for today’s jewelry business.
MajorsMar 06, 2026
Pomellato’s 2026 IWD Campaign Spotlights Economic Abuse“The Price of Freedom” campaign video for International Women’s Day confronts the quiet violence of financial control.
Weekly QuizMar 05, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Policies & IssuesMar 05, 2026
Tariffs to Increase to 15% This Week, Treasury Secretary Says Also, a federal judge has ordered that companies that paid tariffs implemented under the IEEPA are entitled to refunds.
CollectionsMar 05, 2026
Common Era Honors ‘Difficult Women’ in CollectionThe ever-growing collection, which just expanded with the addition of Olga of Kyiv, features cameos of 12 women from history.
Brought to you by
DCA Enters a New Chapter in Jewelry EducationWith refreshed branding, a new website, updated courses, and a pathway for growth, DCA is dedicated to supporting retail staff development.
TrendsMar 05, 2026
Engagement Ring Trends 2026: What’s In, and WhyWe asked a jewelry historian, designer, bridal director, and wedding expert what’s trending in engagement rings. Here’s what they said.
Events & AwardsMar 05, 2026
AGS Announces Conclave 2026 Speaker LineupThe annual event will be held in Orlando, Florida, from Sept. 14-17.
TrendsMar 05, 2026
Caitríona Balfe Fronts Only Natural Diamonds CoverThe “Outlander” star modeled for the digital cover of the magazine’s spring issue, which features a story on her relationship with jewelry.
MajorsMar 05, 2026
Registration Opens for CIBJO Centenary CongressThis year’s annual congress, which will mark the confederation’s 100th anniversary, will take place this fall in Italy.
MajorsMar 04, 2026
Michael M Opens First StoreBeverly Hills was chosen as the location for the brand’s first store, designed as a “private residence for modern monarchs.”
Policies & IssuesMar 04, 2026
Luxury Brands Temporarily Shutter Middle East StoresKering, Apple, and other retailers have reportedly temporarily closed stores in the Middle East region in light of the recent conflicts.
EditorsMar 04, 2026
Q&A: Brilliant Earth’s CEO on the New Beverly Hills StoreBeth Gerstein discusses the vibe of the new store, what customers want when fine jewelry shopping today, and the details of “Date Night.”
Events & AwardsMar 04, 2026
JIS Miami Spring Show to Feature New Gifts Pavilion, Pop-Up Trends TalksNearly half of buyers are prioritizing silver and fashion collections this season, organizers said.
TrendsMar 04, 2026
Spinelli Kilcollin Rides Free In Year of the Horse CampaignThe “Live Now. Polish Later.” campaign features equestrians wearing the brand’s jewels while galloping across the icy plains of Kazakhstan.
MajorsMar 04, 2026
LeachGarner Names New Brand DirectorThe precious metals provider has promoted Jennifer Ashworth to the role.
Events & AwardsMar 03, 2026
Johnny Nelson Wins David Yurman Gem Awards GrantNelson will be honored as the inaugural grant winner at the Gem Awards gala on March 13.
SourcingMar 03, 2026
7 Trends That Could Define the Diamond Industry’s FutureExperts from India weigh in the politics, policies, and market dynamics for diamantaires to monitor in 2026 and beyond.
MajorsMar 03, 2026
Swiss Refiner Completes Acquisition of Gannon & ScottThe American precious metals refiner’s day-to-day operations remain the same post-acquisition.
TrendsMar 03, 2026
Amanda’s Style File: AquatopiaThese aquamarine jewels channel the calming energy of the March birthstone.
Events & AwardsMar 03, 2026
AGTA Adds Another New Category for SpectrumThe “Innovative Design” category and award will debut in the Spectrum division of this year’s AGTA Spectrum & Cutting Edge Awards.
EditorsMar 02, 2026
Jewelry at the Actor Awards: Reimagining Hollywood GlamourDiamond jewelry was the star of the event formerly known as the SAG Awards.
SurveysMar 02, 2026
Consumer Confidence Edges Up in FebruaryConsumers were somewhat less worried about the future, though concerns about rising prices and politics remained.
Events & AwardsMar 02, 2026
JVC to Honor Rebecca Foerster at Annual LuncheonFoerster is this year’s Stanley Schechter Award recipient.
Events & AwardsMar 02, 2026
JFC Names 2026 ‘Facets’ Honorees Sponsorships and tickets to the annual fundraising event, set for May 31, are available now.
