MajorsJan 09, 2026
Kendra Scott Taps Activewear Exec as CEO Chris Blakeslee has experience at Athleta and Alo Yoga. Kendra Scott will remain on board as executive chair and chief visionary officer.
SurveysAug 06, 2013
Wealthy to spend more on jewelry this year
Affluent Americans are expected to increase the amount they spend on fine jewelry and watches over the next eight months, and jewelers catering to this high-end clientele could reap the benefits with the right store atmosphere and sales techniques.
New York--Affluent Americans are expected to increase the amount they spend on fine jewelry and watches over the next eight months, and jewelers catering to this high-end clientele could reap the benefits with the right store atmosphere and sales techniques.
The latest Survey of Affluence and Wealth in America, conducted earlier this year by the Harrison Group and American Express Publishing, found that affluents--described as the top 10 percent of the wealthiest Americans--are projected to increase spending on fine jewelry by $1,169 per household for the rest of the year, a 10 percent increase when compared with current spending habits.
Spending on watches is projected to increase 8 percent, a spending increase of $644 per household.
Cara David, senior vice president of corporate marketing and integrated media at American Express Publishing, said affluents have been extremely resourceful since the beginning of the recession, spending these past years getting their household financial situations in order, from eliminating credit card debt to paying off mortgages.
Now, these consumers are in a place where luxury spending can come back into play.
“Spending and the enthusiasm for spending is starting to pick up in categories that, up until this point, have been suppressed because the affluent have been very good at exhibiting restraint. Now, they feel good about what they’ve done and want to reward themselves for their hard work,” David said.
When it comes to the economy, the survey found that 67 percent of affluents believe the recession is still on and 47 percent said the recession will last at least another year.
That is an improvement when compared with last year when 81 percent said the recession was still on and 58 percent expected it to last another year.
In addition, 66 percent of respondents believe the U.S. job market is improving, up from 52 percent in 2012.
Jim Taylor, vice chairman of the Harrison Group, said affluents have loyalties to brands, but the brands they are loyal to depend on the type of consumer they are: “deal” or “worth” customers.
Deal customers, he explained, are looking for the best prices, while worth customers want quality, good service and craftsmanship, and shop with brands they feel have their best interest at heart.
“The margin split between the people who shop based on deals and those who shop based on worth is that worth customers will outspend deal customers
by about $25 billion,” Taylor said.
When it comes to jewelry, these affluent worth consumers enjoy stores that are well organized, beautiful and staffed by people who know exactly what the merchandise is, who the designer is and can explain the pricing, he said.
“They want a salesperson who is so in love with their job that they create a relational atmosphere where the salesperson enjoys the purchasing process as much as the customer,” Taylor said.
Worth customers tend to forget the price of a product that they have purchased and liked, while deal customers value how much they saved more than the object.
“We’re suggesting a quality jewelry store may want to pay attention to their worth customers,” Taylor said. “It’s a matter of store owners coming to understand what people want--they want jewelry, but they want an experience as well.”
The 2013 Survey of Affluence & Wealth in America was conducted via 2,210 online interviews between January and March 2013, among consumers with a discretionary income of at least $100,000.
When it comes to jewelry, these affluent worth consumers enjoy stores that are well organized, beautiful and staffed by people who know exactly what the merchandise is, who the designer is and can explain the pricing, he said.
“They want a salesperson who is so in love with their job that they create a relational atmosphere where the salesperson enjoys the purchasing process as much as the customer,” Taylor said.
Worth customers tend to forget the price of a product that they have purchased and liked, while deal customers value how much they saved more than the object.
“We’re suggesting a quality jewelry store may want to pay attention to their worth customers,” Taylor said. “It’s a matter of store owners coming to understand what people want--they want jewelry, but they want an experience as well.”
The 2013 Survey of Affluence & Wealth in America was conducted via 2,210 online interviews between January and March 2013, among consumers with a discretionary income of at least $100,000.
More on Surveys
The Latest
AuctionsJan 09, 2026
Christie’s Names New Global Managing Director for LuxuryKimberly Miller has been promoted to the role.
CollectionsJan 09, 2026
Piece of the Week: Lionheart’s ‘Serenity’ Opal CharmThe “Serenity” charm set with 13 opals is a modern amulet offering protection, guidance, and intention, the brand said.
Brought to you by
Impacting Tomorrow TodayHow Jewelers of America’s 20 Under 40 are leading to ensure a brighter future for the jewelry industry.
CollectionsJan 08, 2026
Pandora’s New ‘Bridgerton’ Jewels Celebrate Bees, Bows, and Blooms“Bridgerton” actresses Hannah Dodd and Claudia Jessie star in the brand’s “Rules to Love By” campaign.
Weekly QuizJan 08, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Events & AwardsJan 08, 2026
Ana Khouri To Receive 2026 Gem Award for High Jewelry ExcellenceFounded by jeweler and sculptor Ana Khouri, the brand is “expanding the boundaries of what high jewelry can be.”
TrendsJan 08, 2026
Stuller’s Color of the Year Is a Stark Contrast to Pantone’s WhiteThe jewelry manufacturer and supplier is going with a fiery shade it says symbolizes power and transformation.
Brought to you by
Roseco Releases New Full-Line CatalogRoseco’s 704-page catalog showcases new lab-grown diamonds, findings, tools & more—available in print or interactive digital editions.
CollectionsJan 08, 2026
Gracie Abrams To Front New Chanel Jewelry CampaignThe singer-songwriter will make her debut as the French luxury brand’s new ambassador in a campaign for its “Coco Crush” jewelry line.
MajorsJan 08, 2026
Diamond Council of America Names New Board DirectorsThe nonprofit’s new president and CEO, Annie Doresca, also began her role this month.
ColumnistsJan 07, 2026
Peter Smith: Physical Retail—The Beginning or the End?As the shopping mall model evolves and online retail grows, Smith shares his predictions for the future of physical stores.
Events & AwardsJan 07, 2026
Melee Adds 13 New Designers to NYC ShowThe trade show is slated for Jan. 31-Feb. 2 at The Lighthouse in New York City's Chelsea neighborhood.
TrendsJan 07, 2026
Amanda’s Style File: Go for GarnetJanuary’s birthstone comes in a rainbow of colors, from the traditional red to orange, purple, and green.
SourcingJan 07, 2026
Diamonds Do Good Releases 2025 Impact ReportThe annual report highlights how it supported communities in areas where natural diamonds are mined, crafted, and sold.
CrimeJan 06, 2026
2 Jewelers Arrested After TraxNYC Diamond District BrawlFootage of a fight breaking out in the NYC Diamond District was viewed millions of times on Instagram and Facebook.
MajorsJan 06, 2026
Rio Grande Says These Are the Top Personalization Tools for 2026The supplier has a curated list of must-have tools for jewelers doing in-house custom work this year.
MajorsJan 06, 2026
Zales Tests Out A New LookThe Signet Jewelers-owned store, which turned 100 last year, calls its new concept stores “The Edit.”
MajorsJan 06, 2026
LeachGarner Appoints New Director of SalesLinda Coutu is rejoining the precious metals provider as its director of sales.
SourcingJan 06, 2026
AGA Announces 2026 BoardThe governing board welcomed two new members, Claire Scragg and Susan Eisen.
TrendsJan 05, 2026
Amanda’s Style File: New Year’s EditionSparkle with festive diamond jewelry as we celebrate the beginning of 2026.
IndependentsJan 05, 2026
Jeweler Ben Nighthorse Campbell Dies at 92The master jeweler, Olympian, former senator, and Korean War veteran founded the brand Nighthorse Jewelry.
TrendsJan 05, 2026
Pinterest 2026 Trend Report: Brooches, Bold Gold, Cool BlueIn its annual report, Pinterest noted an increase in searches for brooches, heirloom jewelry, and ‘80s luxury.
MajorsJan 02, 2026
Marc Metrick Out as CEO of Saks Global Executive Chairman Richard Baker will take over the role as rumors swirl that a bankruptcy filing is imminent for the troubled retailer.
Events & AwardsJan 02, 2026
Jan Mohr, Couture’s ‘North Star,’ Dies at 71Mohr had just retired in June after more than two decades as Couture’s retailer liaison.
SourcingJan 02, 2026
IDCA Elects New President, Board of DirectorsShekhar Shah of Real Gems Inc. will serve as president of the Indian Diamond & Colorstone Association in 2026.
CollectionsJan 02, 2026
Lalaounis’ 2026 Good Luck Charm Speaks to ResilienceThis year’s good luck charm features the mythical horse Pegasus, and is our first Piece of the Week of the new year.
EditorsDec 31, 2025
The Top 5 Stories of 2025Articles about crime, engagement rings, and a necklace worn in the World Series generated the most interest among readers.
