Surveys

Survey Says: Sapphire Is King for Both Trade and Consumers

SurveysFeb 22, 2021

Survey Says: Sapphire Is King for Both Trade and Consumers

Plus, current consumer interest in colored stones, how sales in the category have been, and more insights from a recent study by MVI Marketing.

20210222_Sapphire-header.jpg
Blue sapphire rough from Fura Gems’ Australian sapphire mining project
Austin, Texas—If a recent study is any indication, the time is right for colored gemstones.

In a survey conducted by MVI Marketing of both consumers and the trade, desire for color is high and growing, with sapphire of particular interest to both groups.

Fura Gems sponsored the survey, but survey-takers were told only there was a “colored gemstone mining group who would like to better understand precious gemstones in the U.S. market.”

MVI fielded the survey in fall 2020, receiving responses from 1,011 consumers.

Survey-takers were all based in the United States and mostly female (59 percent vs. 42 percent male).

They also were between the ages of 18-65 and had spent at least $200 on jewelry in the past three years.

MVI also conducted a trade component, interviewing more than 100 U.S. retailers and manufacturers via online surveys and one-on-one interviews.

Here are insights gleaned from the survey and what Fura will do with the findings.

The Consumers: Ready to Buy Colored Stones 

According to MVI, 93 percent of consumers said they love or like all colored stones, but there was still a clear favorite—sapphire. 

Forty-six percent of all consumers surveyed said they’ve bought sapphires in the past, followed by ruby and emerald (both at 41 percent) and then amethyst (35 percent). 

Additionally, 40 percent of consumers specifically between the ages of 23 and 40 chose sapphire as their favorite gemstone, followed closely by ruby and emerald, with half of the group having purchased sapphire jewelry before. 

When asked their preferred shade of blue sapphire, 46 percent chose the darkest shade they were shown, followed by the medium blue at 40 percent and light blue at 14 percent. 

Consumers also expressed interest in sapphires of other colors. 

When shown parti sapphires (multi-colored), 78 percent of survey takers said they love or like them, though not many in the trade carry them (18 percent of retailers and 15 percent of suppliers). 

Consumers also expressed interest in black sapphires—with 70 percent of consumers saying they love or like them—and the fancy sapphires they were shown (a range of yellows, greens, and bluish greens)—with 68 percent of buyers saying the same thing. 

MVI also asked about preferences for ruby color, and there was a clear disconnect between what consumers wanted and what the trade prefers. 

When presented with a dark, medium and light-colored rubies, nearly half of consumers (46 
percent) picked the darkest, while 37 percent picked the medium and the remainder (17 percent) picked light.

Of trade members, 69 percent of manufacturers and 88 percent of retailers indicated they preferred the medium-colored material, with far fewer choosing the darkest-colored ruby (31 percent and 12 percent, respectively) and none picking the light.

Manufacturers noted in their feedback that the dark material was harder to find and more expensive to source.

When asked about metal preferences, consumers picked white gold as the top choice for both sapphires and rubies, followed closely by yellow gold and platinum.

They chose oval shapes over rounds for both as well.

When it comes to bridal, 38 percent said it was “highly likely” either they or their partner would choose a sapphire for an engagement ring or wedding band.

This doesn’t come as a surprise, since sapphire has been making headway into bridal jewelry for a while now, as both accent and center stones.

RELATED CONTENT: Experts Weigh in on the Hottest Bridal Trends of 2021

MVI referred to current data that shows retailers have increased their colored gemstone jewelry options for bridal to 15 percent. 

Meanwhile, when asked about certain social concerns, 42 percent of consumers said the origin of colored stones was “very important” and 37 percent said it was “somewhat important.” 

Forty-nine percent also said it was very important to them to know how the workers at a mine or cutting factory are treated, while 33 percent said it was somewhat important. 


This rough sapphire from Fura Gems shows the distinct color zoning apparent in the multicolor stone the trade calls a “parti sapphire.”
This rough sapphire from Fura Gems shows the distinct color zoning apparent in the multicolor stone the trade calls a “parti sapphire.”

The Trade: Selling Color and Seeing Margins

When the survey dove into the top colored stone for the trade, sapphires came in first there too.

According to MVI, sapphire is “by far” the No. 1 revenue generator for both retailers and manufacturers, topping emerald and ruby, with blue sapphire, unsurprisingly, the most common color sold.

Trade members who participated in the study also were asked about their sales from 2018-2019 and what they anticipate for the future.

Eighty-six percent of manufacturers and 54 percent of retailers said sapphire sales were up in that period, with 14 percent and 46 percent, respectively, saying they were about the same.

Eighty-five percent of manufacturers said ruby sales rose or stayed the same during that period; the same was true for 92 percent of retailers.

Emerald sales increased or maintained for 86 percent of manufacturers and 83 percent of retailers.

And, for 92 percent of manufacturers and 75 percent of retailers, the margins are better for colored stones than diamonds: colored gems generally bring in margins of 40 percent for manufacturers and 65 percent for retailers, survey-takers reported.

For a third of manufacturers and designers, the per-carat sweet spot is under $100 for wholesale, and for more than half of retailers, most of which were independents, the per-carat sweet spot is between $800 and $2,000 for consumers.

MVI also asked the trade members if country of origin was important to them, as consumers indicated it was. Most said they are more concerned with the value of a stone than the country from which it came.

What’s Next for Fura

Interestingly, MVI also dug into barriers to selling color for the trade members they interviewed and surveyed.

Among retailers who participated, about half (47 percent) said there were no barriers—they are “doing fine” with selling color.

Meanwhile, about a third said customers don’t ask for colored gemstones while 25 percent said they don’t advertise or promote them.

Another 16 percent said their salespeople “don’t like to or don’t know how to” sell color and the remaining 6 percent said price points were too high.

When it came to manufacturers, the highest percentage—45 percent—said retailers don’t know how to sell color, while 27 percent said they (the manufacturer) don’t advertise or promote them enough, and another 27 percent said it’s that they don’t offer co-op support to clients.

The final 18 percent was split evenly—9 percent said price points were too high and 9 percent said customers (meaning retailers) don’t ask for them.

Ultimately, these findings indicate both trade groups are “ripe for leadership and promotion of the color category,” MVI said in its results.

It also found, as has been explained above, that there is plenty of consumer interest in colored stones.

Fura said in a recent interview with National Jeweler that it plans to use the feedback received in the survey as the backbone for a new marketing push in the U.S. that will be a focus in 2021.

They are teaming up with MVI to create a marketing strategy, as well as an education and training plan, to help both business-to-business clients as well as the business-to-consumer clients, to not only get the word out about colored stones but also so all parts of the supply chain feel comfortable selling them.

Fura is currently the only colored stone miner with a stake in all the “Big 3,” having completed the acquisition of an Australian sapphire mining project in January 2020.
Brecken Branstratoris the senior editor, gemstones at National Jeweler, covering sourcing, pricing and other developments in the colored stone sector.

The Latest

Daymond John
Events & AwardsApr 18, 2025
Daymond John to Give Keynote at JCK Las Vegas

The entrepreneur and “Shark Tank” star will share his top tips for success.

Dukachi Easter Bread Pendant
CollectionsApr 18, 2025
Piece of the Week: Dukachi’s ‘Easter Bread’ Pendant

The Ukrainian brand’s new pendant is modeled after a traditional paska, a pastry often baked for Easter in Eastern European cultures.

Bremer Jewelry
IndependentsApr 18, 2025
Bremer Jewelry to Reveal Renovated Store

The jeweler has announced a grand reopening for its recently remodeled location in Peoria, Illinois.

gia-topimage 0325.jpg
Brought to you by
A Brilliant Future Is Here

Get online education from GIA experts.

Tiffany & Co. Strong Like Mom campaign
MajorsApr 18, 2025
Tiffany & Co. Employees Star in Mother’s Day Campaign

The “Strong Like Mom” campaign features moms who work at Tiffany & Co. and their children.

Weekly QuizApr 18, 2025
This Week’s Quiz
Test your jewelry news knowledge by answering these questions.
Take the Quiz
Athena Calderone x John Hardy Collection
CollectionsApr 17, 2025
John Hardy, Athena Calderone Partner on Art Deco Decor-Inspired Collection

Interior designer Athena Calderone looked to decor from the 1920s and 1930s when crafting her first fine jewelry collection.

Movado Connect 2.0 watches
FinancialsApr 17, 2025
Movado Group to Increase Prices to Offset Tariffs Impact

During a call about its full-year results, CEO Efraim Grinberg discussed how the company is approaching the uncertainty surrounding tariffs.

bench jeweler 1872x1052.png
Brought to you by
The Heart of the Industry: Giving Bench Jewelers the Recognition They Deserve

Bench jewelers spend years honing their skills, Jewelers of America’s Certification validates their talents.

Natural Diamond Council Diamond Learning Center Graphic
Lab-GrownApr 17, 2025
NDC Launches Its Diamond Learning Center

The free program provides educational content for jewelry salespeople and enthusiasts to learn or refresh their diamond knowledge.

Jewelers of America logo
Policies & IssuesApr 17, 2025
Jewelers of America Requests Tariffs Testimonials from Members

The feedback will be used to prepare other jewelers for the challenges ahead, the organization said.

Technology Therapy Group logo
TechnologyApr 17, 2025
Technology Therapy Group Expands AI Training for Jewelry Retailers

The online sessions are designed to teach jewelers to use AI tools like ChatGPT and Claude to grow their business.

Catbird Chicago
IndependentsApr 16, 2025
Catbird Expands to Chicago

The opening marks the jewelry retailer’s first location in the Midwest.

Foundrae United in Love Campaign
CollectionsApr 16, 2025
Foundrae’s First Commitment Jewelry Collection Unites Through Love

The “United in Love” collection offers tangible mementos of hearts entwined with traditional and non-traditional commitment heirlooms.

Robert and Rose-Marie Goodman outside Robert Goodman Jewelers
IndependentsApr 16, 2025
Indiana Jeweler to Host Black Jewelry Designer Pop-Up

Robert Goodman Jewelers will hold a “Black Jewelry Designers and Makers” event on April 27.

Womens Jewelry Association WJA logo
MajorsApr 16, 2025
WJA Announces Board Members, New Chicago Chapter President

The announcements follow a tumultuous start to 2025 for WJA, which saw a wave of resignations following controversial statements about DEI.

Stock image of shipping containers
EditorsApr 15, 2025
Tariffs: What We Know Right Now

Editor-in-Chief Michelle Graff answers questions about how the new taxes levied on countries like India and China will impact the industry.

Botswana Minster of Minerals and Energy Bogolo Joy Kenewendo
EditorsApr 15, 2025
Q&A: Bogolo Joy Kenewendo on Making Deals, Marketing Diamonds

Kenewendo, Botswana’s minster of minerals and energy, discusses closing the deal with De Beers and the work that was missed along the way.

The Golconda Blue
AuctionsApr 15, 2025
23-Carat ‘Golconda Blue’ Heads to Auction

The historic fancy vivid blue diamond set to headline Christie’s Geneva sale next month could sell for up to $50 million.

Bulgari Eden the Garden of Wonders ad
FinancialsApr 15, 2025
LVMH’s Q1 Sales Slip 2 Percent

LVMH CFO Cécile Cabanis also discussed the effects of tariffs so far.

Screenshot from new Jon Hamm series on Apple TV+, Your Friends and Neighbors
CrimeApr 15, 2025
Jon Hamm Plays a Jewel Thief on Apple TV+

The “Mad Men” and “The Morning Show” star steals jewelry, art, and handbags from his wealthy neighbors in “Your Friends & Neighbors.”

Kalpesh Jhaveri
SourcingApr 15, 2025
Diamond Club West Coast Names 2025 Board

The organization has reelected Kalpesh Jhaveri as president.

Two Movado Connect 2.0 watches
FinancialsApr 14, 2025
Movado to Restate Years of Financials Due to ‘Misconduct’ in Dubai

An investigation found that the former managing director of Movado’s Dubai branch overstated and prematurely recorded sales.

Sauer Balance Earrings in Ma Campaign
CollectionsApr 14, 2025
Sauer Embraces Emptiness Through ‘Ma’ Collection

The collection pays tribute to the Japanese philosophy of Ma, studying balance, stillness, and the interplay between presence and absence.

Mari Lous Fine Jewelry
IndependentsApr 14, 2025
Illinois Jeweler Closing After 45 Years

Mari Lou’s Fine Jewelry in Orland Park, a suburb of Chicago, is closing its doors.

GIA logo
GradingApr 14, 2025
GIA Expands Overseas Services as Tariffs Kick In

GIA’s labs in Dubai and Hong Kong are now accepting larger diamonds in light of the “logistical challenges” presented by the new tariffs.

Van Cleef & Arpels Pearl and Diamond Earrings Similar to Princess Grace’s Wedding Earrings
AuctionsApr 11, 2025
Piece of the Week: A Replica of Princess Grace’s Wedding Earrings

These earrings by Van Cleef & Arpels, featuring the same design as a pair worn by Princess Grace, are up for auction at Woolley & Wallis.

My Next Question webinar graphic
Recorded WebinarsApr 11, 2025
Watch: Top Tips for Saving Time With AI

Two experts share how artificial intelligence tools can help retailers run a more efficient business.

×

This site uses cookies to give you the best online experience. By continuing to use & browse this site, we assume you agree to our Privacy Policy