SourcingJun 02, 2025
Gemfields’ June Auction to Include 36-Carat RubyThe large stone will be offered at its June sale along with a selection of secondary-type rubies from a new area of the Montepuez mine.
Events & AwardsJan 19, 2015
How to adapt to the changing bridal market
During a session at the JA New York show Monday, experts discussed how jewelers can navigate the changes in today’s marriage market to capitalize on current opportunities.
Today’s bridal customers are looking for more unique rings that speak to their personal style, like this 18-karat “Double Flow” ring from Anne Sportun ($2,410 for band, not including center stone).
New York--It’s no secret that today’s bridal consumer is very different from those of generations past.
Changes like the legalization of same-sex marriage in states across the country has brought new customers to the bridal segment, and consumers’ desire to find a piece that speaks to personal style continues to grow.
Since bridal continues to be such an important part of many retailers’ sales, it’s increasingly important that they take the time to understand and cater to this crowd.
“The New Bridal Landscape” panel discussion held at the JA New York Show on Monday covered just that. Led by Amanda Gizzi, director of public relations and special events at Jewelers of America, panelists were Hal Rubenstein, global style director at Gabriel & Co.; Shane Clark, senior fashion and accessories editor at Brides magazine; and Yanni Kyriazis, designer at David Lee Holland Fine Jewelry.
Across the various perspectives provided in the seminar--wholesale, design, retail and editorial--the sentiment remained the same: It’s important that jewelers not jump to conclusions about the type of jewelry they think a customer wants.
Bridal jewelry represents an extremely sentimental part of someone’s life, and a jeweler should be there to listen and understand what the client is looking for exactly.
Providing many options also is crucial for today’s consumer, beyond just the traditional solitaire stone.
Because customers are looking for unique stones and settings, “just to have a rock with a band, that doesn’t cut it,” Rubenstein said.
Trends the experts said they see coming in 2015 and beyond include mixed metals, especially with rose gold, and traditional cuts coming back into style, such as oval and marquise diamonds, but set with modern, updated looks.
Kyriazis also noted that in the U.S. market, he’s noticing that bridal customers seem to be looking for smaller stones of higher quality, and that provenance of the stone is of increasing importance.
He added that today’s bridal consumer will continue looking for unique or alternative rings that not only match their styles but also are “portfolio additions”--investment pieces that will stay in their collections for life.
Rubenstein added, “It’s so key now to understand the personality of the person coming in to buy that ring.”
These days, the four Cs don’t matter as much to consumers, especially since many of them have already done much of their research online. The role of the jeweler now is
less about presenting that information and more about finding the ring that will express the special aspects of each relationship.
Kyriazis also noted the importance of a fifth “C” these days: confidence. It’s important to establish a relationship with clients so that they trust you enough to not only come to you at such a special time in their lives, but also keep coming back to you.
Bringing forward a new consumer base to jewelers is the increasing number of states that are starting to legally recognize same-sex marriages.
RELATED CONTENT: The change that is bringing opportunity
Since no traditions have been established for weddings in the LGBT market, many of the couples are trying to find their own unique ways to celebrate their matrimony.
There are now more options for men’s bands, though that market still remains underserved, Clark said. More unique styles are available for males, including mixed metals and stones. But one of the most important aspects for retailers is that they make sure the customer listens and lets them know they are there to help.
In addition, more American adults than ever before also are getting remarried, adding more new customers and opportunities for jewelers.
Though the experts had varying opinions on how the second-time bride shops, all three seemed to agree that this bride is looking for something different, which could mean a new setting for an old stone or adding color.
In the end, it’s up to jewelers to stay open-minded when it comes to their offerings, as this could present an opportunity to get creative or sell the piece that might be less popular for most brides but speaks perfectly to the second- or even third-time bride.
“The second wedding is more about everything looking different and being different,” Rubenstein said.
More on Events & Awards
The Latest
GradingJun 02, 2025
GSI Opens New Lab in Thailand Located in Bangkok, the laboratory is Gemological Science International’s 14th location worldwide.
TrendsJun 02, 2025
Amanda’s Style File: Three Gems for June Those born in June have a myriad of options for their birthstone jewelry.
Brought to you by
The True Power Behind the Counter: Why Sales Associates Are the Heart of the Jewelry BusinessWhen investing in your jewelry business, it's important not to overlook the most crucial element of success: the sales associates.
SourcingJun 02, 2025
David Allouche Joins Grandview Klein DiamondsThe diamond industry veteran has been named its senior sales executive.
Weekly QuizMay 30, 2025
This Week’s QuizTest your jewelry news knowledge by answering these questions.
FinancialsMay 30, 2025
Movado’s Q1 Sales Slip Amid ‘Challenging’ Retail Environment The company plans to raise the prices of select watches to offset the impact of tariffs.
Policies & IssuesMay 30, 2025
Tariffs & Designers: Navigating Pricing in an Unstable EnvironmentBetween tariffs and the sky-high cost of gold, designers enter this year’s Las Vegas shows with a lot of questions and few answers.
Brought to you by
Clienteling Isn’t a Buzzword. It’s an Essential Business Model.More shoppers are walking out without buying. Here’s how smart jewelers can bring them back—and the tool they need to do it right.
CollectionsMay 30, 2025
Piece of the Week: Renato Cipullo’s ‘Hematite Blaze’ NecklaceDesigned by founder Renato and his daughter Serena Cipullo, it showcases a flame motif representing unity and the power of gathering.
Policies & IssuesMay 30, 2025
Trade Court Declares Trump’s Tariffs InvalidHowever, the tariffs remain in effect in the short term, as an appeals court has stayed the U.S. Court of International Trade’s decision.
CollectionsMay 29, 2025
Britney Spears Files Trademark for New Jewelry LineThe pop icon is one step closer to launching her “B Tiny” jewelry collection, a collection she first began posting about last fall.
Supplier BulletinMay 29, 2025
Inoveo Platinum Grain, Exclusively Distributed by StullerSponsored by Stuller
SourcingMay 29, 2025
Grizzly Auctions 6,620-Carat EmeraldIt was featured in the miner’s latest sale, which brought in $24.8 million.
TechnologyMay 29, 2025
GemFind Launches AI Product Description SoftwareGemText AI uses artificial intelligence to generate tailored product titles, descriptions, and tags with jewelry-specific language.
MajorsMay 28, 2025
Graff Unveils New Las Vegas FlagshipThe 3,300-square foot location is the jeweler's largest store in North America.
CrimeMay 28, 2025
8 Convicted in Kim Kardashian Jewelry Heist TrialAging and with myriad health issues, none will serve time for their roles in robbing the billionaire celebrity at gunpoint in 2016.
CollectionsMay 28, 2025
NY Liberty’s 2024 Championship Rings Honor Historic WinThe WNBA team received rings imbued with meaning, from leaf motifs and its Liberty torch to the number of diamonds used.
MajorsMay 28, 2025
Andrew Rickard Named JBT PresidentA longtime executive at RDI Diamonds, Rickard has served on the JBT board for the past five years.
MajorsMay 27, 2025
MJSA to Become Part of Jewelers of America The two organizations have signed an affiliation agreement that’s expected to be finalized in the coming weeks.
AuctionsMay 27, 2025
Al Capone’s Patek Philippe Pocket Watch Back Up for AuctionThe platinum and diamond watch is part of Sotheby’s upcoming Important Watches sale.
AuctionsMay 27, 2025
182-Carat Paraíba-Type Tourmaline Sells for $487K Recovered in Mozambique, “The Kat Florence Lumina” was part of Bonhams’ Hong Kong jewelry auction held last week.
TrendsMay 27, 2025
Amanda’s Style File: Candy-Colored GemstonesGet a taste of the delicious candy-like gemstones in this Amanda’s Style File.
CrimeMay 23, 2025
JSA Shares Holiday Weekend Security Tips Amid Spike in BurglariesJSA’s Scott Guginsky provided a list of nine security measures jewelers should observe while locking up for the long weekend.
CollectionsMay 23, 2025
Piece of the Week: Bliss Lau’s ‘Bright’ RingFrom Lau’s “Love of a Kind” series, the engagement ring was inspired by the moon and holds a different meaning depending on how it is worn.
GradingMay 23, 2025
GIA Updates Pearl Classification SystemThe lab has adjusted the scale it uses for nacre grading.
Supplier BulletinMay 22, 2025
How to Put Natural Diamonds Back in the SpotlightSponsored by GCAL by Sarine
CrimeMay 22, 2025
NY Jeweler Sentenced in Shoving Death of Colleague at IJO ShowDavid Walton will serve three years’ probation after an incident in a hotel bar led to the death of West Virginia jeweler David Ettinger.
