IndependentsJun 15, 2026
DeBoulle Diamond & Jewelry to Renovate Dallas FlagshipThe revamped, elevated space will feature a two-story Patek Philippe atelier and a rooftop patio for parties.
Events & AwardsMar 16, 2016
From JA NY: How to Sell Estate Jewelry
When faced with increasing competition from other retailers, expanding the product mix to include estate pieces can help set a jeweler apart. But how does a traditional jeweler do that? Two experts explain.
A circa 1915 platinum ring holding two European-cut diamonds from Doyle New York’s fine jewelry sale in February. Selling antique and estate pieces such as this ring was the subject of an education session held Monday at JA New York.
New York--When faced with increasing competition from other retailers, expanding the product mix to include estate pieces can help set a jeweler apart. But that’s not as simple as it might sound for traditional jewelry stores.
At a panel at the JA New York Spring show on Monday, Jim Rosenheim of Tiny Jewel Box and Susan Abeles of Bonhams U.S. addressed the challenges of estate jewelry and how retailers can prepare their staff to sell it. The EAB Project’s Elizabeth Anne Bonanno moderated the discussion.
Rosenheim said that “vintage is a complicated kind of business,” adding that it can be a very strong draw for people who are looking to create a unique look and also gives stores margin.
Yet one of the big challenges in the marketplace currently is the fact that there’s so much that looks estate on the market that actually isn’t, including forgeries or misrepresentation.
“Find the right sellers, people whom you can trust. Make sure you have everything in writing,” he said.
One important distinction Rosenheim made is the difference in vocabulary when it comes to signed jewelry. Pieces should read, for example, “By Tiffany” if it’s a real piece but there are instances when verbiage such as “Signed Tiffany” is used.
Abeles reiterated these thoughts, noting that there are “innumerable simulated vintage pieces out there, so it’s a guessing game.”
For this reason, asking all the important questions about a piece before buying is of utmost importance--provenance, how the piece came about, how the dealer/company came into possession of the piece and anything else pertinent to its history.
Retailers also need to have an idea of what type of estate jewelry they want to deal in, what they’ll sell and how they will do that. So education, too, is necessary, Abeles said.
This means not only reading all about the time periods and history behind the periods and eras that the store wants to deal in but also being involved with what’s going on in the trade, attending shows and seminars, and following relevant conversations and sources on social media.
When it comes down to it, retailers should trust their instincts about a piece and pay attention to signs that it might not be authentic.
Abeles also said that a good way that store owners can help both clients and salespeople in the process is by creating “tear sheets” for
Editors' Picks
Sponsored by
each piece of estate jewelry, which includes the image and basic product information as well as the story behind the piece.
When asked if they were finding that younger consumers are drawn to the estate jewelry market, Rosenheim said that they are seeing the interest in the bridal category, particularly engagement rings from the 1920s or 1930s. Abeles too said that younger clients who come to them tend to buy bridal jewelry or basics such as rings, straight line bracelets or ear pendants.
But for clients in their 30s, 40s or 50s, they’re more often buying estate to fit their style.
In fact, customers today are no different in buying estate from the way they buy contemporary jewelry, Rosenheim said; they’re buying jewelry to suit their lifestyles.
If a store has clients who wear big Art Deco pieces, then a store could carry that in its estate collection. But many customers today are more casual in their everyday wear, so a store needs to know its market and choose estate pieces that match its clientele’s buying habits.
In this way, finding the right estate jewelry for clients is very similar to selecting the contemporary lines to carry. It just requires due diligence and research beforehand.
“If you’re going to go into the business, go into it with eyes wide open,” Rosenheim said.
When asked if they were finding that younger consumers are drawn to the estate jewelry market, Rosenheim said that they are seeing the interest in the bridal category, particularly engagement rings from the 1920s or 1930s. Abeles too said that younger clients who come to them tend to buy bridal jewelry or basics such as rings, straight line bracelets or ear pendants.
But for clients in their 30s, 40s or 50s, they’re more often buying estate to fit their style.
In fact, customers today are no different in buying estate from the way they buy contemporary jewelry, Rosenheim said; they’re buying jewelry to suit their lifestyles.
If a store has clients who wear big Art Deco pieces, then a store could carry that in its estate collection. But many customers today are more casual in their everyday wear, so a store needs to know its market and choose estate pieces that match its clientele’s buying habits.
In this way, finding the right estate jewelry for clients is very similar to selecting the contemporary lines to carry. It just requires due diligence and research beforehand.
“If you’re going to go into the business, go into it with eyes wide open,” Rosenheim said.
More on Events & Awards
The Latest
WatchesJun 15, 2026
G-Shock, Coca-Cola Partner on Bottle-Inspired WatchThe special-edition piece marks the 140th anniversary of the iconic beverage brand.
TrendsJun 15, 2026
Amanda’s Style File: Tiny Charms Are TrendingHere are 13 small charms to inspire your layered looks this summer.
Brought to you by
Building the Future of Jewelry Retail: DCA Expands Education, Leadership Development, and Workforce SolutionsDCA is preparing the next generation of professionals by supporting workforce development, leadership growth, and career advancement.
AuctionsJun 12, 2026
16th-Century ‘Hogback’ Diamond Ring Going Up for Auction in LondonFound by a metal detectorist, the ring likely belonged to a wealthy, possibly royal, owner, said Noonans.
Weekly QuizJun 11, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
CollectionsJun 12, 2026
Chouette Designs To Launch Collection Celebrating All Types of LoveOur Pride Month Piece of the Week, the “Margaux” ring, is part of the wife-and-wife team’s new “Lovestoned” collection.
EditorsJun 11, 2026
This Was the Best Animal Jewelry in Las Vegas From lions and hippos to snails and fish, Senior Editor Lenore Fedow wrangles her picks for cutest jewelry critters in Las Vegas.
Brought to you by
All Eyes on Gold Prices. Alternatives to Look For. And What to BEWARE of in VegasAs gold prices rise, today’s retailers are looking for alternatives at prices that will appeal to wider audiences.
SourcingJun 11, 2026
Grandview Klein, London Jewelers Partner To Cut 63-Carat RoughThe big stone will be fashioned into a 20.26-carat diamond in celebration of the retailer’s 100th anniversary this year.
MajorsJun 11, 2026
Former Cartier Creative Director To Head Chanel’s Jewelry Creation StudioMarie-Laure Cérède will join Chanel as the new director of its jewelry creation studio, starting in October.
Lab-GrownJun 11, 2026
Smiling Rocks’ ‘Wish Jar’ Generates 100+ Wishes in Las Vegas At the JCK show, the lab-grown diamond brand teamed up with Jewelers for Children to support Make-A-Wish India.
SourcingJun 11, 2026
Signet Jewelers Exec Joins Diamonds Do Good BoardIlana McCabe is Signet’s vice president of public relations and brand communications.
AuctionsJun 10, 2026
31.62-Carat ‘Azure Blue’ Diamond Sells For $8M+ at Christie’sIt was a banner day for blue gemstones, with another blue diamond topping $8 million and a 41-carat sapphire going for $2.3 million.
MajorsJun 10, 2026
Saks Global Receives Bankruptcy Court Approval for ReorganizationThe approval means the retailer is on track to exit bankruptcy proceedings this summer.
CrimeJun 10, 2026
2 Suspects Arrested in Texas Jewelry Store RobberyThe men are believed to be part of the group of several masked suspects that robbed Marc Robinson Jewelers in April.
CollectionsJun 10, 2026
Sylvie Debuts ‘Elevated’ Bridal Collection Inspired By Designer’s RingThe bridal-focused brand is also launching its Custom Atelier this summer, a digital custom design tool for its authorized retailers.
EditorsJun 09, 2026
Q&A: Al Cook on the Lab-Grown ‘Bubble,’ Dwindling Diamond Supply The De Beers Group CEO also discussed tariffs, Desert Diamonds, and the pending sale of De Beers in an interview with Michelle Graff.
MajorsJun 09, 2026
Wilkerson's Russ Whitehouse RetiresThe industry veteran is bringing his 56-year run in the fine jewelry sector to an end.
CollectionsJun 09, 2026
Marie Lichtenberg’s New Capsule Collection Is a Smash, LiterallyInspired by a locket that got run over, the “Smash” capsule collection reimagines the shape of Lichtenberg’s signature style.
MajorsJun 09, 2026
Frederick Goldman Names Director of Sales for SoutheastThe company has promoted Katherine Whitacre to the role.
MajorsJun 08, 2026
Stuller Expands Selection of Lab-Grown Diamonds, Demi-Fine JewelryThe jewelry manufacturer has added Taylor Swift-esque diamond shapes, and more silver, gold vermeil, and gold-plated jewelry.
SourcingJun 08, 2026
Sally Morrison to Depart De Beers This Summer Morrison has been marketing diamonds on and off since the early 2000s and said she is leaving to “pursue new projects.”
TrendsJun 08, 2026
Amanda’s Style File: June’s Birthstone TrioThose born in June can celebrate with pearl, alexandrite, and moonstone jewelry.
TechnologyJun 08, 2026
Overnight Mountings Launches Ring Builder PlatformThe platform allows retailers to guide clients through a customizable engagement ring buying experience in a branded interface.
IndependentsJun 05, 2026
Pennsylvania Jewelry Store To Close After 79 YearsJim Springer, owner of Dunkelberger’s Fine Jewelry, is heading into retirement.
SurveysJun 05, 2026
Consumers to Cut Back on Spending Amid Rising Prices, Survey Shows When conducting its May consumer confidence survey, The Conference Board asked extra questions about consumers’ budgeting strategies.
CollectionsJun 05, 2026
Rebel Jewelry’s Charm Symbolizes Perseverance for Pride MonthThe “Tunnel” charm, our Piece of the Week, celebrates Pride Month with its design inspired by hope and the light at the end of the tunnel.
