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.
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
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
SurveysJan 09, 2026
U.S. Holiday Retail Sales Up 4%, Visa, Mastercard SayThe credit card companies’ surveys examined where consumers shopped, what they bought, and what they valued this holiday season.
AuctionsJan 09, 2026
Christie’s Names New Global Managing Director for LuxuryKimberly Miller has been promoted to the role.
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 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.
Weekly QuizJan 08, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
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.
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.
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.
MajorsDec 30, 2025
Becka Johnson Kibby to Lead Edge Retail AcademyAs part of the leadership transition, Sherry Smith will take on the role of vice president of coaching strategy and development.
