SourcingJul 02, 2026
London Diamond Bourse Elects First Female PresidentCharlotte Rose said her election is “a sign that this is an industry capable of change.”
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
Supplier BulletinJul 02, 2026
Elevating Retail Showcases with Today's Necklace & Bracelet TrendsSponsored by Rio Grande Jewelry Supply
TrendsJul 02, 2026
Oscar Heyman’s Flag Brooch Celebrates AmericaThe American jewelry house, founded by Latvian immigrants, has been creating American flag brooches since 1917.
Brought to you by
Wedding Band Trends 2026: Personalization Takes Center StageColored gemstones, artisan finishes, mixed metals, and meaningful details are shaping demand in bridal jewelry.
IndependentsJul 02, 2026
D. Geller & Son Partners with KSU Art Students on Store MuralThe artwork celebrates the Atlanta jeweler’s legacy and symbolizes its commitment to supporting local artists and its community.
Weekly QuizJul 01, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
SurveysJul 01, 2026
Consumer Confidence Ticks Up in JuneFalling oil prices were a factor in the slight month-over-month improvement.
CollectionsJul 01, 2026
Rio Grande Launches First Finished Bridal CollectionThe new offering comprises more than 120 bridal and engagement ring styles with natural and lab-grown diamonds.
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.
WatchesJul 01, 2026
Rolex Unveils Clock at Rockefeller CenterThe clock is part of the celebration for the soon-to-open Rolex headquarters on New York City’s Fifth Avenue.
IndependentsJul 01, 2026
Kristen Cannon of Valobra Master Jewelers Dies at 49The public relations professional is remembered for her benevolent generosity and unwavering commitment to those around her.
WatchesJun 30, 2026
Pokémon Fans Will Want to Catch This New G-Shock WatchThe new watch commemorates Pokémon’s 30th anniversary.
MajorsJun 30, 2026
Saks Global Emerges From Bankruptcy With New NameThe luxury retailer is now called Exemplar Luxury Group.
CollectionsJun 30, 2026
Jade Ruzzo’s New Collection Embodies the Art of Being a LadyThe “Lady” collection is a new take on old beauty standards with gemstone-adorned hair pins and combs, a compact mirror necklace, and more.
SourcingJun 30, 2026
Blue Nile Introduces Montana Sapphire CollectionThe new line is included in the e-tailer’s curation of jewelry celebrating America’s 250th anniversary.
GradingJun 30, 2026
AGS Opens 2026 Recertification ExamAll active members who earned their credential or designation before Dec. 1, 2025, are required to recertify.
CollectionsJun 29, 2026
Briony Raymond’s New Collection Is a ‘Carousel’ of Hard StonesThe new jewelry collection uses a colorful palette of onyx, malachite, tiger’s eye, mother-of-pearl, lapis, turquoise, and coral.
IndependentsJun 29, 2026
Look Inside Lee Michaels’ Revamped Mississippi FlagshipLee Michaels Fine Jewelry is celebrating 30 years in the Ridgeland, Mississippi community.
GradingJun 29, 2026
National Rarities Announces New Gemology ManagerSean Milliner has joined the company.
GradingJun 29, 2026
GIA to Open New London CampusClasses will begin in August at GIA’s new Canary Wharf location.
AuctionsJun 26, 2026
‘Hogback’ Diamond Ring Finds a New Home A ring set with “hogback” diamonds, an early stone cut dating to around the 16th century, sold for more than $20,000 at a U.K. auction.
CollectionsJun 26, 2026
Strength Is Sharpened Into Beauty in Kris Averi’s ‘Prism Thorn’ RingThe rainbow version of the ring, our Piece of the Week, features angel-cut, octahedral lab-grown sapphires designed to be worn as armor.
MajorsJun 26, 2026
Rembrandt Charms Debuts ‘Charms That Give Back’The new initiative donates a portion of the proceeds from select charms to charitable causes.
TrendsJun 26, 2026
Bernard James Celebrates Knicks’ Win with RingThe Brooklyn-based jeweler created a limited-edition version of its “Aura” eternity band, set with gemstones in the team’s colors.
SourcingJun 25, 2026
ICA Names Brandee Dallow as CEODallow will lead the International Colored Gemstone Association, effective July 6.
EditorsJun 25, 2026
Out & About: How Jewelers Mutual, SCAD Are Tackling the Bench Jeweler ShortageSenior Editor Lenore Fedow headed to Savannah to learn more about the 10-year, $10 million partnership between JM and the art school.
CollectionsJun 25, 2026
Mejuri Experiments With SteelIts new capsule jewelry collection features gold-finished stainless steel pieces designed for a maximalist look without a luxury price tag.
SourcingJun 25, 2026
Annie Doresca, Mark Smelzer, Sara Yood Join Gem Legacy BoardThe three industry leaders bring financial, communications, and legal expertise to the nonprofit’s board of directors.
