FinancialsMay 07, 2026
Brilliant Earth Appeals to Higher-Income Shoppers in Q1The jewelry retailer noted resilience among its higher-end customers while demand softened for its lower-priced offerings.
EditorsJun 02, 2016
The Real Reason People Buy Jewelry
As the trade shows kick off in Las Vegas, Editor-in-Chief Michelle Graff reminds jewelers what they’re really selling when they sell jewelry.
This gold and diamond necklace is one of the pieces my maternal grandmother, who died last Wednesday at the age of 98, passed down to me. She had it made by a jeweler in Pittsburgh using diamonds she broke out of a ring given to her by my great-grandmother.
As I write this I am 30,000 feet up and the plane’s spotty WiFi won’t let me procrastinate on doing a blog post any longer. The Internet is not really working up here; I have no other choice but to write.
It’s the day before the bulk of the shows kick off in Las Vegas, and I probably should be commenting on the current state of retail, the outlook for the remainder of 2016, or what people think about this (fill in the blank with your own adjective) election.
But I feel like that’s all been rehashed many times, and by many more qualified than me.
So instead I am going to write about something I hope jewelers keep in mind as they run from appointment to appointment, trying to decide which vendors to keep and which to add. And that is: what you are really giving customers when you sell them a piece of jewelry.
A week ago, I lost my last grandparent. My maternal grandmother, Helen Ober Willman, passed away at the age of 98.
The third oldest of 13 children raised in a row house on Pittsburgh’s North Side, she was the next to last of her siblings to go. Now only one sister, my 93-year-old Great-Aunt Anna, survives.
A photo of my grandma’s family taken around 1928. She is the third child from the left; three more siblings, all boys, were still to come. Bookending this photo are my great-grandparents, Cyril and Anna Ober.
My grandma had an absolutely beautiful collection of jewelry, both costume and fine, that was divided up years ago before she entered the home that would be her last.
In addition to the jewelry, my grandma, like most, passed on a bits of wisdom throughout my life, which includes, but certainly is not limited to, the following.
1. Practice safe sex. These were not her exact words but, rather, what I distilled from the following scenario, which happened on more than one occasion when I was a young teen. We’d be out somewhere together and my grandma would spot a young-looking girl who was either pregnant or pushing a stroller. She then would turn to me with little regard for volume and say in a semi-threatening tone, “Don’t you end up like that.”
2. Never lend money to relatives.
3. Don’t ever depend on a man for money. Have your own job and make your own living.
But probably the most useful in my current line of work, and perhaps the only one of interest to those currently reading this blog, was this piece of advice that she handed down along with the gold and diamond necklace pictured above:
4. Beautiful jewelry is meant to be worn, not put away in a box because you’re afraid of breaking it or losing it. Wear it when you go out. Have fun with it.
While I had the pleasure of being the sole recipient of that first bit of wisdom, my grandmother must have shared the last with both her daughters and my cousin’s wife because all four of us saw fit to wear a piece she had passed down when we gathered to say goodbye last weekend.
And that, in a nutshell, is why people buy jewelry.
Not because they want another possession, or because it comes with a piece of paper printed with a bunch of letters intended to denote its beauty or value.
They buy it because it’s fun to wear, it has lasting value and it connects people across generations. People buy jewelry because they know they can enjoy it, then pass it down and enjoy watching other people wear it.
The last few years of my grandma’s life were difficult.
She suffered a stroke shortly after her 90th birthday that begat a slow, eight-year decline. Her eyesight eventually failed her, but never so much so that she couldn’t see when I was wearing her necklace. (As another testament to the power of jewelry, I would note that my grandmother had forgotten a lot by the end but she never forgot what I did for a living. I wrote about one of her favorite things--jewelry. She often would ask when I saw her if I had any “free samples” for her.)
As I said here before when my paternal grandmother died a few years ago, I don’t have any firm beliefs about what happens to people when they die.
Sometimes, I can’t shake the idea that some sort of afterlife where we’ll all be reunited is just a story we tell ourselves because the alternative--that somebody you loved so much is just gone--is simply unthinkable.
Other times, I believe that both my grandmothers are still with me and that I will see them again one day. I would also like to think that Grandma Willman was with us last weekend, saw us wearing her jewelry and was happy.
More on Editors
The Latest
AuctionsMay 07, 2026
‘Spectacular’ Kashmir Sapphire Headlines Heritage Spring Jewelry SaleLed by the 6.59-carat sapphire, the sale garnered $9.7 million, a record total for a Heritage jewelry auction.
MajorsMay 07, 2026
Gannon & Scott Names New Regional Account ExecutiveIn his new role, sales specialist Billy Welshoff will focus on the eastern United States.
Brought to you by
Discover Timeless Treasures: A Showcase of Antique Jewelry & Timepieces in Las VegasGain access to the most exclusive and coveted antique pieces from trusted dealers during Las Vegas Jewelry Week.
WatchesMay 07, 2026
Chrono24 Names New CEOJosé Gaztelu has been promoted to the role, which has been vacant since last year.
Weekly QuizMay 07, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
Events & AwardsMay 07, 2026
JA Accepting Applications for 2026 Scholarship ProgramIt has also opened the application period for the Seymour & Evelyn Holtzman Bench Scholarship through June 30.
SourcingMay 06, 2026
Canada’s Oldest Diamond Mine Faces Uncertain FutureThe owner of the Ekati mine, which opened in 1998, has filed for insolvency protection amid the significant decline in diamond prices.
Brought to you by
Las Vegas Antique Jewelry & Watch Show: Showcasing the Most Collectible Merchandise from Across the GlobeGain access to the most exclusive and coveted antique pieces from trusted dealers during Las Vegas Jewelry Week.
FinancialsMay 06, 2026
Pandora to Add Carbon Footprint Info to Lab-Grown DiamondsThe company announced the change alongside its Q1 results, which showed that the jewelry brand’s year is off to a shaky start.
MajorsMay 06, 2026
Saks Global Begins Layoffs, Reorganization Plans Closer to ApprovalThe retailer will cut 16 percent of its corporate workforce as part of its plan to exit bankruptcy.
AuctionsMay 06, 2026
Steve McQueen’s Heuer Monaco Watch Heads to Sotheby'sOf the many examples used in the filming of “Le Mans,” this one is believed to have spent the most time on Steve McQueen’s wrist.
SourcingMay 05, 2026
Doug Hucker Returns to His RootsFollowing decades of association leadership, the “semi-retired” colored gemstone expert is turning his focus to gemstone education.
Events & AwardsMay 05, 2026
AMNH to Showcase Famous Jewelry, Trophies in Sports HistoryThe museum’s new exhibition will feature one of Jesse Owen’s Olympic medals, Yogi Berra’s crown, Super Bowl rings, and more.
Events & AwardsMay 05, 2026
JIS Launches Brand Exposure ProgramThe new program provides access to media exposure and editorial opportunities for exhibitors and retailers.
CollectionsMay 04, 2026
Melanie Georgacopoulos Turns Pearls Into Light for ‘Eclipse’ CollectionThe “Eclipse” jewelry collection captures the fleeting moment where light and shadow align though onyx, diamonds, and freshwater pearls.
ColumnistsMay 04, 2026
The Key Mindset for Better Trade Show BuyingBuying discipline at trade shows starts with clarity about your inventory levels, Smith writes.
CrimeMay 04, 2026
Pawn Shop Manager Shot, Killed in FloridaLazaro Rodriguez Vega was murdered inside Cash Out Gold and Silver in Fort Pierce. A 20-year-old man has been charged in the case.
IndependentsMay 04, 2026
Zadok Jewelers, Austin Parks Foundation Support Wildflower PreservationA portion of every engagement ring sold in its Austin showroom will support the care and preservation of Austin’s wildflowers and green spaces.
TechnologyMay 01, 2026
Gemist, Saban Onyx Partner on Retailer-Focused Customization OfferingTheir partnership combines Gemist’s customization technology with Saban Onyx’s U.S.-based manufacturing capabilities.
SurveysMay 01, 2026
Consumer Confidence Inches Up in April Despite Rising Gas PricesRespondents were concerned about the Middle East conflict and how it will impact their finances.
CollectionsMay 01, 2026
A ‘Hidden Garden’ Emerges in Tiffany & Co.’s 2026 Blue BookOur Piece of the Week, the “Butterfly” necklace, showcases a 7.02-carat oval diamond set between diamond, platinum, and 18-karat gold wings.
ColumnistsApr 30, 2026
Peter Smith: A Sleazy Salesman and the Case for Regret Avoidance Smith uses a comment he overheard in the grocery store to remind retailers that their job is to inspire buying behavior, not just sell.
MajorsApr 30, 2026
Claire’s New Summer Campaign Is a Sensory Wonderland for Gen Alpha“A Girl SMR at Claire’s” celebrates girlhood through the five senses with stacked jewelry, slime toys, scented accessories, and ASMR.
AuctionsApr 30, 2026
Vintage Cartier Watch Crashes Through Records, Selling for $2MBelieved to be one of three made in 1987, the Cartier London Crash was hot at the “Shapes of Cartier” sale at Sotheby’s Hong Kong.
CrimeApr 30, 2026
Masked Group Uses Hammers, Pepper Spray in Texas Jewelry Store RobberyOfficials are looking for a group that robbed Marc Robinson Jewelers at an outlet mall in Round Rock, Texas, in broad daylight on April 21.
Supplier BulletinApr 30, 2026
OROAREZZO 2026: The B2B Event for Italian Excellence in Goldsmith, Jewelry and Silver ManufacturingSponsored by OROAREZZO International Jewelry Exhibition
TechnologyApr 29, 2026
The Thought Process Behind the Mother's Day Email Opt-OutSome retailers are taking a nuanced approach to marketing what can be a difficult holiday for many.
