Editors

7 Questions on Diamond Marketing, Demand

EditorsJun 17, 2016

7 Questions on Diamond Marketing, Demand

Stephen Lussier of De Beers and the Diamond Producers Association on the thought process behind “Real is Rare,” why income inequality worries him and more.

20160617_DPA-moodboard.jpg
A mood board containing insights gleaned from research the Diamond Producers Association and Mother New York collected while developing the new “Real is Rare” marketing campaign

Earlier this month at an event in Las Vegas, the Diamond Producers Association revealed the slogan that will be at the core of a new millennial- and U.S.-focused generic diamond advertising campaign: “Real is rare. Real is a diamond.”

The DPA developed the new slogan over the past several months, working alongside advertising agency Mother New York to survey a “representative sample” of Generation Y consumers in three U.S. cities: Boston, Chicago and Los Angeles. (The DPA is not releasing the exact number of millennials included in the research.)

After the shows, National Jeweler caught up with De Beers executive and DPA Chairman Stephen Lussier to talk more extensively about how the DPA arrived at “Real is Rare,” the U.S. presidential election, income inequality and how “A Diamond is Forever” fits in now.

National Jeweler: What about “Real is Rare. Real is a Diamond” do you think will connect with millennials?
Stephen Lussier: I think the two biggest insights from our research is one, this concept of what are relationships in this new era of a huge number of contacts?

This is a generation who, every day, have more interactions with more people than the generation before them would have even dreamed about. While they have a huge volume of contacts, they still sort of recognize that, ‘well, that’s not really enough.’ That, unlike [past] generations, they haven’t had the same depth of relationships. It’s a human need and they’re longing for it.

Part of the real core insight is, how do you recognize that feeling that they have and make sure your product is positioned for it? If you can attach your product to their basic need, it’s a very powerful place to be.

I think the other powerful insight that came from our study is that there is this desire for the authentic. It’s a word that they often used in the research. They used that language across lots of different categories [and] in the context of relationships. There’s a sort of this innate understanding amongst them that the diamond is the real deal. It’s one of those few products in life that stands the test of time and will be around forever.

The key is connecting those two things. If we can connect this innate feeling that they long for that relationship that is real and connect that with their desire to find some things in their world that are

authentic and are the real deal, then we’ve got a proposition that’s very powerful.

NJ: When the DPA was conducting its research, were there a lot of questions from millennials about “blood” diamonds or general ethical questions about the product?
SL: Not as much as perhaps one would have expected. Interestingly, the main issue they have with diamonds is more perceptual … that they are a product that the previous generations used in a ritualistic way.

NJ: And millennials are not into rituals?
SL: They create their own rituals but they’re not into rituals that are seen to be things that are just there because society requires them. They find a different way of doing it.

Take marriage. It’s not that they are anti-marriage in any way. While they’re delaying it, they delay it because they want to have a very clear sense of themselves before they get married. They’ve got too much experience at watching marriages that haven’t succeeded, and they don’t want to follow that same path. So they’re more cautious and careful but still very keen on it.

When they understand and think about the role the diamond can play in terms of symbolizing that real emotion, it’s very powerful. If they think of the diamond simply as something you have get because that’s what you get when you get married, it’s not so powerful.

NJ: When you Google “diamonds,” many articles come up that wage the “diamonds aren’t rare” argument. Was there any hesitation about the word “rare” being used in the DPA’s campaign, any concerns it would set off a whole new wave of “no, diamonds aren’t rare” arguments?
SL: No, it wasn’t an issue in any of our consumer research. People inherently understand that diamonds are a precious natural product and because they are natural, they are limited.

Interestingly, the rare concept emanated less from focusing on the diamond than focusing on the concept of relationships, consumers recognizing that in their life, in a sea of endless superficial contacts, that real relationship, that was rare and that was special, and that was something that was precious and needed to be celebrated.

I am very happy to take that on (the rare argument) if it did come up. I don’t think it’s where the consumer is at all. I think that they intuitively appreciate that--that diamonds are rare. They recognize that there are rare ones and there are less rare ones, particularly when it comes to size and quality. But I don’t think it’s an issue with the consumers today.


Stephen Lussier, far left, with Diamond Producers Association CEO Jean-Marc Lieberherr and former World Gold Council Executive Director David Lamb, who has been consulting with the DPA.

NJ: Does the current state of the politics in the United States give you anxiety about how the year’s going to play out here in terms of diamond sales?
SL: What we look at carefully in America is the macro-economic environment. While it’s … not the steadiest of recoveries, the fundamentals for the diamond-buying consumer groups are pretty good. There’s every reason why America should be able to continue to perform reasonably well.

In the end, if the election campaign has a negative effect on the macro-economy, that’s not going to help. On the other hand, we have seen historically that election years aren’t bad for diamond purchasing.

The key is to watch the GDP growth and consumer spending, and so far it’s held up well through the first half of the year. And there’s no particular reason that it shouldn’t continue.

NJ: You mentioned fundamentals for the diamond-buying consumer groups are pretty good. Do you worry at all about income equality, about losing those middle-tier diamond buyers?
SL: I do, yeah. If you look back in terms of the economic crisis, those are the groups that the industry lost. We did lose significant numbers of unit sales at the lower end of the market as those population groups were much harder hit. And it think that’s not good for the universality of diamonds, which has always been at the heart of De Beers’ marketing--that there’s a diamond for every income, they’re all beautiful and everyone should have the opportunity to experience that joy.

So (income inequality) does concern us.

NJ: Is there anything else you’d like to add about the DPA campaign?
SL: Only that I think that some of the coverage I’ve read is sort of saying, “A Diamond is Forever is being replaced,” and I’ve never really thought of it that way. I think that the key for us, the De Beers Group, is to use those different tools effectively. (“A Diamond is Forever” is the intellectual property of the De Beers Group and De Beers uses it for its diamond brand, Forevermark, and De Beers Diamond Jewellers, its chain of retail stores.)

We find that the one-two combination is a knockout blow for the consumer. There’s still this power to the concept of timelessness. One of the things that makes diamonds special is they have this ability to transcend time and generation and relationships.

The benefit of now having the opportunity of a second tool (“Real is Rare”) is it empowers the DPA to go forward with this other really important aspects of diamonds--the authenticity. The combination of timeless and authenticity is pretty powerful.

This is not the end of one, the beginning of another. This is the addition of another powerful thought.
Michelle Graffis the editor-in-chief at National Jeweler, directing the publication’s coverage both online and in print.

The Latest

Cristiano Ronaldo and Stephanie Gottlieb Ring
TrendsAug 13, 2025
Cristiano Ronaldo Proposes With Gigantic Oval-Cut Diamond

Model Georgina Rodríguez received a rock of an engagement ring, with her diamond estimated to be 35 carats, experts say.

International Colored Gemstone Association logo
SourcingAug 13, 2025
ICA Names 2025 Board of Directors

The board elected 9 new directors at its recent ICA Congress in Brazil.

Whiskey Barrel Ring
TrendsAug 13, 2025
Colorado Jeweler, Whiskey Maker Collab on Ring Giveaway

Three winners will receive a custom ring from Honest Hands Ring Co. inlaid with a piece of history from Denver-based distillery Stranahan’s.

rio-article photo-diamond.jpg
Brought to you by
Taking the Moment Head On: How Rio Grande Champions the Present & Future of Fine Jewelry

As a leading global jewelry supplier, Rio Grande is rapidly expanding and developing new solutions to meet the needs of jewelers worldwide.

People shopping in a mall
SurveysAug 13, 2025
These Are The 25 Hottest Retailers, Says NRF

JD Sports and Wawa were among the fastest-growing retail companies in the U.S. last year.

Weekly QuizAug 08, 2025
This Week’s Quiz
Test your jewelry news knowledge by answering these questions.
Take the Quiz
Columbia Gem House Winza sapphires and rubies
SourcingAug 13, 2025
Columbia Gem House Launches Winza Sapphires, Rubies

The new inventory, all untreated, features vibrant hues and unique bicolor combinations.

Gemfields Faberge
SourcingAug 12, 2025
Gemfields Sells Fabergé for $50M

Acquired by a tech investor, the historic brand will continue to focus on jewelry, accessories, and timepieces.

an instructor and a student in a bench jewelry classroom
Brought to you by
Investing in the Next Generation of Bench Jewelers

The Seymour & Evelyn Holtzman Bench Scholarship from Jewelers of America returns for a second year.

Shipping containers on a ship
Policies & IssuesAug 12, 2025
Higher Tariff on Chinese Imports Paused for 90 Days, Trump Says

President Donald Trump issued an executive order extending the pause on higher tariffs to November as negotiations with China continue.

Jacquie Aiche Thunderbird Slab Collection Campaign
CollectionsAug 12, 2025
Jacquie Aiche’s New Collection Harnesses the Energy of the Thunderbird

The “Thunderbird Slab” collection features a thunderbird motif as a symbol of power, protection, and boundless possibility.

Duvall O’Steen and Jen Cullen Williams
ColumnistsAug 12, 2025
Creative Connecting: How to Take a Better Headshot

Columnists Jen Cullen Williams and Duvall O’Steen share tips on how to elevate your professional image.

Vigil for slain Wheat Ridge, Colorado jeweler Peter Damian Arguello
CrimeAug 11, 2025
Man Convicted of First-Degree Murder in Death of Colorado Jeweler

Peter Damian Arguello, a jeweler in the Denver suburb of Wheat Ridge, was found dead inside his store in November 2023.

Lisa Bridge
IndependentsAug 11, 2025
Lisa Bridge to Depart Ben Bridge Jeweler

The retailer, owned by Berkshire Hathaway, is becoming part of the Berkshire Hathaway Jewelry Group with Helzberg.

Bethenny Frankel
Events & AwardsAug 11, 2025
Bethenny Frankel to Give Keynote at CBG’s Experience Show

The Continental Buying Group’s 2025 Tampa Experience Show is slated for Sept. 8-10.

Brilliant Earth Jolie Mosaics engagement ring
FinancialsAug 08, 2025
Brilliant Earth’s Q2 Sales Up 3% as Engagement Ring Sales Rise

The company raised its full-year sales guidance while noting it has not yet assessed the potential impact of the latest tariff news.

Jewellers for Hope charity event
Events & AwardsAug 08, 2025
GJEPC’s Jewellers for Hope Celebrates 10 Years of Fundraising

The organization has raised more than $1.3 million for charity since its inception.

Rahaminov Diamonds Emerald-Cut Diamond Bezel Bangle
TrendsAug 08, 2025
Piece of the Week: Rahaminov Diamonds’ Bezel Bangle

The brand’s latest iteration of a bezel-set diamond bangle features clean lines and a timeless design for a new modern silhouette.

Black and white photo of Tony Bennett near a microphone
WatchesAug 07, 2025
Bulova’s New Collection Honors Tony Bennett

The first watch in the series commemorates his participation in the Civil Rights movement, marching from Selma to Montgomery in 1965.

Sapphire page in Chatham’s “Ultimate Lab-Grown Catalog”
Lab-GrownAug 07, 2025
Chatham Releases Catalog for Loose Lab-Grown Gemstones

The catalog contains a complete listing of all the loose gemstones in stock, as well as information about the properties of each stone.

Rembrandt Blue Jay, Hummingbird, Cardinal Bird Charms
TechnologyAug 07, 2025
Rembrandt Charms Debuts New Website, Bird Charms

The company added a retailer dashboard to its site and three new birds to its charm collection, the cardinal, blue jay, and hummingbird.

Shipping containers on a ship
Policies & IssuesAug 06, 2025
Tariff on India to Rise to 50%, Trump Says

An additional 25 percent tariff has been added to the previously announced 25 percent.

Claire’s storefront
MajorsAug 06, 2025
Claire’s Files for Chapter 11 Bankruptcy Again

The jewelry and accessories retailer plans to close 18 stores as part of the proceedings.

Smith & Son Jewelers storefront Springfield Massachusetts
IndependentsAug 06, 2025
Smith & Son Jewelers to Close 107-Year-Old Location

Its Springfield, Massachusetts, store is set to close as owner Andrew Smith heads into retirement.

Zahn-Z Beluga Spout Grey Spinel Ring and Beluga Spout Mandarin Garnet Ring
CollectionsAug 06, 2025
Zahn-Z Swims With Whales in ‘Beluga’ Collection

Designer Hiba Husayni looked to the whale’s melon shaped-head, blowhole, and fluke for her new chunky gold offerings.

Paola De Luca presenting Trendbook 2026+ at Vicenzaoro
TrendsAug 06, 2025
Paola De Luca to Release Trendbook 2027+

She will present the 23rd edition of the trend forecasting book at Vicenzaoro on Sept. 7.

Omar Roy mugshot
CrimeAug 05, 2025
Report: Suspect Arrested in 1992 Murder of Miami Jeweler

Omar Roy, 72, was arrested in connection with the murder of jeweler Dionisio Carlos Valladares.

Mignon Faget Beyond Katrina Pendant and Beyond Katrina Pin
CollectionsAug 05, 2025
Mignon Faget Commemorates 20th Anniversary of Hurricane Katrina

The New Orleans-based brand’s “Beyond Katrina” jewels honor the communities affected by the storm.

×

This site uses cookies to give you the best online experience. By continuing to use & browse this site, we assume you agree to our Privacy Policy