GradingFeb 02, 2026
IGI to Acquire American Gemological Laboratories IGI is buying the colored gemstone grading laboratory through IGI USA, and AGL will continue to operate as its own brand.
OtherFeb 05, 2014
Live from Tucson: Turning trends into profit
At the AGTA GemFair on Wednesday, Performance Concepts’ Kate Peterson outlined eight consumer trends for 2014 and how retailers can translate them into sales at their stores.
Tucson, Ariz.-- Consumers today are more informed than ever. With the Internet at their fingertips, they can do research on products before heading out to any stores.
Because the online world makes a wealth of knowledge available to them, consumers have shifted from being single decision-makers to being influenced by their community. They also want to know that their expectations will be met for the life of a product or service.
This has changed the selling landscape for jewelers, said Kate Peterson, owner of Performance Concepts and a member of the board of directors of the Diamond Council of America. Retailers need to emphasize the value of a product to the consumer before they begin selling, which requires recognizing what the consumer is looking for and catering to their evolving desires.
On Wednesday, Peterson spoke at a seminar at the American Gem Trade Association’s GemFair called “The Color of Money: Turning Consumers Trends into Profit,” where she highlighted consumer trends for the coming year and how they can be translated into revenue for retailers.
Trend watch for 2014
The consumer trends that Peterson outlined that will be important in 2014 are as follows.
1. Guilt-free status. Consumers are back to wanting to spend money, but they don’t want to feel guilty about what they’re spending money on, and they’re looking for retailers to deliver that fix, Peterson said. Products and services that provide this to shoppers must be known by all--iconic brands that are instantly recognizable symbols of sustainability--products that are visibly guilt-free, or a storied product that, if it isn’t known or visible, has a guilt-free story to tell. Stocking these kinds of products can give a jeweler a leg up, she said.
2. Crowd-shaped. This year, even more consumers will pool their preferences to create new goods and services. This means that the technologies that facilitate the sharing of such information and data, such as Google Glass, will be more prevalent. Consumer expectations will also rise again due to that increasing presence. Peterson noted that, at the jewelry level, consumer surveys would be a great way for retailers to find out what their customers like. “They expect stores to know preferences, so take the time to find out,” she said.
3. Being eco-conscious. A product that takes previously used items and recycles them responsibly and innovatively really speaks to consumers these days. While they
Editors' Picks
Sponsored by
likely won’t make a decision based solely on this, carrying such items could give jewelers a competitive edge.
4. Personal enhancement. Consumer interests in self-enhancement products will continue to grow this year. While they’re still focusing on physical health, they’re also looking more at total lifestyle assistance, including products that help improve mental, emotional and spiritual well-being, which is where colored stones could play a big part. With all the information out there about what colored gemstones could offer in health terms, jewelers should research this and be able to talk about it with their clients.
5. Celebrating heritage. Emerging markets are now proudly celebrating their national and cultural heritage, where symbols, lifestyles and traditions that were previously downplayed are being brought up-to-date. Consumers have a much bigger global view these days, and will respond to products that explore culture and backgrounds or tell a story, Peterson said.
6. Made in America. Demand for products made in the United States has seen a resurgence, which has been made possible by the spread of local manufacturing technologies.
7. Being human. Today’s consumers respond better to brands show their flaws and admit when a mistake has been made. For jewelers, this could mean reinventing themselves and the way they’re doing business, Peterson said.
8. Real-time reviews. With technology at their fingertips and as many review websites as they could wish for, consumers today are giving instant feedback. It will happen no matter what, Peterson said, so jewelers should pay attention and keep track of what’s being said about their business online. Additionally, retailers “can’t be afraid to ask for this kind of referral business,” Peterson said. Positive reviews are picked up quickly by consumers online.
In providing these eight trends, Peterson noted that not all of them will be relevant. Jewelers should decide on which trends to focus and apply them to their business.
Translating trends to sales
So, what do these trends mean for jewelers?
In order to stand out in today’s competitive market, retailers must be agile and innovative, anticipating customers’ needs and wants, Peterson said. She suggested focusing on teaching selling skills rather than just the sales process, as well as justifying the customer’s expectation of value of a product rather than simply closing the deal.
It’s also important to understand the personal value of the piece to the customer and to look for the value trigger, selling what the jewelry “does” and not what it “is,” a technique that can be learned through sales training classes. A focus on how the piece connects with the client--instead of just a list of product information and a price--is key in today’s retail environment, she said.
More on Other
The Latest
CrimeFeb 02, 2026
Ylang 23’s Dallas Store BurglarizedThe Texas jeweler said its team is “incredibly resilient” and thanked its community for showing support.
EditorsFeb 02, 2026
Stars Choose Chokers, Elongated Earrings at 2026 GrammysFrom cool-toned metal to ring stacks, Associate Editor Natalie Francisco highlights the jewelry trends she spotted at the Grammy Awards.
Brought to you by
The MJSA Mentor & Apprenticeship Program: Attracting & Training the Next Generation of Bench JewelersLaunched in 2023, the program will help the passing of knowledge between generations and alleviate the shortage of bench jewelers.
CollectionsFeb 02, 2026
2026 Winter Olympic Medal Design Symbolizes UnityThe medals feature a split-texture design highlighting the fact that the 2026 Olympics are taking place in two different cities.
Weekly QuizJan 29, 2026
This Week’s QuizTest your jewelry news knowledge by answering these questions.
SurveysJan 30, 2026
These Are the Top Brands of 2026, Says YouGovFrom tech platforms to candy companies, here’s how some of the highest-ranking brands earned their spot on the list.
CollectionsJan 30, 2026
Follow the Beat With Etiq’s ‘Khol’ RingThe “Khol” ring, our Piece of the Week, transforms the traditional Indian Khol drum into playful jewelry through hand-carved lapis.
Brought to you by
How Jewelers Can Fight Back Against Cell JammersCriminals are using cell jammers to disable alarms, but new technology like JamAlert™ can stop them.
MajorsJan 30, 2026
Arch Crown’s 2026 ‘Tag & Label’ Catalog Is HereThe catalog includes more than 100 styles of stock, pre-printed, and custom tags and labels, as well as bar code technology products.
CollectionsJan 29, 2026
Ghirardelli’s ‘Chocolocket’ Returns for Valentine’s DayThe chocolatier is bringing back its chocolate-inspired locket, offering sets of two to celebrate “perfect pairs.”
AuctionsJan 29, 2026
These Were Bonhams’ Top 10 Jewelry Lots in 2025The top lot of the year was a 1930s Cartier tiara owned by Nancy, Viscountess Astor, which sold for $1.2 million in London last summer.
SourcingJan 29, 2026
Stuller Website to Mark AGTA-Sourced GemstonesAny gemstones on Stuller.com that were sourced by an AGTA vendor member will now bear the association’s logo.
WatchesJan 29, 2026
Audemars Piguet Opens AP House in AtlantaThe Swiss watchmaker has brought its latest immersive boutique to Atlanta, a city it described as “an epicenter of music and storytelling.”
SourcingJan 28, 2026
Ethical Gem Fair to Debut Designer Showcase in TucsonThe new addition will feature finished jewelry created using “consciously sourced” gemstones.
ColumnistsJan 28, 2026
Peter Smith: Setting the Next Generation Up for SuccessIn his new column, Smith advises playing to your successor's strengths and resisting the urge to become a backseat driver.
SurveysJan 28, 2026
Consumer Confidence Falls Below Pandemic Lows in JanuaryThe index fell to its lowest level since May 2014 amid concerns about the present and the future.
IndependentsJan 28, 2026
Foundrae Heads to Aspen for Latest Store OpeningThe new store in Aspen, Colorado, takes inspiration from a stately library for its intimate yet elevated interior design.
FinancialsJan 28, 2026
Tiffany & Co., Bulgari Sales Resilient as LVMH’s 2025 Sales SlipThe brands’ high jewelry collections performed especially well last year despite a challenging environment.
CollectionsJan 27, 2026
De Beers London, GemFair Debut New Collection Highlighting Artisanal DiamondsThe collection marks the first time GemFair’s artisanal diamonds will be brought directly to consumers.
SourcingJan 27, 2026
GemGuide Launches Pricing for Montana SapphiresThe initial charts are for blue, teal, and green material, each grouped into three charts categorized as good, fine, and extra fine.
TechnologyJan 27, 2026
Clientbook Launches Appointment Booking ToolThe new tool can assign the appropriate associate based on the client or appointment type and automate personalized text message follow-ups.
SourcingJan 26, 2026
Tucson Preview 2026: Earthy Tones and Innovative Shapes Buyers are expected to gravitate toward gemstones that have a little something special, just like last year.
SourcingJan 26, 2026
Angolan Diamond Cos. Join NDC as Rio Tinto, Murowa Exit Endiama and Sodiam will contribute money to the marketing of natural diamonds as new members of the Natural Diamond Council.
MajorsJan 26, 2026
Francesca’s To Close All StoresThe retailer operates more than 450 boutiques across 45 states, according to its website.
MajorsJan 26, 2026
BIJC Names 5 New Board MembersThe new members’ skills span communications, business development, advocacy, and industry leadership.
CollectionsJan 26, 2026
Tiffany & Co. Celebrates 189 Years of Love StoriesThe jeweler’s 2026 Valentine’s Day campaign, “Celebrating Love Stories Since 1837,” includes a short firm starring actress Adria Arjona.
GradingJan 26, 2026
DCA Updates Colored Gemstone CourseThe new features include interactive flashcards and scenario-based roleplay with AI tools.
