Last updateWed, 19 Jun 2019 1am

Retailer Roundtable: What do you expect will be your hot sellers for Christmas?

RR Sayre“Rose gold is still holding a strong presence and customers are still interested in it. Now we are seeing a lot of tricolor or two tones matched up, like rose and white gold. Layering necklaces is very fashionable with all age groups. We have been selling 16-inch chains layered with 18- to 20-inch chains featuring smaller pendants mostly. These chains have stylish and different shapes, such as triangles, circles, lunar symbols, stars, coins and various other dainty pendant designs. Customers are also asking more for lariats and they are selling. In keeping with the layered look, lariats are worn with other necklaces. I really enjoy seeing gold chains, bracelets and other jewelry types coming back into the fine jewelry world. I haven’t seen the influx back into our market with gold jewelry since the days of omegas. We carry ‘previously-enjoyed’ watches. Vintage is becoming the rage with many Millennials and collectors as well. Vintage watches have been selling like crazy. It’s my impression that this will only increase over the holidays. The market is good right now. People seem to be spending more and I am looking forward to a very bountiful holiday season.”

Randi Kay Sayre, Public Relations Director 
Dunkin’s Diamonds
Multiple locations in FL & OH


RR Carter“On the affordable end, Kendra Scott jewelry will continue to be a strong seller for us during the holidays. When we opened the renovated store in July, we created a boutique for her jewelry, which has helped increase sales and bring attention to the brand. Women love the different colors and styles for mixing and matching. In the mid-range category, John Hardy will do well during the holidays. People tend to start with the classic chain bracelet and then buy into other parts of various collections, namely with earrings and bracelets. Good add-on sales there. On the high end, we’re seeing a lot of interest in fancy shapes in larger sizes, 2.5- to 5-carats. Engagement couples are buying larger diamonds or upgrading to larger diamonds and we’re seeing a lot of anniversary upgrades as well. In our bread-and-butter categories, we’ll be selling a lot of diamond stud earrings and tennis bracelets featuring what I call ‘reflections’ or ‘illusion’ heads. This special setting makes the diamonds looks larger in the setting. It’s really popular for us.”

Chris Carter, co-owner 
Carter’s Jewel Chest
Mountain Home, AR


RR Murray“This year we’ve been doing very well with Le Vian jewelry as a category. A few years back, Le Vian started getting away from the chocolate diamonds and moving more into color, which I thought was a good move. The chocolate diamonds category had its days and Le Vian’s color-set jewelry has been doing very well in our market. Popular colors include morganite, sapphires and opals. The opal jewelry is really selling strong. Color palettes are what we’re promoting and people in our markets are responding well to it. Our color palette marketing is in part driving the demand. Stacking bands for ladies is also going very strong for us. We’re selling multiple bands every day. Women like to mix and match gemstone and gold colors, shapes, patterns and textures. It’s a huge trend that will definitely do well during the holidays. For gents, our new Movado and Citizen watches and pre-owned Rolex watches will do well for Christmas sales. Of course, bread-and-butter items like diamond studs and tennis bracelets will do well. During the holiday season, each store sells literally hundreds of studs. Can’t go wrong with studs. In 2017, we had a considerable double-digit increase in sales over Christmas 2016. We’re budgeting on a 5 to 8 percent increase over last year. Consumer confidence is up. Retailers tell me customers are spending more money. And, people have more money in their paychecks.”

Dean Murray, owner
The Jewelry Center
Greenfield, Brookfield. Burlington, WI (three store locations)      


RR Thompson“Bridal is always big for us during the holiday season. We still carry halo rings and there’s interest in it, but the popularity for this design is definitely on the decline. What we’re seeing a lot of interest in now is an understated design of a center diamond set with a thin band of prong-set diamonds, usually rounds. And, those center diamonds are increasingly ovals. My guess is spending on bridal jewelry this holiday season will be about the same as last year. I don’t foresee a significant increase in spending there. We’re also seeing increased interest in lab-created diamonds for bridal. The main reason, value. For what they spend on a mined diamond, they can get a larger lab-created diamond. For diamond fashion, we’ve found that a ‘ribbon effect’ design is popular – a crisscross look. Smaller diamond hoops and huggies will also do well this holiday season for us. Other big sellers for us this holiday is our line of Bemidji State University and Bemidji High School logo jewelry. Minnesotans take great pride in the lakes they live on or have cabins on. We have created a number of silhouette shapes of lakes in the area. Some of these designs have a gem set on the shoreline. These will also sell well for us during the holiday season.”

Dale Thompson, owner
Ken K. Thompson Jewelry
Bemidji, MN     


RR Miller“Every Christmas we do very well with our custom pieces, especially those set with Paraiba tourmaline, and very high-end diamond necklaces. Back in the early 1980s, I purchased as much of the South American Paraiba tourmaline rough as I could buy. And, whenever other sources came available I purchased that material as well. We’ve done very well with the South America material as well as Paraiba tourmaline from Mozambique and Namibia. Each year we cut the rough reserves for what we need and our customers really like our custom jewelry set with Paraiba tourmaline. Blue continues to be a hot fashion color and there are customers that want higher-end pieces that are unique and beautiful. That’s why Paraiba tourmaline does so well for us each holiday season, and throughout the year. We also create custom-made long diamond necklace ropes, averaging between 32 inches and 36 inches. Prices for these diamond rope necklaces range from $120,000 to $200,000. These sell well during the holiday season too.”

Mike Miller, president
M.J. Miller & Co.
Barrington, IL       

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