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VOICE OF THE AUSTRALIAN JEWELLERY INDUSTRY SEPTEMBER <strong>2019</strong><br />

Show & Tell<br />

STANDOUT PRODUCTS SET TO<br />

IMPRESS AT THE SYDNEY FAIR<br />

By design<br />

+ +<br />

THE JEWELLERY DESIGN AWARDS<br />

RETURN IN FINE FORM<br />

Risk & reward<br />

A CLOSER LOOK AT THE INVESTMENT<br />

DIAMOND MARKET


Topaz - In Stock & Online Now<br />

Visit our website or call our Melbourne office for details:<br />

Room 405, 4th Floor, Wales Building, 227 Collins Street, Melbourne VIC 3000<br />

Ph: +61 (0) 3 9654 5200 / Interstate Orders 1300 843 141 E: sales@oagems.com www.oagems.com


Visit us at<br />

IJF <strong>2019</strong><br />

Stand G37<br />

..<br />

<br />

Sydney Melbourne Brisbane Auckland London<br />

Tokyo Mumbai Florence Stuttgart Chicago


STANDOUT PRODUCTS SET TO<br />

IMPRESS AT THE SYDNEY FAIR<br />

VOICE OF THE AUSTRALIAN JEWELLERY INDUSTRY SEPTEMBER <strong>2019</strong><br />

THE JEWELLERY DESIGN AWARDS<br />

RETURN IN FINE FORM<br />

A CLOSER LOOK AT THE INVESTMENT<br />

DIAMOND MARKET<br />

CONTENTS<br />

SEPTEMBER <strong>2019</strong><br />

17/<br />

45/<br />

58/<br />

FEATURES REGULARS BUSINESS<br />

17/ SHOW & TELL<br />

A sneak peek at the products going<br />

on show at the Sydney Fair.<br />

39/ REAL STEAL<br />

Inside the shadowy world of the<br />

Pink Panther jewellery thieves and<br />

their record-breaking robberies.<br />

43/ FACE VALUE<br />

How to bring back the personal<br />

when it comes to retail sales.<br />

45/ EYES ON THE PRIZE<br />

The <strong>Jeweller</strong>y Design Awards<br />

return for <strong>2019</strong> with a stunning<br />

selection of finalists.<br />

58/ CAPITAL GAMES<br />

<strong>Jeweller</strong> explores the positives and<br />

pitfalls of investment diamonds.<br />

9/ Editorial<br />

10/ Upfront<br />

11/ News<br />

61/ Gems<br />

Organic Gems Part VI: Coral<br />

70/ 10 Years Ago<br />

69/ My Store<br />

72/ My Bench<br />

74/ Soapbox<br />

Brett Low on the realities<br />

of being a modern jeweller.<br />

63/ Business feature<br />

Ryan Estis shares quality insights<br />

from two successful sales leaders.<br />

65/ Selling<br />

Brian Jeffrey warns of the dangers<br />

of ‘the nibbler’ customer.<br />

66/ Management<br />

Questioning your beliefs is key<br />

to being an effective manager,<br />

says Paul Sloane.<br />

67/ Marketing<br />

There’s one type of customer you<br />

should expend your energy on,<br />

writes David Brown.<br />

68/ Logged On<br />

David Coen explains how to turn<br />

likes and shares into sales leads.<br />

Show & Tell<br />

By design<br />

+ +<br />

Risk & reward<br />

Front cover description:<br />

Coeur de Lion celebrates<br />

the 20th anniversary of<br />

the iconic GeoCube,<br />

a timeless design classic.<br />

Visit: timesupply.com.au<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 5


lesgeorgettes.com<br />

contactaus@lesgeorgettes.com


EDITORIAL<br />

US ARMY GENERAL STORMIN’ NORMAN WAS RIGHT<br />

What is going on? I don’t think I have ever<br />

seen a more confusing economic climate<br />

than the one in which we find ourselves<br />

today. Are we in a recession? No, technically<br />

Australia is not in a recession. In fact, we have<br />

had the longest run of economic growth in<br />

history... of all countries.<br />

The previous record of uninterrupted<br />

economic growth – 26 years – was held by<br />

the Netherlands; Australia surpassed it two<br />

years ago and economists are predicting the<br />

trend will continue until some point in the<br />

next two years.<br />

What is confusing, however, is the current<br />

state of the retail sector. Consumer spending<br />

has fallen to its lowest level in a decade and<br />

the economy has slowed further over the past<br />

year with GDP growth tumbling under 2 per<br />

cent – there was only a 0.4 per cent increase<br />

in first three months of the year for yearon-year<br />

growth of 1.8 per cent, the slowest<br />

growth since the <strong>September</strong> quarter in 2009.<br />

This combination of circumstances has lead<br />

National Australia Bank (NAB) economists<br />

to declare that Australian retailing is “clearly<br />

in recession”, following the bank’s Monthly<br />

Business Survey for May <strong>2019</strong>, which found<br />

further deterioration in business conditions.<br />

Somewhat confusingly, the same survey<br />

found that business confidence increased by<br />

7 per cent. What is going on?!<br />

NAB is not alone in its view. Management<br />

at Woolworths Holdings, the South Africanbased<br />

retailer that owns David Jones (DJ), also<br />

says Australia’s retail sector is in recession after<br />

writing down the value of the department<br />

store by $437 million for FY18.<br />

According to a company spokesperson,<br />

the business is under “unprecedented<br />

economic pressures’’.<br />

On the other hand, you have Harvey Norman’s<br />

executive chairman Gerry Harvey declaring<br />

that the retail trade might be flat but it’s “not<br />

in recession”. Australian Retailers Association<br />

executive director Russell Zimmerman agreed,<br />

calling it “not as bouyant as it should be”.<br />

Again, what is going on?!<br />

DJ has been struggling for years but so have<br />

almost all department stores worldwide. Are<br />

DJ’s problems with the Australian economy or<br />

is an out-dated business model to blame?<br />

Super Retail Group, the owner of Supercheap<br />

Auto, Rebel, BCF and New Zealand apparel<br />

and equipment brand Macpac (formerly Rays<br />

Outdoors) is one retailer that’s doing well. The<br />

group’s auto stores in particular continue to<br />

increase sales and maintain margins.<br />

Could it be because this owner of traditional<br />

bricks-and-mortar stores focuses on customer<br />

service and actually has staff on the floor?<br />

Retailers can no longer be all things to all<br />

people, which is why the once almighty<br />

Myer and DJ business models are doomed.<br />

Specialty retail encompassing a customerfocused<br />

traditional store along with a healthy<br />

RETAILERS CAN<br />

NO LONGER BE<br />

ALL THINGS TO<br />

ALL PEOPLE,<br />

WHICH IS WHY<br />

THE ONCE<br />

ALMIGHTY<br />

MYER AND<br />

DJ BUSINESS<br />

MODELS ARE<br />

DOOMED<br />

online presence is the only future; however, it’s<br />

not all roses for those businesses either.<br />

<strong>Jeweller</strong>y retailing is doing it tough and it’s<br />

not just an Australian phenomenon; there are<br />

problems worldwide. The diamond industry is<br />

one sector facing major challenges.<br />

As has happened in the past, most of the<br />

industry’s problems are self-inflicted. For<br />

example, many Indian diamond-trading<br />

companies have been affected by a<br />

tightening of credit regulations following a<br />

number of high-profile frauds and bad loans.<br />

From banking and finance to supply and<br />

the changing consumer, the international<br />

diamond market is undergoing a re-structure.<br />

This is happening at the same time as highend<br />

jewellery sales are stagnating. I ask again,<br />

what is going on?!<br />

I don’t know but one thing is sure – standing<br />

still is going backwards. You need to be<br />

looking for new opportunities and new ways<br />

of doing business, and this goes for suppliers<br />

as well as retailers. The Sydney fair is upon<br />

us. Maybe the difference between your store<br />

going backwards and going forwards could<br />

be on display there. Maybe you should visit?<br />

Regardless, as the famous US Army General<br />

Norman “Stormin’ Norman” Schwarzkopf Jr<br />

once said, “Just do something!”<br />

He was right!<br />

Coleby Nicholson<br />

Managing Editor<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 9


UPFRONT<br />

n GRAVE STONES<br />

A jeweller based in Melbourne has hit<br />

the headlines for her macabre style,<br />

making pieces using unconventional<br />

materials like bones, hair and ashes. She<br />

is sent the body parts by clients, then<br />

sanitises them and works them into a<br />

design. One of her most memorable<br />

creations was an engagement ring set<br />

with the tooth of the groom-to-be!<br />

n CLEVER DISGUISE<br />

A Polish designer has created face<br />

jewellery that can confound facialrecognition<br />

technology. The brass<br />

‘shield’ looks like a wire glasses<br />

frame with hanging discs over the<br />

cheekbones and a rectangular piece<br />

to obscure the centre of the forehead.<br />

A model wearing the piece was<br />

unable to be recognised by Facebook’s<br />

algorithm when a photo was uploaded<br />

to the social media app.<br />

n HARD TO SWALLOW<br />

A surgical team in India has removed<br />

a whopping 1.6kg of metal jewellery<br />

and coins from a young woman’s<br />

stomach during a 75-minute operation.<br />

The 22 year old had ingested chains,<br />

nose rings, earrings, bangles and<br />

anklets taken from her brother’s<br />

jewellery shop. She is now reportedly<br />

undergoing psychiatric treatment.<br />

SAPPHIRE<br />

SEPTEMBER BIRTHSTONE:<br />

DID YOU KNOW?<br />

Sapphires have long been associated with<br />

spirituality. The ancient Persians believed<br />

they made the sky blue, while it was said that<br />

the Ten Commandments were inscribed on<br />

sapphire slabs, because it is so hard only God<br />

can write on it. By medieval times, sapphires<br />

had come to represent faith, hope, kindness<br />

and wisdom. The name sapphire comes from<br />

the Latin word saphirus, meaning blue.<br />

DIGITAL<br />

BRAINWAVE<br />

WHO SAID?<br />

“Just like artwork, the value [of natural<br />

fancy-colour diamonds] is totally<br />

subjective. You can have three people<br />

offering $10 million, $12 million or $15<br />

million, but the seller wants $20 million.<br />

The fact is, they are all correct.<br />

Turn to page 58 to find out.<br />

PIC YOUR JEWELS WISELY<br />

A recent survey of Instagram images<br />

posted by jewellery brands has revealed which products get the most<br />

engagement from users. US-based business research firm Gartner L2 found that<br />

rings had the highest engagement – more than necklaces, bracelets, earrings or<br />

photos with multiple products. The best photo format was a tight close-up on a<br />

model’s hand. However, for other jewellery products, flatlays outperformed onmodel<br />

close-ups. The product category considered to have the most Instagram<br />

potential was bracelets; they were second-highest in engagement, but brands<br />

posted about them 64 per cent less than rings.<br />

NEW RELEASE<br />

Bronzallure is proudly an Italian-designed<br />

brand for quality-conscious women and<br />

pioneers of fashion. It focuses on classic-meetsedgy<br />

bangles, earrings, rings and necklaces,<br />

often featuring selected freshwater pearls,<br />

genuine gemstones in refined cuts and cubic<br />

zirconia. The Rose Quartz Pendant Necklace is<br />

plated in a unique rose gold alloy and features<br />

a rhombus-shape centre rose quartz gemstone.<br />

Distributed by Duraflex Group Australia.<br />

VOICE OF THE AUSTRALIAN<br />

JEWELLERY INDUSTRY<br />

jewellermagazine.com<br />

Publisher & Editor<br />

Coleby Nicholson<br />

Associate Publisher<br />

Angela Han<br />

angela.han@gunnamattamedia.com<br />

Journalist<br />

Arabella Roden<br />

arabella.roden@jewellermagazine.com<br />

Production Manager<br />

& Graphic Design<br />

Jo De Bono<br />

art@gunnamattamedia.com<br />

Accounts<br />

Paul Blewitt<br />

finance@gunnamattamedia.com<br />

Subscriptions<br />

info@jewellermagazine.com<br />

<strong>Jeweller</strong> is published by:<br />

Gunnamatta Media Pty Ltd<br />

Locked Bag 26, South Melbourne,<br />

VIC 3205 AUSTRALIA<br />

ABN 64 930 790 434<br />

Phone: +61 3 9696 7200<br />

Fax: +61 3 9696 8313<br />

info@gunnamattamedia.com<br />

Copyright: All material appearing<br />

in <strong>Jeweller</strong> is subject to copyright.<br />

Reproduction in whole or in part is<br />

strictly forbidden without prior written<br />

consent of the publisher.<br />

Gunnamatta Media Pty Ltd strives to<br />

report accurately and fairly and it is<br />

our policy to correct significant errors<br />

of fact and misleading statements in<br />

the next available issue. All statements<br />

made, although based on information<br />

believed to be reliable and accurate at<br />

the time, cannot be guaranteed and<br />

no fault or liability can be accepted<br />

for error or omission. Any comment<br />

relating to subjective opinions should<br />

be addressed to the editor.<br />

Advertising: The publisher reserves<br />

the right to omit or alter any<br />

advertisement to comply with<br />

Australian law and the advertiser<br />

agrees to indemnify the publisher for<br />

all damages or liabilities arising from<br />

the published material.<br />

10 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


NEWS<br />

NEWS<br />

Rosendorff’s mystery buyer revealed<br />

Two months after iconic Perth retailer<br />

Rosendorff Diamonds was saved at the last<br />

minute, the business’ previously unknown<br />

buyer has been confirmed as Maccabi<br />

Diamonds’ owner Yoni Levy.<br />

The high profile jewellery store, which<br />

has occupied its Hay Street Mall site since<br />

1963, collapsed in May this year owing<br />

more than $18 million.<br />

Receivers KordaMentha were appointed<br />

to try to recapitalise the business,<br />

searching for a buyer while holding a<br />

$9 million clearance sale.<br />

Maccabi Diamonds was one of the<br />

unsecured creditors.<br />

“I came back from a holiday and heard about<br />

the situation with Rosendorff Diamonds. I<br />

had a long-standing relationship with [owner]<br />

Craig Rosendorff as a supplier and the timing<br />

was key for me, as I was looking to move into<br />

the retail space,” Levy tells <strong>Jeweller</strong>.<br />

“I was open to negotiating an outcome which<br />

ultimately kept the doors open – which is<br />

great for the staff, for the people of Perth and<br />

Three teenagers – two aged 18 and<br />

one aged 16 – have appeared in court<br />

charged with a range of offences, including<br />

aggravated robbery, after a terrifying<br />

daylight smash-and-grab at an Auckland<br />

shopping mall. At the time of printing, a<br />

fourth suspect remained at large.<br />

The group entered Westfield St Lukes<br />

at about 3.25pm on 4 August wearing<br />

masks. They smashed the window of the<br />

Silvermoon Luxe jewellery store, but did<br />

not take anything.<br />

The robbers then targeted the Michael<br />

Hill jewellery store where they shattered<br />

glass cabinets and proceeded to take “a<br />

quantity of jewellery”, according to a police<br />

spokesperson. No staff members were<br />

injured in the robbery.<br />

Silvermoon owner Peter Lee told the NZ<br />

Herald newspaper that two female staff<br />

for me. It’s been just over one month now<br />

and things are going well. Business is steady<br />

and we’re very excited.”<br />

Levy confirmed that all but one staff<br />

member have kept their jobs, and that the<br />

business now stocks one of the country’s<br />

largest selections of diamonds and diamond<br />

jewellery – including his own brand, Pink<br />

Eminence Diamonds.<br />

When asked about the business’ previous<br />

financial problems, Levy confirmed that it was<br />

likely that unsecured creditors would remain<br />

unpaid unless they had insurance.<br />

An administrator’s report also lists Rosendorff<br />

Diamonds as owing $2.1 million to secured<br />

creditor Gordon Brothers and $165,000 to<br />

the Australian Taxation Office.<br />

However, Levy told <strong>Jeweller</strong> that the future<br />

was bright for the iconic store: “We are open<br />

for business and it’s going to be stronger than<br />

ever. Craig built an amazing business and<br />

team over 50 years in the industry, and I’m<br />

honoured, when I look around the store, to<br />

be taking his legacy forward.”<br />

Teens charged after smash-and-grab<br />

members were in his store at the time,<br />

but were uninjured: “We are trying to pull<br />

ourselves together. Luckily only one of the<br />

staff was standing close to that window.<br />

They knocked a hole out as they went past<br />

the shop, just to grab whatever they can.”<br />

Another jewellery store within the mall,<br />

Pascoes, was not attacked.<br />

It’s believed the group were armed with<br />

a hammer and bat, with witnesses<br />

mistaking the sound of the breaking<br />

glass for gunshots.<br />

Police reportedly arrived within minutes. The<br />

group fled the scene in an allegedly stolen<br />

vehicle, which was later abandoned at a<br />

nearby train station.<br />

While the robbers were able to board a train<br />

in order to evade capture, police identified,<br />

arrested and charged three of the four<br />

within a day.<br />

YONI LEVY, OWNER<br />

MACCABI DIAMONDS<br />

AND ROSENDORFF<br />

DIAMONDS<br />

IN BRIEF<br />

SWATCH SALES FALL<br />

*<br />

Swiss watch giant Swatch Group has<br />

released its half-yearly report, with net<br />

income down 11.3 per cent and sales<br />

down 3.7 per cent compared with the<br />

previous year. The company partially<br />

blamed the result on a crackdown<br />

on grey market dealers in Europe, the<br />

Middle East and South America –<br />

a move that it predicts will produce<br />

positive results in the long-term. The<br />

report also noted that Swatch’s branded<br />

retail and e-commerce channels had<br />

better than expected sales.<br />

HUGE GOLD HAUL SEIZED IN UK<br />

*<br />

The UK’s Border Force and National Crime<br />

Agency have intercepted a shipment of<br />

gold bars, worth an estimated £4 million<br />

($AU7 million), at Heathrow Airport.<br />

The gold, which totalled 104kg, was en<br />

route from Venezuela to Switzerland<br />

via the Cayman Islands and the UK. It’s<br />

believed the precious metal was part of an<br />

international money laundering operation<br />

by drug cartels.<br />

*<br />

ONE IN A MILLION FIND<br />

A Hong Kong woman has been praised<br />

for her “honest” and “good-hearted”<br />

character after handing in a ring worth<br />

$HK1 million ($AU188,000) to police after<br />

finding it in her local park. The piece was<br />

later confirmed to be one of the items<br />

stolen in a daylight robbery of a nearby<br />

jewellery store, which occurred just a few<br />

hours before the ring was found. Three<br />

men made off with $HK24 million ($AU4.5<br />

million) in jewellery and are believed<br />

to have dropped the ring while fleeing<br />

through the park on foot.<br />

*<br />

LIGHTBOX GOES INTERNATIONAL<br />

Lightbox, De Beers’ synthetic diamond<br />

retail business, is now selling to customers<br />

outside the US. The company has begun<br />

offering international shipping to Canada,<br />

one year after its launch. It’s predicted<br />

that Lightbox may start shipping to other<br />

international locations in the next 12<br />

months. Its lab-grown diamonds are priced<br />

uniformly at $US800 per carat. The news<br />

comes as De Beers reported heavy losses<br />

for its natural diamond business for the first<br />

half of <strong>2019</strong>.<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 11


NEWS<br />

Alex and Ani in legal<br />

battle with bank<br />

US-based jewellery company Alex and Ani<br />

is embroiled in a legal stoush with Bank of<br />

America, claiming the lender misclassified<br />

a payment in order to push the brand to<br />

default on a $US170 million loan.<br />

According to a complaint filed in a New York<br />

court on 25 July, Bank of America granted<br />

the company the loan in 2016 to enable the<br />

purchase of a production facility.<br />

The bank then claimed the company<br />

defaulted on the loan in December<br />

2018, however representatives for<br />

Alex and Ani said the company was not<br />

warned and that the decision had been<br />

made on a technicality.<br />

As a result, Alex and Ani’s cash flow has<br />

reportedly been severely disrupted; it has<br />

lost access to its credit line and has close<br />

to $16 million in outstanding payment<br />

on its books.<br />

“Bank of America’s actions over the past<br />

few months – starting with a made-up<br />

default, and culminating in a deliberate<br />

plan to starve Alex and Ani of credit from<br />

any source – have sent a once-thriving<br />

American success story into a death spiral,<br />

with 1,500 jobs potentially in the balance,”<br />

the court filing says.<br />

Alex and Ani withdrew from the Australian<br />

and New Zealand market after failing to<br />

agree on new terms with distributor House<br />

of Brands and its CEO Karin Adcock.<br />

The Westfield Fountain Gate flagship store<br />

and eight kiosks across NSW, Victoria,<br />

Western Australia and South Australia<br />

were subsequently closed. It had around<br />

100 retail stockists.<br />

FINANCIAL ISSUES HAVE PLAGUED THE BUSINESS.<br />

+ MORE BREAKING NEWS<br />

JEWELLERMAGAZINE.COM<br />

Duraflex hits the road with new brand<br />

Duraflex Group Australia (DGA) has debuted<br />

the latest addition to its brand portfolio<br />

at its biannual Roadshow. The supplier<br />

introduced retailers in Melbourne, Perth and<br />

Sydney to Milan-based Bronzallure, ahead of<br />

the International <strong>Jeweller</strong>y & Watch Fair in<br />

Sydney this month.<br />

Phil Edwards, managing director DGA, said,<br />

“The addition of Bronzallure to the DGA<br />

portfolio complements our existing stable of<br />

brands perfectly and we’re already receiving<br />

strong initial interest from our retail partners<br />

at Roadshow. Our team is looking forward to<br />

presenting this new brand on stand at the<br />

upcoming Fair.”<br />

Made and designed in Italy, the familyowned<br />

company creates classic yet<br />

contemporary bangles, earrings, rings<br />

and necklaces with a comfort fit, set<br />

in the brand’s proprietary 18-carat<br />

gold-plated alloy, Golden Rose. This<br />

material makes them ideal for a wide<br />

variety of skin-tones.<br />

The pieces are also designed to mix-andmatch,<br />

and feature freshwater pearls, natural<br />

gemstones and cubic zirconia. Bronzallure is<br />

priced from $59 to $399 at retail.<br />

Pandora announces global relaunch<br />

International jewellery company Pandora<br />

is set to hold a ‘brand relaunch’ event in Los<br />

Angeles on 28 August, kicking off its global<br />

roll-out of new store designs, online platforms<br />

and product collections over the second half<br />

of <strong>2019</strong> and into 2020.<br />

The autumn <strong>2019</strong> collection will debut<br />

at the event in front of 400 guests and<br />

media representatives.<br />

Pandora’s new CEO, Alexander Lacik, said the<br />

occasion would mark the company’s shift to<br />

a more consumer-driven model, following<br />

several years of disappointing sales results.<br />

“The event in Los Angeles marks the<br />

beginning of our journey to become more<br />

relevant for consumers. We have received<br />

very positive feedback to the marketing<br />

pilots we have conducted earlier this year,<br />

so we are eager to take this to consumers<br />

around the world and show a fresher<br />

and more contemporary Pandora,” he said<br />

in a statement.<br />

The first rebranded stores will open in<br />

the UK, China and Italy. In particular, the<br />

brand’s Christmas campaign will include<br />

DGA WILL DISTRIBUTE ITALY’S BRONZALLURE.<br />

design collaborations and partnerships with<br />

celebrities and social media influencers.<br />

As part of its broader restructuring plan,<br />

called ProgrammeNOW, Pandora has<br />

announced that it will cut costs by<br />

DKK1.2 billion ($AU266 million) by the end<br />

of 2020 in order to fund new marketing<br />

campaigns, bricks-and-mortar upgrades<br />

and e-commerce.<br />

Meanwhile, a new human resources<br />

executive has joined the company’s<br />

management team. Erik Schmidt, who<br />

previously worked alongside Lacik at child<br />

safety product manufacturer Britax, took the<br />

position of chief HR officer on 12 August.<br />

His predecessor, Mads Kamp, will leave<br />

Pandora in <strong>September</strong>.<br />

In announcing the new appointment,<br />

Lacik said Schmidt had been chosen for<br />

his “extensive global transformation<br />

experience as well as operational experience<br />

in some of our key markets”, adding that<br />

the company would be focusing on the<br />

“need to support and develop our global<br />

workplace and our employees”.<br />

12 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


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Australia & New Zealand<br />

1300 984 751<br />

Unit 37, 34-36 Ralph St<br />

Alexandria, NSW 2015<br />

sales@chemgold.com<br />

www.chemgold.com<br />

Follow us:


NEWS<br />

IN BRIEF<br />

*<br />

SUSTAINABLE SWAROVSKI<br />

Crystal company Swarovski has released its<br />

<strong>2019</strong> Sustainability Report, which highlights<br />

the company’s commitment to “women’s<br />

empowerment, water stewardship, fair<br />

partnerships, conscious design and<br />

sustainable innovation”. The company<br />

reported it has reduced its total energy<br />

consumption by 29 per cent, with 35 per<br />

cent of power coming from renewable<br />

sources. It has also launched training<br />

programs in ‘unconscious bias’ for employees<br />

in order to create a more diverse and<br />

inclusive workplace.<br />

*<br />

ISRAEL-CHINA PARTNERSHIP<br />

The first Israel Diamond Week in Shanghai<br />

has taken place, marking the first time Israeli<br />

diamantaires have been officially invited<br />

to exhibit to members of the Shanghai<br />

Diamond Exchange. The president of the<br />

Israel Diamond Exchange, Yoram Dvash,<br />

led the delegation of 16 companies. The<br />

event marks the start of a new period of<br />

co-operation between the two bourses.<br />

*<br />

BRANDO’S WATCH UP FOR SALE<br />

A 1972 Rolex GMT Master belonging to<br />

Marlon Brando will be auctioned later<br />

this year. Brando wore the timepiece<br />

while playing Colonel Kurtz in 1979’s<br />

Apocalypse Now, and modified it to<br />

remove the bezel after being told it was<br />

‘too flashy’ for his character. The watch<br />

was thought to be lost for decades, but was<br />

in fact given as a gift to his daughter Petra<br />

in 1995. It is expected to fetch a six-figure<br />

price, with a portion of proceeds donated<br />

to a US children’s charity.<br />

ELDERLY BURGLAR JAILED AGAIN<br />

*<br />

One of the infamous Hatton Garden burglars<br />

has been given a second jail term after<br />

refusing to pay back the value of some of the<br />

stolen jewellery. The heist made headlines<br />

around the world back in 2015 when four<br />

men – all aged over 55 – robbed a secure<br />

vault in London’s diamond district using an<br />

industrial drill. John Collin, now 78, was one<br />

of those convicted and was ordered to pay<br />

back £7.6 million ($AU13.6 million) to cover<br />

part of the losses. He will now serve another<br />

seven years on top of his seven-year term<br />

after declining to make the repayment.<br />

+ MORE BREAKING NEWS<br />

JEWELLERMAGAZINE.COM<br />

Aussie diamond production to plummet<br />

The Argyle Mine, in Western Australia, is set<br />

to cease operation in 2020 – drastically<br />

reducing Australia’s diamond production to<br />

less than 1 per cent of its current output.<br />

The Rio Tinto-owned site – which produces<br />

90 to 95 per cent of the world’s rare pink<br />

diamonds, as well as yellow, champagne,<br />

brown and colourless diamonds – is<br />

responsible for the majority of Australia’s<br />

diamond volume, which in 2018 totalled<br />

more than 14 million carats.<br />

According to the Kimberley Process, Australia<br />

currently ranks as the fifth-highest diamond<br />

producing country by volume.<br />

However, when Argyle closes next year, the<br />

country will be left with just one producing<br />

diamond mine: Merlin in the Northern<br />

Territory, which is reported to have already<br />

reached its peak capacity.<br />

Industry analysts have noted that if<br />

no alternatives are found, Australia’s<br />

diamond volume will total just 137,000<br />

carats from 2021.<br />

Meanwhile, this year’s Argyle Tender – Rio<br />

Tinto’s annual private display and auction of<br />

its most impressive stones – took place in<br />

July and was the first Tender to be held at the<br />

outback mine site itself.<br />

Titled ‘The Quest For The Absolute’, the<br />

collection featured 64 natural fancy colour<br />

diamonds. The standout was the 1.75-carat<br />

Argyle Enigma, one of just three fancy reds<br />

weighing more than 1.5 carats that has been<br />

produced over the mine’s 40-year history.<br />

The <strong>2019</strong> Argyle Tender diamonds will go on<br />

tour to Perth, Sydney, Hong Kong and New<br />

York before being sold. There are believed to<br />

be just 150 Tender-quality diamonds left in<br />

Rio Tinto’s collection. After the Argyle Mine’s<br />

closure, Rio Tinto has indicated the site will be<br />

rehabilitated and likely returned to traditional<br />

owners under Native Title.<br />

Rough diamond sales fall at De Beers<br />

One of the world’s leading diamond<br />

producers, De Beers, has released its halfyearly<br />

financial report, confirming its sales<br />

and revenue have slipped significantly when<br />

compared with the same period last year.<br />

Rough diamond sales declined 21 per cent,<br />

while revenue was down 17 per cent,<br />

to $US2.6 billion ($AU3.8 billion). The<br />

results were attributed to “cyclical<br />

factors, changing industry dynamics<br />

and macroeconomic challenges”.<br />

Industry commentators have pointed to<br />

slowing consumer demand as a key concern,<br />

as well as high inventories in the retail sector<br />

and a contraction in the US retail market.<br />

“The lower rough-diamond sales reflected<br />

higher-than-expected polished stocks at<br />

retailers and the midstream at the beginning<br />

of <strong>2019</strong>, with overall midstream inventory<br />

DIAMONDS FROM THE <strong>2019</strong> ARGYLE TENDER.<br />

IMAGE CREDIT: RIO TINTO<br />

DE BEERS’ DIAMOND MINING IS UNDER PRESSURE.<br />

levels continuing to be high throughout the<br />

first half,” the report noted.<br />

The US-China trade war has also had an<br />

impact, with tariffs, the Hong Kong protests<br />

and the US dollar contributing to a decline in<br />

international sales.<br />

As a result, De Beers has lowered its full-year<br />

production target – a move that will tighten<br />

the supply of diamonds, in an effort to shore<br />

up prices.<br />

14 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


INTERNATIONAL JEWELLERY FAIR<br />

ALL THE FUN OF THE FAIR<br />

FIND OUT WHAT’S ON THE AGENDA FOR THIS <strong>2019</strong> INTERNATIONAL JEWELLERY & WATCH FAIR – INCLUDING TALKS, WORKSHOPS<br />

AND THE JEWELLERY DESIGN AWARDS – AS THE INDUSTRY COMES TOGETHER FOR THE BIGGEST EVENT OF THE YEAR.<br />

WHAT’S NEW?<br />

For the first time, this year’s International <strong>Jeweller</strong>y & Watch Fair will host<br />

educational, hands-on learning workshops on the Fair floor. Those lucky<br />

enough to secure a spot will get the opportunity to develop marketable skills<br />

for their businesses in time for the Christmas season. .<br />

LEARN TO SKETCH LIKE A PROFESSIONAL: Samantha Kelly will<br />

share her techniques to make sketching beautiful designs for your customers<br />

quicker and easier in this draw-along workshop. When: Saturday 24 August<br />

and Sunday 25 August, 1:00pm, 180 mins<br />

APPRECIATING GEMSTONES: George Palos will help attendees<br />

gain experience identifying, appreciating and selling natural gems. When:<br />

Saturday 24 August and Monday 26 August, 11:00am, 120 mins<br />

WATCHMAKING BASICS – THE MUST-HAVE SKILLS: Discover the<br />

technical aspects of a basic watchmaking service with Grant Menzies and<br />

Jason Valinotti. When: Sunday 25 August, 11:00am, 90 to 120 mins<br />

MUST-SEE SEMINARS<br />

HOW TO LEVERAGE YOUR ONLINE REPUTATION<br />

Consumers who live in the digital world are much more savvy.<br />

So how can you ensure your jewellery store is found online and<br />

has a positive reputation? Taylor Cutler and Steve Garcia from<br />

Podium will share their key strategies for success, including<br />

claiming business listings, search optimisation, and collecting<br />

more reviews. When: Saturday 24 August, 11:00am<br />

CONNECTING WITH YOUR CUSTOMERS<br />

THROUGH RETAIL DESIGN<br />

What is the jewellery retail sector going to look like tomorrow?<br />

How is your business going to survive and thrive? Quite<br />

simply, by design. In this seminar, international brand and<br />

communication strategist Ian Cunningham from ID Solutions will discuss how<br />

to create retail environments and experiences that encourage your customers<br />

to discover, connect, interact and purchase. When: Saturday 24 August,<br />

2:00pm and Monday 26 August, 2:00pm<br />

DRIVING SALES BY UNDERSTANDING<br />

THE NUMBERS<br />

If you’re serious about improving your bottom line, it’s time to<br />

get back to the fundamentals. This feature session is presented<br />

by the ‘Number Guys’, Joshua Zarb, general manager Expertise<br />

Events, and Colin Pocklington, managing director Nationwide<br />

<strong>Jeweller</strong>s. When: Sunday 25 August, 2:00pm<br />

NEED TO KNOW DETAILS<br />

Venue: Hall 3 & 4, ICC Sydney, Exhibition Centre. 14 Darling Drive, Sydney<br />

Opening times:<br />

Saturday 24 & Sunday 25 August – 9:30am to 6:00pm<br />

Monday 26 August – 9:30am to 3:00pm<br />

FAIR FAVOURITES ARE BACK<br />

JEWELLERY DESIGN AWARDS <strong>2019</strong><br />

The biennial JDAs return to the Fair in <strong>2019</strong>, with 44 finalists<br />

represented across 10 categories. Visitors will have the opportunity to<br />

view all the pieces vying for the $20,000 prize pool, with the winners<br />

announced at a canapé reception on the show floor on Sunday 25 August<br />

at 4:30pm. Turn to page 45 to preview this year’s stunning pieces showcasing the<br />

best of Australian jewellery talent.<br />

MELBOURNE CUP<br />

The <strong>2019</strong> Lexus Melbourne Cup, arguably the nation’s most iconic<br />

trophy, will be on show at the Pallion stand. Produced by Pallion<br />

subsidiary ABC Bullion, the trophy weighs 1.65kg and is crafted from<br />

18-carat gold mined, refined and crafted wholly within Australia. It<br />

is valued at $250,000. This year marks the 100th anniversary of the<br />

‘Loving Cup‘ design and of the trophy being given as the race prize.<br />

NETWORKING<br />

One of the Fair’s most popular events, Happy Hour is back once again. Join<br />

your fellow industry members at 5:00pm on Saturday 24 August to raise a<br />

glass and celebrate. Supported by the three buying groups, Happy Hour is a<br />

chance to network, connect and catch up with old friends.<br />

TRAVEL DETAILS<br />

Here are some tips for getting to and from the ICC Sydney venue.<br />

1. Ferry: Cruise into Darling Harbour on a ferry with direct services from<br />

Circular Quay, alighting at Barangaroo Wharf or Pyrmont Bay Wharf.<br />

2. Sydney Light Rail: The Light Rail, which starts at Central station in the CBD,<br />

stops at both the Convention Centre and Exhibition Centre.<br />

3. Train: Town Hall station is a 10-minute walk. Central is a 15-minute walk.<br />

4. Bus: Bus stop Harris Street at Allen Street is a 10-minute walk from ICC Sydney.<br />

It is serviced by bus routes 389 and pre-pay only 501.<br />

5. Parking: ICC Sydney operates two 24-hour paid on-site car parks with 826<br />

spaces, including disabled, motorcycle and electric car charging. There are<br />

also several other secure car parks in the Darling Harbour precinct.<br />

6. Taxi: Iron Wharf Place and Zollner Circuit, both accessed via Darling Drive.<br />

The IJWF will take place from Saturday 24 August to Monday 26 August.<br />

16 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


ADIDAS ORIGINALS WATCHES<br />

STAND K28<br />

Process SP1 utilises unexpected materials<br />

to create an array of purified colours born<br />

from iconic Adidas DNA. With a classic<br />

design enhanced by tactile details, Process<br />

SP1 delivers a forward-leaning attitude that<br />

remains grounded for daily wear.<br />

AGRINGA JEWELLERY<br />

STAND K36<br />

Agringa <strong>Jeweller</strong>y is passionate about<br />

fashion and the desire to dress the<br />

modern, sophisticated and empowered<br />

woman. Agringa has selected the best and<br />

most beautiful pieces to import from Brazil.<br />

ALTR CREATED DIAMONDS<br />

– SHOWCASE JEWELLERS<br />

STAND F09<br />

Both mined and ALTR Created Diamonds are identical in chemical,<br />

optical and physical composition. Showcase <strong>Jeweller</strong>s are thrilled<br />

to be offering ALTR Created Diamonds as an additional choice for<br />

consumers when selecting their perfect diamond.<br />

SHOW<br />

AND TELL<br />

INTERNATIONAL JEWELLERY & WATCH FAIR<br />

JEWELLER BRINGS YOU THIS SNEAK PEEK<br />

OF ALL THE LATEST PRODUCTS ON<br />

SHOW AT THIS YEAR’S TRADE FAIR<br />

ANIA HAIE – DURAFLEX<br />

GROUP AUSTRALIA<br />

STAND A12<br />

Ania Haie has introduced a new collection<br />

this season, Metal Crush. The crushed,<br />

precious metal pieces are contemporary<br />

in design and finished with daring<br />

textures. This on-trend Crush Disc chain<br />

necklace can be worn alone or as the<br />

perfect complement to a layered look.<br />

AMBER CENTRE<br />

STAND A19<br />

The antique and cherry amber necklace with gold detail is handmade using the best quality<br />

Baltic amber. Each piece uses natural colours to best effect, giving it unique character. After<br />

20 years of business, the new range is the finest The Amber Centre has ever had.<br />

AQUARIAN PEARLS<br />

STAND G11<br />

“The Queen of Gems” will be featured by Aquarian Pearls at the IJWF <strong>2019</strong>. This pearl strand features<br />

Philippine natural golden colour, semi-baroque South Sea cultured pearls in size 10-15mm.<br />

* Exhibitor stand numbers were correct at the time of publication, but may alter closer to the fair<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 17


SHOW & TELL<br />

ASTRA JEWELLERY<br />

STAND D39<br />

Behind each piece of personalised ASTRA<br />

jewellery is a life story, which the wearer<br />

can use to tell their own story. ASTRA<br />

<strong>Jeweller</strong>y becomes the perfect gift for all<br />

occasions, from anniversaries to birthdays<br />

and weddings.<br />

AYRES PACKAGING & DISPLAY<br />

STAND E15<br />

Beautiful, practical, functional and environmentally friendly,<br />

introducing the BoHo range of jewellery boxes designed by Ayres<br />

Packaging. Ayres Packaging are the packaging and display specialists.<br />

BRAMBLE BAY CO.<br />

STAND C38<br />

Bramble Bay Co. is the home of the Artisan<br />

and Crystal Carvings Australia brands.<br />

Crystal Carvings’ new collection of natural<br />

semi-precious gemstone jewellery has<br />

just been introduced into the market. This<br />

range features bracelets, necklaces and<br />

earrings, all beautifully gift-boxed. Joining<br />

this exciting range is the Artisan collection,<br />

which features bracelets and earrings made<br />

from natural stones and cultured pearls.<br />

BEAD THEM UP<br />

STAND F31<br />

Bead Them Up stocks a broad variety of quality beading products: findings in<br />

sterling silver, vermeil, 14-carat gold filled, gold, rhodium and 16-carat gold<br />

plate; gemstone beads both loose and strands, South Sea and freshwater<br />

pearls; and Griffin silk threads, jewellery wire and stringing tools. Bead Them<br />

Up also offers repairs and a re-stringing service.<br />

18 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong><br />

BLUSH PINK<br />

– SAMS GROUP AUSTRALIA<br />

STAND F17<br />

Blush Pink will introduce more playful<br />

designs this year, as shown in the Ariel<br />

earrings and Taya pendant. Star and<br />

floral-inspired designs abound. Blush Pink<br />

jewellery featuring Argyle Pink diamonds<br />

is accessible to everyone.<br />

CHEMGOLD<br />

STAND D20<br />

Visit Stand D20 to view Chemgold’s high quality laser<br />

engraving – text, symbols, logos, images, thumbprints and<br />

more. Our laser has a spot size of 20 micron, which enables us<br />

to achieve the highest level of detail in the market. Whether it<br />

is castings from waxes, new models or CAD/CAM, Chemgold<br />

can assist with all custom or mass production projects.


CLAUDE BERNARD<br />

– WEST END COLLECTION<br />

STAND B03<br />

A Claude Bernard creation is more than a mere watch, it<br />

is a miniature ‘time machine’ of engineering and design<br />

excellence forged from 500 years of Swiss watchmaking<br />

tradition. Precision, quality, reliability and attention<br />

to the finest detail are hallmarks of Claude Bernard<br />

watches. Pictured is the Classic Chronograph 01002 3<br />

BUIN featuring a stunning blue chrono dial, silver case<br />

and black leather strap.<br />

INCREASE<br />

Y UR<br />

SALES<br />

WITH LA COURONNE’S<br />

COMPLETE MARKETING PACKAGE<br />

Interest Free Finance Available<br />

Christmas Catalogue OUT NOW<br />

COEUR DE LION – TIMESUPPLY<br />

STAND E01<br />

Colour, colour and more colour! The awardwinning<br />

Coeur de Lion continues to be<br />

renowned for it’s innovative use of every<br />

hue. New designs featuring natural stones,<br />

Swarovski crystals and fashion forward<br />

combinations build upon the award<br />

winning Geocube, which continues to be<br />

the worldwide best seller and is celebrating<br />

its 20-year anniversary in <strong>2019</strong>.<br />

THE<br />

Gift<br />

OF JOY<br />

CUDWORTH ENTERPRISES<br />

STAND D22<br />

Cudworth Enterprises is Australia’s largest<br />

wholesaler of men’s jewellery. Designed<br />

in Italy exclusively for Cudworth 1918, this<br />

ID Bracelet features ion-plated stainless<br />

steel in gunmetal with Italian blue leather.<br />

Also available in black, brown and red<br />

leather with polished and ion-plating. New<br />

collections will be launched at the Fair.<br />

• Colour catalogues, printed<br />

with your name, logo & address,<br />

exclusive to your area.<br />

• Digital marketing package<br />

• Double sided posters, self adhesive<br />

window banners & price tickets.<br />

• Quality jewellery.<br />

YOUR LOGO PRINTS HERE<br />

• Quick turnaround stock.<br />

• Interest free finance available<br />

for approved customers.<br />

CATALOGUE<br />

3/7/19 2:18 pm<br />

DANSK SMYKKEKUNST<br />

– TIMESUPPLY<br />

STAND E01<br />

Fluid shapes inspired by the beauty of<br />

nature feature in the unique and dynamic<br />

new Dansk spring/summer collection. Bold<br />

urban designs in a variety of colours are on<br />

offer from this affordable, unconventional<br />

and unique Danish brand.<br />

COME AND SEE US AT THE<br />

INTERNATIONAL JEWELLERY FAIR<br />

STAND C21<br />

CONVENTION CENTRE, SYDNEY<br />

TO SECURE YOUR TERRITORY,<br />

CALL US TODAY 03 9764 2165<br />

TO VIEW OUR RANGE & ORDER STOCK<br />

VISIT US ONLINE AT<br />

www.lacouronnejewellery.com.au<br />

EMAIL: sales@lacouronnejwl.com.au


SHOW & TELL<br />

ELLANI COLLECTIONS<br />

STAND D40<br />

Ellani Collections jewellery is designed for the modern woman,<br />

leading trends that complete any outfit to inspire your best times<br />

and capture unforgettable memories. Discover the vibrant colours<br />

in the new spring/summer <strong>2019</strong> release – beautiful crafted<br />

sterling silver with cubic zirconias on display at Stand D40.<br />

ELLENDALE DIAMONDS AUSTRALIA<br />

STAND B27<br />

Ellendale Diamonds Australia will be showcasing certified coloured diamonds<br />

including Argyle Pinks and Argyle and Ellendale Yellows, together with a unique<br />

handmade jewellery range showcasing these amazing stones.<br />

FABULEUX VOUS<br />

STAND F13<br />

The elegant, handcrafted My<br />

Colourful Life collection sees<br />

sterling silver accentuate the<br />

beauty of colour and preciousness<br />

of gemstones. With the vividness<br />

of blue topaz and the soft<br />

sophistication of a freshwater<br />

pearl, each stone, each colour<br />

resonates with a life journey.<br />

GEMS TO JEWELS<br />

STAND K34<br />

Experience the beauty of Lightning Ridge<br />

opal in exclusive jewellery designs from<br />

international award-winning designer<br />

John Ford, imported from the USA by<br />

Gems To Jewels. Other Gems To Jewels<br />

services include coloured gemstones and<br />

3D CAD modelling.<br />

GEORGINI – WEST END COLLECTION<br />

STAND B03<br />

This season, Georgini introduces the first of the series of designs called<br />

“Love, Faith and Devotion”. The collection focuses on the spirituality<br />

of our lives, our connections as humans and our belief in the higher<br />

power of the universe. Each piece has been designed to embrace what<br />

we hold dear to our hearts and souls, our special moments, our past,<br />

our present and our future. Pictured is the Forever Infinity Pendant.<br />

GERRIM INTERNATIONAL<br />

STAND B10<br />

Featuring our 9-carat green amethyst, pink sapphire and<br />

diamond ring set in yellow gold. One lucky winner will receive<br />

$25,000 worth of Gerrim product! For your chance to win, visit<br />

stand B10 and for every $1,000 spent you’ll be in the draw.<br />

Winner announced at the IJWF at 2:00pm on 26 August <strong>2019</strong>.<br />

20 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


SEE THE NEW SPRING SUMMER COLLECTIONS IJF STAND E01<br />

Timesupply<br />

jewellery + watches<br />

p +61 (0)8 8221 5580<br />

sales@timesupply.com.au | timesupply.com.au<br />

exclusive distributor AU & NZ


SHOW & TELL<br />

GISELE COLLECTION<br />

STAND K22<br />

This beautiful 14-carat rose gold plated Angel Wings necklace from Gisele<br />

Collection is delicately crafted with the finest cubic zirconia crystals for that<br />

sparkle and shine. This protective piece is also available in 925 sterling silver<br />

and 16-carat gold plating.<br />

GOLDEN MILE<br />

STAND C33<br />

Golden Mile has gone back to their roots, re-introducing top quality<br />

hollow chains and bangles, and producing more styles in solid<br />

9-carat and 18-carat gold than ever before. With all our existing<br />

products, plus these two huge ranges coming back, you’re sure to<br />

find your gold needs with Golden Mile.<br />

INTERNATIONAL JEWELLERY & WATCH FAIR<br />

ICC Sydney August 24-26, <strong>2019</strong> Stand # D22<br />

HEART & GRACE<br />

STAND F14<br />

Heart & Grace specialises in the<br />

exclusive distribution of leading<br />

European watch brands Cluse, Pierre<br />

Lannier, Arne Jacobsen and Picto<br />

throughout Australia, New Zealand<br />

and South Pacific Islands.


HIMALAYAN TREASURES<br />

STAND A02<br />

The stunning Valley of Flowers Necklace features<br />

high-grade citrine, amethyst, peridot, rhodolite<br />

garnet, prasiolite and lemon quartz.<br />

ICE-WATCH<br />

– WEST END COLLECTION<br />

STAND B03<br />

Ice-Watch’s stroke of daring –<br />

transforming a watch into a fashion<br />

accessory, and a chic one at that –<br />

could have melted like ice in the sun.<br />

Yet, on the contrary, it has become<br />

one of the coolest successes on the<br />

planet. Featured is the all-new Ice<br />

Chic Duo California.<br />

IKECHO AUSTRALIA<br />

STAND E10<br />

This handcrafted ring features a 13mm<br />

Broome South Sea button pearl with pink<br />

sapphires, set in 18-carat white gold. The<br />

matching enhancer features a 13mm South<br />

Sea drop pearl, also with pink sapphires.<br />

NEW<br />

Made in Italy<br />

Now proudly distributed by<br />

02 9417 0177 | www.dgau.com.au


SHOW & TELL<br />

INSPIRING PEARLS<br />

Superior Quality<br />

<strong>Jeweller</strong>y Findings<br />

STAND H25<br />

A black leather cord hangs with a<br />

sterling silver and 15mm white baroque<br />

freshwater pearl charm.<br />

JC JEWELS & REINE JEWELS<br />

STAND B09<br />

The Optimum ring is available in 9-carat, 14-carat or<br />

18-carat white, yellow and rose gold diamond ring. Made<br />

to order with any size center diamond and set with 16<br />

diamonds totaling 0.30-carat on the shoulder.<br />

J S LANDAU DIAMONDS<br />

STAND A17<br />

J S Landau Diamonds was founded in 1938 and is amongst<br />

the oldest companies exhibiting at the IJWF. John Wertheim<br />

has worked here since 1967, and has owned the business<br />

since 1992. Today, the emphasis is on exclusive Europeaninspired<br />

designer diamond and coloured stone jewellery,<br />

including this stunning turquoise pendant, which is set in<br />

9-carat white gold.<br />

A reliable company with<br />

products you can trust<br />

Enquire Now<br />

1800 811 116<br />

sales@peekays.com.au<br />

www.peekays.com.au<br />

facebook.com/peekaysfindings<br />

KENNETH COLE – WEST END COLLECTION<br />

STAND B03<br />

New York City is Kenneth Cole’s influencer, lifestyle, and<br />

home. The brand is fuelled by its energy, inspired by<br />

its dynamic, and moved by the momentum of the City<br />

That Never Sleeps. We admire its tenacity, look up to its<br />

architecture, and feed off its creations, with watches like<br />

the Skeleton Automatic inspired by the look and feel of<br />

the iconic concrete jungle.


IJF <strong>Jeweller</strong>y<br />

Fair Booth<br />

B03<br />

New to the West End Collection<br />

portfolio; Georgini<br />

<strong>Jeweller</strong>y will be exhibiting 3<br />

new collections that will<br />

excite and enliven the<br />

jewellery industry. Pictured is<br />

the new Forever Infinity<br />

Collection part of the new<br />

Love, Faith and Devotion<br />

release.<br />

Swiss made -<br />

Renowned for its<br />

high-quality<br />

designs and its<br />

innovation, watch<br />

brand Maurice<br />

Lacroix has worked<br />

the AIKON to give<br />

it finishings of<br />

unparalleled<br />

perceived value.<br />

The Ted Baker watch<br />

collection features classic<br />

designs with a twist.<br />

The Kate watch is a must<br />

have for all seasons and<br />

defines modern glamour.<br />

The stylish Kate is fastened<br />

with a rose gold stainless<br />

steel mesh bracelet and<br />

features rose gold and<br />

floral black case/face.<br />

A Claude Bernard creation is more than a mere watch; it is<br />

miniature ‘Time machine’ of engineering and design excellence<br />

forged from 500 years of Swiss watchmaking tradition. Precision,<br />

quality, reliability and attention to the finest detail are hallmarks<br />

of Claude Bernard watches.<br />

Its stroke of daring –<br />

transforming a watch<br />

into a fashion accessory,<br />

but a chic one at that –<br />

could have melted like ice<br />

in the sun. On the contrary,<br />

it has become one of the<br />

coolest successes on the planet.<br />

Featured is the Glam collection.<br />

Influenced by New<br />

York City. Boldly styled<br />

numerals and an<br />

exposed skeleton dial<br />

give this watch gravity<br />

and character. Pictured<br />

is the Skeleton Automatic;<br />

KC50776001<br />

RRP $249<br />

Christian Paul<br />

SYDNEY


SHOW & TELL<br />

I know a girl,<br />

LA COURONNE<br />

STAND C21<br />

Discover and indulge in this 9-carat white gold diamond set, new to La<br />

Couronne’s bridal collection. Its intricate craftsmanship and refined detail<br />

exudes eminence and lavish design, yet remains modestly affordable. It<br />

can be found in the upcoming Christmas catalogue.<br />

she puts the colour<br />

inside my world...<br />

new collection<br />

LES GEORGETTES BY ALTESSE<br />

STAND F27<br />

Les Georgettes offers jewellery and accessories<br />

with endless possibilities for personalisation<br />

and collectable customisation! The Les<br />

Essentielles collection Ruban design features a<br />

gold finish with reversible leather insert.<br />

... coming soon<br />

with a passion and commitment to<br />

creating jewellery pieces that are<br />

infused with meaning and soul<br />

fabuleux vous is bringing colour<br />

FVJEWELLERY.COM<br />

sales@fabuleuxvous.com | Helen +64 274 203 137<br />

LOONA JEWELLERY<br />

STAND E08<br />

The Swarovski Marcasite Cat Ring is a design from Loona not to<br />

be ignored. Sterling silver and Swarovski marcasite combine in a<br />

powerful combination. Feel the call of the jungle.


LUMINOX<br />

– DURAFLEX GROUP<br />

AUSTRALIA<br />

STAND A12<br />

Luminox was born 30 years ago with<br />

a simple mission – build the toughest<br />

and most durable Swiss timepieces<br />

using their unique Light Technology.<br />

To celebrate this anniversary, Luminox<br />

has created an incredible vintage-yetmodern<br />

timepiece that re-imagines one<br />

of its first watches ever, the Luminox<br />

Sport Timer 1540 Series from 1990.<br />

MALERAS<br />

STAND J18<br />

Welcome to the Swedish crystal<br />

kingdom! This exquisite blue-tipped<br />

bird is part of the extensive handmade<br />

range produced by Maleras<br />

(formerly known as Mats Jonasson).<br />

The Maleras glassworks have been in<br />

production for more than 126 years<br />

and are internationally recognised.<br />

Synonymous with contemporary,<br />

creative design, the brand also reflects<br />

the artisan traditions of glass making.<br />

SHOW & TELL<br />

LUXURY SHOWCASE HIRE<br />

STAND C24<br />

These luxurious showcases are designed to display high-end collections in an<br />

elegant yet functional manner. Seven unique styles and sizes are available for<br />

purchase or long and short-term hire, and can be customised to suit client’s<br />

needs. Featuring LED lighting, rotating bases, concealed security locks and<br />

stainless steel frames.<br />

FIND US ON INSTAGRAM<br />

MILLENNIUM_CHAIN<br />

Australian leading wholesaler, specialising in manufacturing<br />

9ct and 18ct yellow gold, rose gold and white gold.<br />

Machine made and hand made, any kind, chains and bracelets,<br />

bangles and findings. Suppliers to retailers and wholesalers.<br />

MILLENNIUM CHAIN<br />

P: 03 9650 5955 | E: sales@millenniumchain.com.au<br />

www.millenniumchain.com.au


SHOW & TELL<br />

MARK MCASKILL JEWELLERY<br />

STAND C09<br />

Featuring a superbly cut marquise<br />

aquamarine with a brilliant SI GH diamond<br />

halo and black diamond surround, this<br />

18-carat while gold dress ring is just one<br />

of many stunning new additions to Mark<br />

McAskill <strong>Jeweller</strong>y’s Estelle collection.<br />

MAURICE LACROIX<br />

– WEST END COLLECTION<br />

STAND B03<br />

For more than 40 years, Maurice Lacroix watches<br />

have been manufactured in the company’s<br />

own state-of the-art workshops in Saignelégier,<br />

Switzerland. Two years after the launch of the<br />

Aikon quartz, this historical model has been given<br />

a new, sharper look with an automatic movement.<br />

Renowned for its high-quality designs and its<br />

innovation, Maurice Lacroix has given the Aikon<br />

Automatic unparalleled finishings.<br />

FEATURING THE<br />

DELICATE PINK TONE OF<br />

ARGYLE PINK DIAMONDS<br />

MESHCA JEWELLERY<br />

STAND G32<br />

Meshca <strong>Jeweller</strong>y specialises in hand-made<br />

artisanal pieces. Meshca originals are custom-made in<br />

brass and silver and studded with semi-precious stones. From<br />

showstoppers to everyday pieces in stunning colour palettes,<br />

our collection is versatile and constantly innovating.<br />

SAMS GROUP<br />

AUSTRALIA<br />

E pink@samsgroup.com.au<br />

W samsgroup.com.au<br />

P 02 9290 2199<br />

MONDAINE<br />

– DURAFLEX<br />

GROUP AUSTRALIA<br />

STAND A12<br />

To celebrate the railway clock’s 75th<br />

anniversary, Mondaine has created a special<br />

anniversary timepiece to honour its classic<br />

1986 watch. The anniversary watch and<br />

additional quick-change wristband use<br />

the signature colours of the original Swiss<br />

Railway clock – red, white and black – and<br />

combine independent, timeless Swiss design<br />

with excellent craftsmanship.


Capture<br />

the<br />

Heart<br />

LEADING WEDDING RING<br />

MANUFACTURER FOR OVER 60 YEARS<br />

SEE US AT THE SYDNEY IJF STAND E09<br />

WORTH & DOUGLAS<br />

PO Box 866, Tullamarine, VIC 3043<br />

Ph: (03) 9338 0091 Fax: (03) 9331 4001 Email: sales@worthdouglas.com.au<br />

www.worthdouglas.com


SHOW & TELL<br />

NIXON<br />

STAND K30<br />

The Sentry Chrono is anything<br />

but standard. This custom-built<br />

chronograph helps strike a<br />

rugged balance of technical<br />

functionality and elevated style.<br />

A timeless 42mm design with a<br />

modern Nixon twist, it features<br />

a 6-hand chronograph, 24-hour<br />

subdial, faceted applied hour<br />

indices and printed seconds track<br />

and date window at 4 o’clock.<br />

OPALS AUSTRALIA<br />

STAND G12<br />

Opals Australia supplies beautiful<br />

and unique opal jewellery. This P777<br />

piece features an Australian light<br />

opal from the Coober Pedy region<br />

of South Australia, set in 18-carat<br />

yellow gold with diamonds.<br />

NOMINATION – TIMESUPPLY<br />

STAND D05<br />

Nomination’s innovative new composable<br />

links features a range of matching friendship<br />

links – Best Friends, You and Me, Yin and<br />

Yang, Sisters Forever and Girl Power – offering<br />

double (or triple) the opportunity to sell links<br />

and is a great drawcard for the youth market.<br />

Also being released at the IJWF are stylish new<br />

collections of fashion jewellery.<br />

MANUFACTURING<br />

QUALITY GOLD JEWELLERY<br />

SINCE 1990<br />

Specialising in<br />

HOLLOW, SOLID<br />

& SILVER FILLED<br />

WWW.GOLDENMILE.COM.AU<br />

Golden Mile <strong>Jeweller</strong>y Manufacturers<br />

24 Kingsley Close, Rowville, Vic 3178<br />

sales@goldenmile.com.au 03 9753 3977


Take the colours home with you,<br />

in your own piece of Australia<br />

From this...<br />

...to this<br />

BECOME AN EXCLUSIVE STOCKIST<br />

Free display and point-of-sale material<br />

Top quality packaging and<br />

customised warranty/care cards<br />

VISIT US AT THE<br />

AUSTRALIAN JEWELLERY FAIR<br />

BOOTH A07<br />

paterson fine jewellery www.pfj.com.au | 03 9555 9344


SHOW & TELL<br />

ORIGIN GEMS & JEWELS<br />

STAND H38<br />

Origin Gems & Jewels strives to make their client’s<br />

jewellery dreams come true at the best price. Our classic<br />

rings, earrings and pendants are simple, elegant and<br />

affordable. This rose gold, heat-shape pendant is classic<br />

forever, and an ideal gift for a girlfriend or wife. Rose gold is<br />

new and trendy, and can be worn for cocktail parties or at<br />

work, making you feel confident and smart.<br />

OSIA INTERNATIONAL<br />

STAND B23<br />

Two stylish looks in one, this ewellery is popularly<br />

known as a convertible piece that can be worn as<br />

ring or pendant, thus adding to the occasions when<br />

you can don your finery. The fine jewellery piece<br />

features an exceptionally cut 36.39-carat morganite,<br />

framed in the ring mounting by a halo of brilliant<br />

white diamonds.<br />

OSJAG<br />

STAND J20<br />

Breuning is the epitome of pure elegance, as shown<br />

in this ring featuring white gold, diamonds and a<br />

South Sea pearl. The styling and quality finish, from<br />

Europe’s largest manufacturing house, is the best there<br />

is. Meanwhile, Bastian features quality silver from some<br />

of the top German designers and is always on trend.<br />

Stow Lockets allows women to<br />

express their memories, dreams and<br />

accomplishments. Each locket can be<br />

stylised by adding meaningful charms,<br />

creating a personalised jewellery piece.<br />

sales@stowlockets.co.nz<br />

+64 7 281 1509<br />

stowlockets<br />

#preciousstories<br />

stowlockets.com<br />

PALLOYS<br />

STAND C01<br />

Palloys – part of the Pallion group<br />

of companies – is known for<br />

coloured stone suites. Visit us at<br />

stand C01 to review the range.<br />

Exclusive to fine jewellery stores in<br />

Australia and New Zealand.


PATERSON FINE JEWELLERY<br />

STAND A07<br />

These 9-carat gold and sterling silver<br />

men’s signet rings feature protective<br />

and healing natural stones, including<br />

blue howlite, red jasper, red agate<br />

and tiger’s eye. These stones are said<br />

to promote wellbeing, bring good luck,<br />

and enhance healing and recovery from<br />

emotional stress.<br />

PETER W BECK<br />

STAND F01<br />

Peter W Beck have put together the most unique selection of<br />

49 classic wedding rings. Covering the most popular profiles<br />

and finger sizes from I to Z, plus seven in half finger sizes and<br />

seven widths. All finger sizes are guaranteed to comply with<br />

the Peter W Beck ‘Original & Accurate’ finger size standards.<br />

PINK KIMBERLEY<br />

– SAMS GROUP AUSTRALIA<br />

STAND F17<br />

Pink Kimberley is renewing the focus on<br />

stunning pink diamond engagement<br />

rings with a bespoke feel. The<br />

new collection emphasises<br />

pink diamond centre stones<br />

accompanied by white<br />

accents and halos, as seen<br />

on the Gigi Ring. Meanwhile,<br />

the latest Pink Kimberley<br />

pendants are inspired by Art<br />

Deco and floral designs, as in<br />

the Everdeen Pendant.<br />

LIFEGUARD<br />

Timing partner for<br />

the Bondi Lifeguards<br />

Proudly distributed by<br />

02 9417 0177 | www.dgau.com.au


S&S<br />

& <br />

<br />

QUDO – TIMESUPPLY<br />

STAND E01<br />

Qudo Interchangeable is a highly<br />

collectable range that taps into<br />

the current global trend for<br />

interchangeable jewellery. Swarovski<br />

crystals and crystal pearls feature on<br />

beautiful interchangeable tops for rings,<br />

earrings, bangles and more. A vast array of<br />

colours and styles have just been released,<br />

plus simple and elegant “spacer” rings to<br />

enhance and enrich the Qudo designs.<br />

RAPID CASTING<br />

STAND E40<br />

The MAX X 3D printer from Asiga is the jewellery<br />

industry’s global benchmark for part precision and<br />

surface smoothness. The Asiga line of 3D printers are<br />

manufactured in Australia and are globally recognised<br />

as offering the highest quality output of any 3D printer<br />

on the market. They offer simple features and an open<br />

material system for the ultimate in user flexibility.<br />

ROAMER OF SWITZERLAND<br />

– MODA GROUP<br />

STAND A16<br />

Roamer of Switzerland has been synonymous<br />

with high-quality Swiss watches in combination<br />

with classically elegant designs since 1888. The<br />

brand steadily continues its success story with<br />

ongoing innovations, excellent materials, exquisite<br />

craftsmanship and precise Swiss movements.<br />

Pictured is a piece from the New Automatic<br />

Competence Skeleton collection.<br />

SANDALS FOR YOUR NECK<br />

Ph: +61 3 9587 1215<br />

Email: info@stonesandsilver.com.au<br />

stonesandsilver.com.au<br />

<br />

STAND K10<br />

Sandals For Your Neck is returning to the Sydney Fair<br />

all the way from St Thomas, US Virgin Islands, after a<br />

few years’ hiatus to launch the 14-carat gold sandal<br />

with diamond pendant collection, as well as the<br />

sterling silver and Larimar Island-inspired jewellery<br />

collection. Opal, mother of pearl and semi-precious<br />

sandal pendants are also available.


Born out of<br />

Beauty<br />

VISIT US AT THE FAIR, STAND C28


SHOW & TELL<br />

SHWE SE GEMS & JEWELLERY<br />

STAND K24<br />

These stunning cluster-style earrings<br />

combine 18-carat gold with rare<br />

and vibrant Burmese natural rubies<br />

totalling 1.5-carats and white<br />

diamonds totalling 1-carat.<br />

STONES & SILVER<br />

STAND B02<br />

Showcasing our extensive range of .925<br />

sterling silver and semi-precious stone<br />

jewellery as well as our .935 sterling silver<br />

chains exclusive to Stones & Silver.<br />

We will also be launching some exciting<br />

new ranges and lines at the Fair.<br />

SUKTSYNIT – TRUE AMBER<br />

STAND J16<br />

SOVEREIGN GEMS<br />

STAND G45<br />

SUKTSYNIT showcases exquisite amber<br />

creations that set the standard in<br />

craftsmanship and quality. This necklace<br />

is handcrafted from the highest quality<br />

Ukrainian amber that did not undergo<br />

reconstitution, thermal and/or pressure<br />

treatment processes. SUKTSYNIT’s aim<br />

is always to safeguard the natural and<br />

authentic qualities of true amber.<br />

One of the most popular coloured gemstones<br />

in Sovereign’s beautiful range at the moment is<br />

morganite, and this sparkling 7.88-carat oval is no<br />

exception. It is paired with an amazingly faceted<br />

14.07-carat round light blue topaz.<br />

TESSA MORRISON<br />

DESIGNS<br />

STAND A46<br />

Tessa Morrison Designs specialises in enamel<br />

jewellery. Each piece is unique and completely<br />

handcrafted. This necklace is transparent<br />

cloisonné enamel on embossed fine silver<br />

and set in sterling silver, with connecting<br />

sterling silver half-dome beads.<br />

THOMAS SABO<br />

– DURAFLEX GROUP AUSTRALIA<br />

STAND A12<br />

Thomas Sabo continues to delight with<br />

their new autumn/winter <strong>2019</strong> collection.<br />

The bold, extra-large cross – as seen on<br />

the new face of Thomas Sabo, Rita Ora<br />

– is a handcrafted statement piece with<br />

colourful stones, decorated with miniature<br />

star motifs that contribute to creating a<br />

magical touch to this stunning creation.<br />

36 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


TJD SILVER<br />

STAND B25<br />

TJD Silver has one of the<br />

largest ranges of sterling silver<br />

in Australia. They specialise in<br />

Italian chains, religious and men’s<br />

jewellery. Best of all, everything is rhodium<br />

plated, so no more polishing tarnished silver<br />

to keep your stock looking new.<br />

20 th<br />

ANNIVERSARY<br />

SINCE 1999<br />

TW STEEL – DURAFLEX<br />

GROUP AUSTRALIA<br />

STAND A12<br />

TW Steel: Dutch by design, big in<br />

attitude! The new CEO Tech watch<br />

makes a strong statement. Powered<br />

by a Swiss-made chronograph<br />

movement, it features anti-reflection<br />

sapphire crystal and a comfortable<br />

black silicon rubber strap. The CEO<br />

Tech is a powerhouse of confidence<br />

wrapped up in a sleek design.<br />

UNION STREET<br />

– MODA GROUP<br />

STAND A16<br />

Australian brand Union Street<br />

is derived from the road in the<br />

historic Sydney suburb of Pyrmont.<br />

The brand’s simple and clean case<br />

designs work perfectly with their<br />

striking interchangeable wax leather straps and<br />

beautifully crafted mesh bracelets. Pictured is a<br />

model from the Callum collection.<br />

+61 2 9266 0636 +61 2 9266 0969<br />

enquiries@ikecho.com.au<br />

www.ikecho.com.au


SHOW & TELL<br />

VIDA PTY LTD<br />

STAND C36<br />

Vida produces fine jewellery and watch packaging<br />

made in plastic, paper, wood and more.<br />

WORTH & DOUGLAS<br />

VINA JEWELLERY<br />

STAND G38<br />

Vina <strong>Jeweller</strong>y will showcase its Sweetie Disc charm<br />

bracelet, as well as this Vina Signature Spinning eternity<br />

ring in 925 sterling silver, featuring cubic zirconia in a<br />

pavé setting.<br />

STAND E09<br />

See our new collection of delicate diamond rings,<br />

featuring a 0.05-carat diamond, either claw, flush, or<br />

bezel set into 9-carat white or yellow gold. Offering<br />

the perfect promise or engagement ring, as well as an<br />

elegant look when worn on their own or as multiple<br />

rings layered in a stack.<br />

KIDS FASHION +<br />

the worlds best time teaching system<br />

THE BATTERY MAN<br />

YOUR ONE-STOP<br />

BATTERY SHOP<br />

Fast delivery Australia wide<br />

Seiko and energizer watch batteries<br />

All Seiko, Pulsar & Lorus watch parts<br />

German made Beco Technic watchmaker<br />

supplies & Heli watch care<br />

Family owned & operated for nearly 40 years<br />

We value your business & support<br />

Preferred supplier to all three buying groups<br />

Alarm clocks<br />

Wall clocks<br />

The simplest time-teaching system for children<br />

info@easyreadtimeteacher.com 0418 970 214<br />

www.easyreadtimeteacher.com<br />

1800 244 354<br />

orders@thebatteryman.com.au<br />

thebatteryman.com.au


GLOBAL JEWELLERY THIEVES<br />

Pink Panthers:<br />

Europe’s mysterious<br />

gang of thieves<br />

A SHADOWY NETWORK OF BRAZEN<br />

ROBBERS HAS TARGETED SOME<br />

OF WORLD’S MOST LUXURIOUS<br />

JEWELLERY STORES, COMMITTING<br />

OUTRAGEOUS CRIMES FITTING OF<br />

A HOLLYWOOD MOVIE SCRIPT. YET<br />

WHILE MANY MEMBERS REMAIN<br />

AT LARGE, JUSTICE MAY SOON<br />

BE SERVED ONCE AND FOR ALL,<br />

WRITES RICHARD CHIU<br />

eleased in 1963, The Pink Panther is a classic, comedy-crime adventure<br />

film that catapulted the late British actor Peter Sellers into stardom<br />

and spawned a popular franchise that lasted nearly 40 years;<br />

however, in recent times, this fictional fantasy has lent its name to<br />

an international criminal nightmare spanning two decades.<br />

After hundreds of heists with losses amounting close to $US1 billion, the<br />

elusive gang known as the Pink Panthers continues to terrorise the global<br />

jewellery industry. The gang has mounted well-planned and elaborate<br />

robberies around the world, most notably in Europe, the Middle East and Asia;<br />

however, the gang members didn’t choose their moniker. Rather, it was given<br />

by Interpol due to the audacious manner of their crimes.<br />

The Pink Panthers’ legendary trademark is the ability to carry out robberies with<br />

carefully planned and precise attacks lasting just minutes. But while the gang’s<br />

activities continue to this day, they might finally be running out of time.<br />

WHO ARE THE PINK PANTHERS?<br />

The gang’s members are believed to be ex-soldiers with extensive military<br />

and paramilitary backgrounds. They come from Serbia, Montenegro and<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 39


GLOBAL JEWELLERY THIEVES<br />

other former Yugoslavian states – remnants of the Bosnian War who have sought<br />

unconventional ways to make use of their hardened skills.<br />

There’s no official information as to the exact number of members but Interpol<br />

believes that the criminal network is made up of around 800 core participants with<br />

an undetermined number comprising their extended international network.<br />

The secretive Pink Panthers are not like any ordinary criminal syndicate. Rather,<br />

they are an elaborate network of thieves strewn across the globe. The gang is<br />

likened to a terrorist organisation, maintaining ‘cells’ that can be activated to<br />

participate in a planned heist at a moment’s notice.<br />

Although the Pink Panthers often carry firearms during their raids, they claim<br />

neither to shoot nor kill people but employ weapons as a shock-and-awe tactic to<br />

coerce victims into submission. The gang has also been known to use attractive<br />

women in many of their operations, mostly during reconnaissance operations and<br />

as lookouts during raids.<br />

In 2013, a documentary film about the notorious gang was produced entitled<br />

Smash & Grab: The Story of the Pink Panthers. It featured interviews with several<br />

of the alleged leaders of the gang who discussed their history and exposed<br />

some of their well-laid plans and robberies.<br />

THE BIGGEST HEISTS IN RECENT HISTORY<br />

The Pink Panthers have been credited for some of the most expensive jewellery<br />

thefts in the last century, including the series of attacks on the Graff chain of luxury<br />

jewellery boutiques. This involved an alarming pattern of robberies which were<br />

carried out every two years.<br />

The syndicate made international headlines in May 2003 after two gang members<br />

pulled off what was then the largest diamond heist in British history. They struck at<br />

New Bond Street’s Graff ‘<strong>Jeweller</strong>y Salon’, carting away jewellery valued at around<br />

£23 million ($AU42.74 million).<br />

The suspects, who were smartly dressed when they entered the premises, drew<br />

their weapons and began seizing jewels. Staff were caught off-guard, believing<br />

at first that the men were celebrities wearing ludicrous disguises to hide their<br />

identities while shopping for expensive items.<br />

It was during Interpol’s investigation of this robbery that the name ‘Pink Panthers’<br />

was coined. In the course of conducting searches and making arrests, authorities<br />

found a stolen blue-diamond ring worth £500,000 ($AU928,000) hidden in a tub of<br />

face cream, a method that was used in the first of the Pink Panther movies!<br />

More than 80 per cent of the Graff jewellery stolen in 2003 has not been recovered<br />

and the investigation resulted in the arrest of two suspects, Nebojsa Denic and<br />

Milan Jovetic<br />

Two years later, the Graff store on London’s Sloane Street was hit by three Pink<br />

Panthers. This time, they stole items valued at £2 million ($AU3.71 million). Again,<br />

exactly two years that previous robbery, two gang members arrived at Sloane<br />

Street once more, this time in a chauffeur-driven Bentley Continental Flying Spur.<br />

At gunpoint, they took items worth £10 million ($AU18.55 million).<br />

Sure enough, two years later again in August 2009, the Graff New Bond Street<br />

store was robbed once more of 43 items of jewellery worth a whopping £40<br />

million ($AU74.4 million). The stolen items were later recovered and the two<br />

suspects arrested. They denied that they were members of the Pink Panthers but<br />

the timing and method of the robbery strongly suggested it was the work of the<br />

criminal syndicate.<br />

NEBOJSA DENIC (LEFT) AND MILAN JOVETIC (RIGHT) WERE ARRESTED IN CONNECTION WITH<br />

THE RECORD-BREAKING 2003 GRAFF ROBBERY IN LONDON. IMAGE CREDIT: INTERPOL<br />

GOING GLOBAL<br />

The London Graff stores weren’t the only ones to be targeted by the Pink Panthers.<br />

Undaunted by the authorities, thieves struck the Graff store inside the Wafi City<br />

mall in Dubai in 2007, using Audi A8 cars to ram their way inside.<br />

The same cars were used to flee the scene with jewellery worth £2.4 million<br />

($AU4.5 million). Thankfully, those items were also recovered and two Serbian gang<br />

members arrested.<br />

Indeed, the Panthers perpetrated their trademark robberies all across the globe<br />

in the early 2000s, targeting jewellery stores in such diverse locations as Belgium,<br />

Croatia, the French Riviera, Copenhangen, Las Vegas, Paris and Vienna.<br />

One of the most daring thefts was snatching the Comtesse de Vendôme from<br />

Tokyo’s Le Supre Diamant Couture De Maki boutique where the 125-carat<br />

diamond necklace, valued at $US31.6 million, had been on display for 23 years.<br />

Over the years, the Pink Panthers’ tactics have gone beyond armed robbery –<br />

they’ve been known to cover public benches near their crime scenes with fresh<br />

paint, deterring potential witnesses from sitting there, and have also resorted to<br />

using bizarre masks, tourist disguises, cross-dressing and even teargas.<br />

In 2005, an armed gang of seven men dressed as airport workers broke through<br />

the tight airport security of Amsterdam’s Schiphol, where they transferred €75<br />

million ($AU122 million) to a waiting plane. It took the authorities 12 years before<br />

the Dutch robbers were arrested and two of them were believed to be members<br />

of the Pink Panthers.<br />

The Panthers haven’t restricted themselves to jewellery. By 2008, their ambitions<br />

had grown. Targeting a museum in Zürich, Switzerland, gang members pulled<br />

off the largest art robbery in European history, hauling off a Monet, a Van Gogh, a<br />

Cézanne and a Degas with a combined value of more than $AU200 million.<br />

IN RETREAT?<br />

After that, the Pink Panthers disappeared for nearly five years. Perhaps the retreat<br />

was due to several members of the gang being caught and charged by police<br />

between 2005 and 2009, including two men and a woman who were arrested<br />

over the Comtesse de Vendôme theft.<br />

An alleged gang ringleader, Mitar Marjanović, was captured in Rome in 2012<br />

after accomplices dropped stolen items with his fingerprints on them. It wasn’t<br />

until 2013 when a man wearing a baseball cap and a scarf broke into the Carlton<br />

Hotel in Cannes that the Pink Panthers were again connected with a crime. That<br />

man made off with $US136 million ($AU197.89 million) in diamonds, gems, and<br />

jewellery that were being stored by the Leviev Diamond House.<br />

40 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


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FAIR DETAILS


GLOBAL JEWELLERY THIEVES<br />

Immediately after, a second five-year hiatus ensued and the Pink Panthers<br />

disappeared from the headlines until just last year when the gang was connected<br />

to four high-profile raids.<br />

The most daring raids<br />

of the Pink Panthers<br />

n2002 A five-person team steals the Millennium necklace – a<br />

platinum, black coral and diamond necklace valued at $US1 million<br />

– from the Bernard K Passman Gallery jeweller inside the Venetian<br />

Casino in Las Vegas. They use a distraction technique to avoid<br />

detection by staff. Law enforcement believe the thieves to be part of<br />

the Pink Panther network.<br />

n2003 Thieves break into a vault in Belgium and steal precious<br />

jewels valued at €100 million ($AU163 million). The crime is linked<br />

to the Pink Panthers due to the similar modus operandi the gang<br />

is known for. The same year, two gang members pull off the<br />

then-largest diamond heist in British history at New Bond Street’s<br />

Graff ‘<strong>Jeweller</strong>y Salon’, stealing jewellery valued at £23 million<br />

($AU42.74 million).<br />

n2004 The Pink Panthers carry out the most expensive jewel<br />

heist in Japanese history, targeting Tokyo’s Le Supre Diamant<br />

Couture De Maki boutique and stealing $AU37.2 million in jewellery,<br />

including the Comtesse de Vendôme necklace. They also target<br />

jewellers in the city’s Ginza district in two daring robberies, stealing<br />

jewellery valued at $AU3.81 million.<br />

n2005 Pink Panther members blend in with wealthy holidaymakers<br />

in St Tropez by disguising themselves with wigs and Hawaiian shirts.<br />

After donning masks to avoid recognition, they storm a jewellery<br />

store and steal jewellery and watches before escaping via a highpowered<br />

speedboat waiting nearby. The same year, in Amsterdam,<br />

an armed gang of seven men – dressed as airport workers – transfer<br />

jewellery worth €75 million ($AU122 million) to a waiting plane at<br />

Schiphol Airport. It takes authorities 12 years to make an arrest.<br />

n2008 Four Pink Panthers dressed as women steal jewellery<br />

from the Harry Winston boutique in Paris, a year after robbing it<br />

at gunpoint. The loss from both events is valued at £76 million<br />

($AU141.4 million). They also target a gallery in Zürich, Switzerland,<br />

pulling off the largest art robbery in European history by hauling off<br />

a Monet, a Van Gogh, a Cezanne, and a Degas with a combined value<br />

of more than $AU200 million.<br />

n2009 The Pink Panthers break their previous British record,<br />

stealing 43 items of jewellery worth a whopping £40 million<br />

($AU74.4 million) from Graff New Bond Street.<br />

n2018 Gang members steal $AU3.2 million of jewellery owned<br />

by a member of the Qatari royal family on the final day of Christie’s<br />

‘Treasures of the Mughals and the Maharajahs’ exhibition at the<br />

Doge’s Palace in Venice, Italy. Later in the year, they steal treasures of<br />

the Swedish monarchy from a cathedral and a priceless tiara from a<br />

British manor house.<br />

In January, five Pink Panthers armed with axes and guns forced their way into a<br />

jewellery store inside the five-star Paris Ritz, taking with them a smash-and-grab<br />

haul valued at €4.5 million ($AU7.3 million).<br />

While escaping, three of the thieves were stuck inside the premises after triggering<br />

a security system that automatically locked the doors. Nevertheless, one managed<br />

to throw the bag of jewels out the window to an accomplice waiting on a scooter.<br />

In the same month, five men were arrested in Croatia for stealing $AU3.2 million<br />

of jewellery owned by a member of the Qatari royal family. The heist took place<br />

on the final day of the Christie’s ‘Treasures of the Mughals and the Maharajahs’<br />

exhibition at the Doge’s Palace in Venice, Italy. Then, in August, thieves stole royal<br />

artefacts of the Swedish monarchy, including two crowns and a golden orb dating<br />

back to the early 17th Century, from a display case in the Strängnäs Cathedral. The<br />

suspects escaped in a speedboat and remain at large.<br />

Finally in November, suspected Pink Panther thieves stole the diamond-encrusted<br />

Portland Tiara crafted for Winifred, Duchess of Portland, and worn at the 1902<br />

coronation of King Edward VII of England. Security personnel guarding the Portland<br />

Collection, in rural England, missed the robbers by a mere 90 seconds and the<br />

whereabouts of the thieves and the tiara remain unknown.<br />

LOSING THEIR TOUCH<br />

The gang has been mostly successful in eluding authorities but the number<br />

of cases attributed to the gang has declined over the years. Sloppy mistakes<br />

and DNA evidence have led to several arrests of fellow Pink Panthers. In 2008,<br />

three Pink Panthers from Serbia were found guilty of robberies carried out in<br />

Biarritz, Cannes, Courchevel and Saint-Tropez by a court in Chambéry.<br />

The following year, a suspect in the 2007 Ginza heist – a Montenegrin-national<br />

named Rifat Hadžiahmetović – was arrested in Cyprus and extradited to Japan<br />

where he was sentenced to 10 years in prison. His accomplice, Radovan Jelušić, was<br />

arrested in Italy in 2010 on a separate crime and was extradited to Montenegro.<br />

In 2009, French police in Monte Carlo arrested three members of the gang after<br />

they were seen loitering near jewellery shops and a casino. One of the three<br />

arrested was Serbian Dragan Mikić, an alleged ringleader of the syndicate who had<br />

broken out of jail in 2005 in a daring ladder escape.<br />

Three more members of the gang were caught in Athens, Greece in 2012<br />

while conducting reconnaissance in an upmarket district. Police on patrol were<br />

prompted to question two men after noticing they were wearing wigs and<br />

carrying firearms and axes. A chase ensued in which a police officer was shot and<br />

injured before both men were arrested.<br />

With Interpol hot on their heels and nations across Europe and the Balkans forging<br />

extradition treaties, the gang’s safe havens are disappearing. Technology has also<br />

played a major role in the arrest of the Pink Panthers, according to Interpol. The<br />

biggest challenge that could spell their downfall is blockchain, which is used to<br />

ensure the absolute traceability of each element in the jewellery supply chain.<br />

Artificial intelligence (AI) and advanced biometrics could also make it more difficult<br />

– even impossible – for the Panthers to carry out their plans.<br />

While they have succeeded in committing record-breaking heists in the past, the<br />

jewellery industry is preparing itself with ever-more complex security measures –<br />

and the Pink Panthers might soon find themselves out of time. i<br />

42 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


RETAILING FEATURE<br />

The only question retailers<br />

must ANSWER<br />

IN A MARKET SATURATED WITH IMPERSONAL<br />

DIGITAL TRANSACTIONS AND THE NOISE OF DATA,<br />

PETER RYAN EXPLORES WHAT CUSTOMERS REALLY<br />

VALUE AND WHY IT MATTERS TO RETAILERS<br />

verything that moves in the world of retail is measured. Data rushes<br />

over the retail landscape 24 hours a day, seven days a week, 365 days<br />

a year. Opinions are everywhere, most of them from people who<br />

have no retail credibility, little retail experience outside their narrow<br />

viewpoint, and often an axe to grind.<br />

Technology continues its unstoppable invasion into every crevice of retail and<br />

social media creates impacts and reverberations that have little to do with the<br />

levers that create profit.<br />

The net result is that retailers are drowning in noise. Most of it is irrelevant<br />

but nonetheless distracting – if not damaging – to clear, concise and<br />

productive decision-making.<br />

In reality, a retailer only needs to answer one question: “How do I make the<br />

customer’s life better as a direct result of their experience with me today?”<br />

If they can’t answer that simply and succinctly, then all the information in the<br />

world isn’t helping them; it’s blinding them. Success in retail is not about being<br />

busy; it’s about spending time, energy and capital where it is most productive.<br />

Retail productivity is only about mutually-profitable relationships – the socalled<br />

‘win-win’ scenario. In the customer’s eyes, retailers must deliver a win<br />

to them. By being the best at something that matters to shoppers, a retailer<br />

can improve the lives of their customers more than the next business. This<br />

strategic advantage leads to more sales – a win for the retailer.<br />

Everything else in the mix is an enabler, an enhancer or an inescapable cost<br />

of doing business. Most people operating in the world of traditional bricksand-mortar<br />

retailing are caught in a process maze that has little to do with<br />

energising the correct levers to answer that essential question in a manner<br />

that will help them create sustainable profit.<br />

Any business that can’t deliver an experience that makes their customers’ lives<br />

better needs to re-imagine their offer.<br />

Physical retail is not about unadulterated efficiency – online stores and<br />

technology-enabled delivery systems will win that battle. Customers seek<br />

more from stores. In this hyper-transactional world, where life is increasingly<br />

de-personalised and de-sensitised by technology, shoppers crave the opposite<br />

of efficiency; however, they need a powerful payoff for their sub-conscious<br />

investment beyond ease.<br />

Contemporary success stories in retail all share one common theme: they<br />

make the shopping experience more human, more sensory, more enjoyable<br />

and ultimately more rewarding and they reorganise their businesses around<br />

those key deliverables.<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 43


SAMS GROUP<br />

AUSTRALIA<br />

PinkKimberley.com.au<br />

E pink@samsgroup.com.au<br />

W samsgroup.com.au<br />

P 02 9290 2199<br />

THE ANALOGUE APPROACH<br />

According to Nielsen data released in the<br />

US at the end of 2017, vinyl record stores<br />

have achieved more than 1,000 per cent<br />

growth in the past decade. Furthermore,<br />

where digital music downloads peaked in<br />

2012, sales of the physical formats of music<br />

are continuing to increase.<br />

The same thing has occurred with sales of<br />

books, where downloads peaked in 2014<br />

and yet sales from bookshops are growing.<br />

In the US, physical media is now outselling<br />

digital downloads.<br />

While articles point to a new trend that<br />

romanticises nostalgia as an antidote to<br />

digital overload, the truth is that the return<br />

of physical media may be far simpler<br />

and have much more to do with human<br />

psychology and physiology.<br />

As with all things to do with retail, there are<br />

two sides to the coin.<br />

The consumer side is that, while new<br />

technology has many benefits that<br />

consumers desire, across-the-board change<br />

is not what shoppers ever want.<br />

While they adopt the convenience of<br />

carrying record collections in their pockets,<br />

fans also like collecting the artwork that<br />

comes with albums and the tactile and<br />

audio richness that analogue provides.<br />

On the store side, retailers lurch far too<br />

easily and too far. When something like<br />

digital emerges, practitioners are often<br />

their own worst enemies, hastening the<br />

demise of traditional products and services<br />

through the actions they take to ‘adapt’ to<br />

the trend – radically altering what and how<br />

they do things.<br />

A blanket move to digital and scaling<br />

back analogue effectively robs shoppers<br />

of the alternative, ensuring that the trend<br />

becomes the only reality until shoppers<br />

and entrepreneurs lead a renaissance.<br />

Mark Mebalds from record retailer Vinyl<br />

Destinations was quoted in an Australian<br />

Financial Review article titled, “Analogue<br />

vs digital: everything old is new” as saying,<br />

“Our sales trebled in 2017.”<br />

In a retail market that is growing annually<br />

at close to 3 per cent year-on-year, high<br />

growth does not come from following<br />

the crowd, particularly a crowd that is hell<br />

bent on cost-cutting strategies rather than<br />

customer experience.<br />

The unavoidable fact is this: retail<br />

opportunity has and always will be about<br />

the differences between shoppers, not<br />

the sameness.<br />

Sameness is a mass-merchant strategy<br />

that works for the 20-tonne gorilla that<br />

dominates a category.<br />

Even then, the smart businesses provide<br />

differentiation around the edges so that<br />

they don’t become just about cheap<br />

price and convenience – attributes that<br />

dictate commoditisation, little loyalty and<br />

negligible margin elasticity.<br />

The human condition has always sought<br />

balance – when work is high-stress, people<br />

seek revitalisation; when life seems boring,<br />

they seek stimulation.<br />

When shopping on convenience and prices<br />

is over-saturated, shoppers seek valueadded<br />

experiences.<br />

The great record stores and bookshops<br />

that are prospering in times where other<br />

categories are complaining are evidence of<br />

where to look for future retail prosperity.<br />

Find the opportunities to connect<br />

customers that are willing to pay more<br />

for what gives them more, and then give<br />

it to them.<br />

There is no shortage of opportunities to<br />

make a difference to the lives of retail<br />

shoppers today. Arguably – in this frantic,<br />

stressed out, angst-ridden world – there<br />

have never been more opportunities to<br />

deliver something powerful.<br />

Retailers must take the time to step back,<br />

take a deep breath and find their mojo by<br />

answering how they can improve the lives<br />

of their customers as a direct result of the<br />

shopping experience. i<br />

PETER RYAN is the director<br />

of Red Communication, one<br />

of Australia’s leading retail<br />

strategy consulting businesses.<br />

redcommunication.com


JEWELLERY DESIGN AWARDS<br />

Back with a<br />

Bang!<br />

RUM UT he <strong>Jeweller</strong>y Design Awards are returning to the International<br />

<strong>Jeweller</strong>y & Watch Fair (IJWF) for <strong>2019</strong>, following on from the<br />

hugely successful inaugural event in 2017. This year’s edition saw<br />

an incredible number of entrants submit pieces across 10 categories,<br />

with 44 standout finalists selected. Due to demand, the entry deadline<br />

was extended from 30 June to 21 July.<br />

Joshua Zarb, general manager Expertise Events, which organises both the<br />

<strong>Jeweller</strong>y Design Awards (JDA) and the IJWF, said his team had been “blown away<br />

by the calibre of entries”.<br />

“First and foremost, the purpose of the <strong>Jeweller</strong>y Design Awards is to celebrate<br />

the amazing skills within the industry in Australia and New Zealand,” Zarb said. “It’s<br />

a way to recognise the talent that’s out there, and identify new, up and coming<br />

designers and jewellers [with the Student/Apprentice categories]. That’s what<br />

keeps our whole industry strong over all.”<br />

He added that the most well supported categories this year, in terms of number of<br />

entrants, were the Diamond Award, Coloured Gemstone Award and Bridal Award,<br />

with Coloured Gemstone being the most popular.<br />

Finalists were announced on 23 July. The most recognised jeweller is Mindika<br />

Haddagoda, who is a finalist in four categories for his pieces ‘Aphrodite’, ‘Venus’,<br />

‘Tulips’ and ‘Rococo’. Matthew Ely is nominated in three categories for ‘Principessa’,<br />

‘Ballare’ and ‘Chinese Fan South Sea Pearl Ring’.<br />

Meanwhile, Matt Sime’s ‘The Cathedral of Vasily the Blessed’, Sophia Peacock’s<br />

‘Rainbow Serpent Cuff Bangle’ and Ben Tracy’s ‘Diamond Fantasie’ are the most<br />

recognised pieces, being named finalists across multiple categories.<br />

There are some familiar faces in this year’s Award contenders. Haddagoda<br />

– who won his category in 2017 – has made it to the finals again, as have<br />

Jason Ree, Sonja Scharmann, Greg Holland, Amrith Dharmawardane and<br />

Sameer Aneez.<br />

On Monday 5 August, Brett Low flew into Sydney to join the other members of<br />

the judging panel, Lester Brand and David Ole, to choose the winners in person.<br />

Judging was based on weighted criteria, with four key considerations: originality<br />

and creativity of the design, technical difficulty of construction, craftsmanship and<br />

finish of the piece, and wearability.<br />

All the finalist pieces will be on display at the Fair, which will be held at the ICC<br />

Sydney Exhibition Centre from Saturday 24 August to Monday 26 August, with<br />

the winners announced at a canapé reception on the show floor at 4:30pm on<br />

Sunday 25 August.<br />

“It’s great that the Awards will be held on the show floor this year, as it’s a way<br />

to bring the industry together, draw new visitors to the show, and celebrate the<br />

winners and finalists. It enhances the strength of the industry,” Zarb said.<br />

In order to protect the integrity of the judging process, no details of the<br />

nominated pieces have been released to the public – until now.<br />

Turn the page to see <strong>Jeweller</strong>’s sneak preview of this year’s JDA finalists.<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 45


1ST & 2ND YEAR<br />

APPRENTICE/STUDENT AWARD<br />

Sponsored by:<br />

BELINDA LUBKOLL<br />

Item: Ring<br />

Name of piece: Bauhaus Inspired<br />

Inspiration: This piece was inspired by the<br />

simplicity of modern architecture. It also features<br />

a slightly angled setting to be a bit provocative<br />

and contemporary.<br />

Materials: Sterling silver, topaz<br />

EVANTHEA PENGELLY<br />

Item: Earrings<br />

Name of piece: Shield-Maiden<br />

Inspiration: I saw a similar design made from brass<br />

in a trinkets market overseas, and thought it would<br />

turn out nicely in precious materials. Once I started to<br />

make the earrings and the final design emerged, they<br />

reminded me of Viking shields. Completion of this piece<br />

has inspired me to make a Shield-Maiden Collection of<br />

earrings that echo the aesthetic of Viking shield designs.<br />

Materials: Sterling silver, 14-carat yellow gold, Welo<br />

(Ethiopian) opal<br />

BRADLEY PIKE<br />

Item: Pendant<br />

Name of piece: Griffin<br />

Inspiration: The materials shaped the final look<br />

of the piece. It’s a sterling silver pendant with a<br />

petrified wood ‘shield’ and central fancy cut ‘arrow’<br />

shaped citrine<br />

Materials: Sterling silver, petrified wood, citrine<br />

3RD & 4TH YEAR<br />

APPRENTICE/STUDENT AWARD<br />

Sponsored by:<br />

SAMEER ANEEZ<br />

Item: Pendant<br />

Name of piece: The Autumn Vines<br />

Inspiration: I have always been an Art Deco<br />

person, and so in doing Art Nouveau I was outside<br />

my comfort zone. I wanted to create something<br />

that looked and felt soft. I also wanted it to have<br />

complexity, but not to detract from the movement<br />

of the piece. The silver flows wonderfully and<br />

feels alive in its movement. The stones are well<br />

incorporated into the piece despite a modern<br />

setting process. To further add to the life of the<br />

piece, the tourmalines are set from dark to light<br />

going up, and the bale is incorporated into the<br />

design as one unified piece.<br />

Materials: Sterling silver, citrine, green tourmaline<br />

MILLY BELL<br />

Item: Bangle<br />

Name of piece: Fluid<br />

Inspiration: This bangle’s fluid shapes that nestle<br />

beside each other are inspired by nature’s organised<br />

chaos: alike patterns found in the environment. I<br />

strove to create a sense of balance by incorporating an<br />

array of shapes and sizes that, when used repetitively,<br />

become ordered and uniform. Sculpting the outer<br />

panel using the technique of lost-wax casting really<br />

allowed me freedom to create a piece that was truly<br />

three dimensional and tactile, bridging my passion of<br />

jewellery and art together.<br />

Materials: Rhodium-plated sterling silver<br />

EILEEN LEAHY<br />

Item: Figurine<br />

Name of piece: Transformation of a Moth<br />

Inspiration: The inspiration for this piece is the<br />

New Zealand Puriri moth, a creature whose<br />

lifecycle resonates with my journey. The moth<br />

spends seven years in caterpillar form, which<br />

represents the growth stage of learning and<br />

development. After transformation, it is a<br />

moth for a mere two days. This speaks to me<br />

of breaking free – displaying my new creation<br />

with confidence. The crafting of the piece brings<br />

life through the movement of the wings. Its<br />

adaptability to be worn as a whole hair pin, or as a<br />

pendant, reiterates the transformational stages.<br />

Materials: 9-carat yellow gold, sterling silver,<br />

titanium, cabochon onyx<br />

46 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


AUSTRALIAN<br />

OPAL AWARD<br />

Sponsored by:<br />

JEANETTE BROSSARD<br />

Item: Bangle<br />

Name of piece: Boulder Opal and Silver Bracelet<br />

Inspiration: The bracelet is inspired by Earth, our planet.<br />

Materials: Boulder opal, sterling silver<br />

JASON REE<br />

Item: Earrings<br />

Name of piece: Sandstorm<br />

Inspiration: Inspiration for these earrings comes from the<br />

undulating hills of the desert, windswept and unbroken by time,<br />

and the pure blue Outback sky, dropping to a starlit dreamscape<br />

under the Milky Way.<br />

Materials: Black Australian opal, platinum, 18-carat white gold,<br />

22-carat yellow gold, diamond<br />

CINDY XU<br />

Item: Brooch<br />

Name of piece: Icy Conversation<br />

Inspiration: The work expresses two opposing species having<br />

undergone ecological changes due to global warming: a polar bear<br />

and a fish on the last glacial islands. The opal depicts the ocean, while<br />

mother-of-pearl and diamonds represent glaciers.<br />

Materials: 18-carat yellow gold, solid boulder opal,<br />

mother-of-pearl, diamond<br />

Proudly distributed by<br />

02 9417 0177 | www.dgau.com.au


BRIDAL AWARD<br />

Sponsored by:<br />

MATTHEW ELY<br />

Item: Tiara<br />

Name of piece: Principessa<br />

Inspiration: The piece is<br />

inspired by the bridal tiaras of<br />

European royalty, a reference<br />

to the historical traditions of<br />

courtship and marriage. It is<br />

handmade in platinum and<br />

features pear, Asscher and<br />

round brilliant diamonds.<br />

Materials: Diamond,<br />

platinum<br />

MINDIKA HADDAGODA<br />

Item: Necklace<br />

Name of piece: Aphrodite<br />

Inspiration: This design has<br />

been developed and created<br />

with the influences of modern<br />

and traditional decorative<br />

elements. A fantasy-cut blue<br />

topaz is set within a heart<br />

shape and four claws in an<br />

ultimate representation of<br />

love. I used the blue topaz<br />

because it is often associated<br />

with loyalty and love and<br />

represents eternal romance<br />

and friendship. Blue topaz also<br />

symbolises honesty, clarity of<br />

feelings, and deep emotional<br />

attachment. Decorative<br />

elements on the top of the<br />

pearl will flawlessly blend<br />

with any bridal dress. The blue<br />

topaz, multi-colour sapphire<br />

and diamonds lift the bride to<br />

show her at her brightest on<br />

her wedding day.<br />

Materials: Blue topaz, South<br />

Sea pearl, 18-carat yellow<br />

and white gold, diamond,<br />

Ceylon sapphire<br />

MATTHEW JOHNSON<br />

Item: Ring set<br />

Name of piece: Harmony<br />

Inspiration: This piece is a<br />

combination of everything<br />

I love: the unconventional,<br />

the challenge, contrast and<br />

detail; the pleasure of creating<br />

from the heart, giving surprise<br />

and joy to others; and the<br />

vulnerability of putting<br />

yourself on the line, the risk of<br />

offering your heart and life to<br />

another person. It represents<br />

two pieces coming together<br />

as one, in harmony.<br />

Materials: Diamond,<br />

platinum, rose gold<br />

BEN TRACY<br />

Item: Ring set<br />

Name of piece: Diamond<br />

Fantasie<br />

Inspiration: This piece was<br />

inspired by the many fancy<br />

shapes that diamonds can be<br />

fashioned into, and I wanted<br />

to showcase these special<br />

cuts in this “two into one”<br />

multi-faceted ring. Using<br />

the eternally classic form<br />

of a cluster-style ring, this<br />

particular design combines<br />

some of those random fancy<br />

shaped diamonds into a<br />

unified piece of jewellery.<br />

It evokes the emotions of<br />

classical jewellery from past<br />

eras with a present twist,<br />

taking the wearer into a<br />

timeless future.<br />

Materials: Diamond, platinum<br />

GREGORIE VENDE<br />

Item: Ring<br />

Name of piece: Encaptured<br />

Inspiration: I captured the<br />

eternity of a diamond with<br />

the purity of the platinum.<br />

The diamond is suspending<br />

from the top and bottom,<br />

letting all the colours and<br />

reflections free.<br />

Materials: Australian<br />

champagne diamond,<br />

platinum, 18-carat yellow gold<br />

48 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


CAD / CAM / CAST AWARD<br />

Sponsored by:<br />

AMRITH<br />

DHARMAWARDANE<br />

Item: Pendant<br />

Name of piece: Moments<br />

In Time<br />

Inspiration: I wanted to<br />

create a tribute to time and<br />

space. More specifically, the<br />

movement of our lives as<br />

viewed through our closest<br />

star, the Sun. In a nod to our<br />

fleeting existence on this<br />

planet, my goal was to give<br />

the pendant an ethereal<br />

quality with each of the<br />

diamond-set bezels appearing<br />

as if they are floating in a void.<br />

The 12 tiny pieces indicate not<br />

only the passing of the hours<br />

within the day, but also the<br />

stars within the cosmos whose<br />

light can only be seen as tiny<br />

pinpoints in the night sky.<br />

Materials: 18-carat white and<br />

rose gold, diamond<br />

MINDIKA HADDAGODA<br />

Item: Ring<br />

Name of piece: Venus<br />

Inspiration: This design<br />

has been created with<br />

the influences of ancient<br />

curve roof architecture and<br />

its associated decorative<br />

elements. Venus was<br />

a goddess of love and<br />

beauty. The centrally placed<br />

Ceylon blue sapphire, set<br />

with beautiful lip shaped<br />

claws, represent love. The<br />

combination of modern<br />

and traditional decorative<br />

elements represents beauty.<br />

The ring is a beautiful creation<br />

combining 18-carat white<br />

gold with yellow gold using<br />

CAD technology. A highly<br />

engineered look, fine edges,<br />

creativity, functionality and<br />

delicacy are the key features of<br />

this design.<br />

Materials: Ceylon blue and<br />

pink sapphire, 18-carat yellow<br />

and white gold, diamond<br />

CASSANDRA NITSCHKE<br />

Item: Brooch<br />

Name of piece: Emerald<br />

Glider<br />

Inspiration: Cassandra<br />

Nitschke, of Andrew Mazzone<br />

Design <strong>Jeweller</strong>s, was<br />

introduced to the incredible<br />

artistic world of Art Nouveau<br />

jewellery by images of French<br />

designer René Lalique’s<br />

famous dragonfly ornament.<br />

This then inspired her passion<br />

for jewellery design. The<br />

Art Nouveau movement<br />

embraced organic forms and<br />

mystical imagery, including<br />

creatures like the dragonfly.<br />

The dragonfly represents<br />

change, adaptability and<br />

transformation.<br />

Materials: Emerald, sapphire,<br />

diamond, ruby, rose, yellow<br />

and white gold<br />

ROBERT SAWTELL<br />

Item: Ring<br />

Name of piece: Templum<br />

Inspiration: This ring is<br />

custom designed for a<br />

client’s unique style – a large<br />

statement ring able to be<br />

worn often, without the use<br />

of diamonds. It reflects her<br />

classic personality but with a<br />

hint of a romantic. The design<br />

theme is the contemplation of<br />

two slightly domed traversing<br />

crosses. The intent is to draw<br />

the eye outwards from the<br />

central keystone and evoke<br />

curiosity for what is within.<br />

The colourway is a soothing<br />

combination of deep blue,<br />

green and teal in the form of<br />

bright, sparkling Australian<br />

sapphires sourced directly<br />

from the mine in Sapphire,<br />

central Queensland. Each<br />

gem is set to maximise<br />

performance with the entire<br />

surface area visible against<br />

the white background. The<br />

setting allows maximum<br />

light to flush through the<br />

gemstone. The rose gold band<br />

brings warmth to the design<br />

with minimum volume.<br />

Materials: Australian sapphire,<br />

platinum, 18-carat rose gold<br />

MATT SIME<br />

Item: Ring<br />

Name of piece: The Cathedral<br />

of Vasily The Blessed<br />

Inspiration: My design<br />

has been inspired by the<br />

Cathedral of Vasily the<br />

Blessed, a masterpiece that<br />

has stood tall in the Red<br />

Square in Moscow for more<br />

than 450 years. The eccentric<br />

architecture showcases<br />

nine domed towers that<br />

point up to the heavens,<br />

finished with an abundance<br />

of detail and texture. The<br />

unexpected patterning and<br />

unique use of symmetry<br />

inspired my piece, and I was<br />

captivated by the playful<br />

façade of this exceptional<br />

building. The interior of my<br />

design showcases a gallery<br />

of windows and pillars that<br />

join at the centerpoint of the<br />

domed ceiling, creating a<br />

central hierarchy. The use of<br />

gold has been intentional to<br />

reference the colour of the<br />

heavens and the windows<br />

corresponds to the Neo-<br />

Platonist idea of light as a<br />

symbol of wisdom.<br />

Materials: Blackened 9-carat<br />

yellow gold<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 49


COLOURED GEMSTONE AWARD<br />

Sponsored by:<br />

DANIEL CAP<br />

Item: Ring<br />

Name of piece: Celina<br />

Inspiration: This beautiful<br />

piece is designed to reveal<br />

new surprises with every turn.<br />

It was inspired by the notion<br />

of poetry, by which many<br />

meanings can come from the<br />

same beautiful words.<br />

Materials: 18-carat rose and<br />

yellow gold, silver, amatrine,<br />

ruby, diamond, zircon<br />

MINDIKA HADDAGODA<br />

Item: Pendant<br />

Name of piece: Tulips<br />

Inspiration: This design<br />

was inspired by the tulip<br />

flower’s elegant form and<br />

brilliant range of colours. My<br />

appreciation of the aesthetic<br />

beauty of tulips is the key<br />

element. The tulip is a symbol<br />

of feminine beauty and<br />

perfection. The combination<br />

of rubies and multi-coloured<br />

sapphires and diamonds<br />

bring a sense of contrast to<br />

the pendant. It is double<br />

sided and can be worn in four<br />

different ways. A precisely<br />

engineered look, unusual<br />

settings and high functionality<br />

are the hallmark of this design.<br />

Materials: Ceylon blue, yellow<br />

and pink sapphire, ruby,<br />

diamond, 18-carat yellow<br />

and white gold<br />

YUNA KIM<br />

Item: Ring<br />

Name of piece: Gradus<br />

Inspiration: Gradus means<br />

‘step’ in latin. This piece<br />

reminds you to take each<br />

step as it comes and reach<br />

your highest goals. Celebrate<br />

your success with this step by<br />

step ring – it’s the stairway to<br />

heaven. I use blue sapphires<br />

like a beautiful blue sky.<br />

Materials: 18-carat white<br />

gold, Australian blue<br />

sapphire, diamond<br />

MICHAEL MURATORE<br />

Item: Ring<br />

Name of piece: Stella Del<br />

Mare (Star of the Sea)<br />

Inspiration: The Stella del<br />

Mare ring is inspired by the<br />

beautiful and captivating<br />

elements of marine life. The<br />

bright tones of this piece<br />

celebrate the mesmerising<br />

and colourful hues found<br />

in the ocean. Stunning<br />

tourmalines, tanzanites<br />

and sapphires are<br />

complemented by the bold<br />

and flowing curves of the<br />

design; a reflection of the<br />

unique features of marine<br />

species. Aptly named,<br />

this piece is a symbol of<br />

outstanding brilliance.<br />

Materials: 18-carat white<br />

and rose gold, tourmaline,<br />

tanzanite, pink sapphire,<br />

diamond<br />

BEN TRACY<br />

Item: Ring<br />

Name of piece: Vert-Eagle<br />

Inspiration: The piece is<br />

inspired by the skyscrapers<br />

that soar high in the sky,<br />

competing for space with<br />

the eagles that look down<br />

upon them.<br />

Materials: Mint quartz,<br />

diamond, 9-carat white gold<br />

50 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


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marketing<br />

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DREAM BIG<br />

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DIAMOND AWARD<br />

Sponsored by:<br />

S AMS G R O U P<br />

AUSTR A L I A<br />

SOUKATA BASU<br />

MALHOTRA<br />

Item: Ring set<br />

Name of piece: Amoresque<br />

Inspiration: These love/<br />

wedding rings are inspired<br />

by from the imperial beauty<br />

and continuity of Arabesque<br />

patterns – interlaced designs<br />

seen in Middle Eastern art<br />

– and convey the harmony<br />

of everlasting love. The<br />

title is derived from the<br />

combination of two words:<br />

amore, meaning ‘love’ and<br />

Arabesque. The combination<br />

is metaphorical, poetic and<br />

meaningful. The rings are an<br />

artistic representation of the<br />

eternal order and union in a<br />

relationship. Meanwhile, the<br />

diamonds depict forever love.<br />

Materials: 18-carat yellow<br />

gold, 9-carat yellow gold,<br />

diamond<br />

MATTHEW ELY<br />

Item: Ring<br />

Name of piece: Ballare<br />

Inspiration: Ballare means<br />

‘to dance’ and this exquisite<br />

handmade ring is inspired by<br />

the tutu of a dancing ballerina.<br />

The name also references the<br />

dance of light present in the<br />

white and pink diamonds in<br />

the cluster of the ring. The<br />

hand-pierced basket balances<br />

the delicate detail of the top<br />

setting, and takes its influence<br />

from European stained glass<br />

church windows.<br />

Materials: 18-carat white<br />

and rose gold, pink diamond,<br />

diamond<br />

GREG HOLLAND<br />

Item: Ring<br />

Name of piece: Diamond<br />

Moon Cocktail<br />

Inspiration: This ring pays<br />

homage to the incredible New<br />

Zealand night sky. From the<br />

inspired collection Moon, this<br />

dress ring is a one of a kind. It<br />

features 178 diamonds and a<br />

secret pink sapphire heart.<br />

Materials: Diamond, pink<br />

sapphire, recycled platinum,<br />

18-carat yellow gold<br />

GERARD MCCABE<br />

Item: Ring<br />

Name of piece: Wildflower<br />

Diamond Ring<br />

Inspiration: Inspired<br />

by the beauty of native<br />

Australian flora, Gerard<br />

McCabe’s Wildflower ring<br />

captures the essence of the<br />

iconic Sturt’s Desert Pea<br />

flower. The use of varying<br />

golds, accented by vibrant<br />

diamonds, are delicately and<br />

artfully arranged to recall the<br />

distinctive nature of this South<br />

Australian floral emblem. The<br />

glistening diamond acts as<br />

the centrepiece to the flower<br />

which is surrounded by satin<br />

branches and leaves.<br />

Materials: Diamond, 18-carat<br />

rose and yellow gold<br />

BEN TRACY<br />

Item: Ring set<br />

Name of piece: Diamond<br />

Fantasie<br />

Inspiration: This piece was<br />

inspired by the many fancy<br />

shapes that diamonds can be<br />

fashioned into, and I wanted<br />

to showcase these special<br />

cuts in this “two into one”<br />

multi-faceted ring. Using<br />

the eternally classic form<br />

of a cluster-style ring, this<br />

particular design combines<br />

some of those random fancy<br />

shaped diamonds into a<br />

unified piece of jewellery.<br />

It evokes the emotions of<br />

classical jewellery from past<br />

eras with a present twist,<br />

taking the wearer into a<br />

timeless future.<br />

Materials: Diamond, platinum<br />

52 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


Here at Showcase <strong>Jeweller</strong>s, we are ALL about members; we’re a member owned organisation, and it’s been that way for over 38 years now!<br />

We have a long established, comprehensive management structure in place with some of the most experienced heads in the industry,<br />

all working together as a support office for members. We are proud to provide our members support and the tools to navigate their way<br />

through retail, sales, product knowledge, policies, operations, marketing and of course the wide digital arena.<br />

Contact us today<br />

We’re ready when you are. So if you think it’s time to get serious about where you’re going, email us today.<br />

Our team will be happy to show you how we can grow your business together.<br />

enquiries@showcasejewellers.com.au<br />

www.showcasejewellers.com.au<br />

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Make the change &<br />

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MAKE THE CHOICE TO THRIVE AND BECOME A SHOWCASE MEMBER TODAY<br />

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Establishment Loan, charged over 6 months.<br />

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Different membership options available to suit<br />

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- The most recent member to join our Showcase <strong>Jeweller</strong>s family


MEN’S ACCESSORIES & JEWELLERY<br />

Sponsored by:<br />

JAKE COUGHLAN<br />

Item: Ring<br />

Name of piece: The Beast<br />

Inspiration: This piece was<br />

made for a client of ours who<br />

came to us with the idea of<br />

a gent’s wedding ring that<br />

would be unlike any other.<br />

After explaining a massive<br />

signet ring would be a good<br />

starting point, the design<br />

process started. With very little<br />

restriction in design we had<br />

the opportunity to use shapes<br />

and colours to make the<br />

highlights pop. Throughout<br />

the 150-hour make, the<br />

design changed multiple<br />

times resulting in this<br />

one-of-a-kind masterpiece.<br />

Materials: Platinum, 18-carat<br />

yellow gold, Australian yellow<br />

sapphire, diamond<br />

PETA HEYS<br />

Item: Ring and cuff Set<br />

Name of piece: Men’s<br />

Elements Ring & Cuff Set<br />

Inspiration: Throughout<br />

ancient history it has been<br />

said across various cultures<br />

and spiritual avenues that<br />

air, fire, earth and water were<br />

the four aspects of human<br />

nature. The Elements Mens<br />

Cuff & Ring Set, designed by<br />

Peta Heys, bears a continuous<br />

interconnecting wire pattern<br />

featuring these four elemental<br />

symbols. The matching<br />

oxidised sterling silver set is<br />

visual affirmation for modern<br />

times – to represent inner<br />

harmony through balancing<br />

the elements within.<br />

Materials: Oxidised<br />

sterling silver<br />

PETER KEEP<br />

Item: Ring<br />

Name of piece: Ocean Wave<br />

Inspiration: The row of<br />

diamonds across the top of<br />

the ring represents a boat’s<br />

propellers cutting through the<br />

water. The wearer can insert<br />

the titanium wave pattern<br />

of choice depending on the<br />

occasion or mood. There are<br />

many design and material<br />

options that could be made to<br />

fit under the row of diamonds.<br />

In this case, the choices<br />

presented are ‘dead calm’ (no<br />

wave pattern) and ‘gentle<br />

swell’ (rounded sections).<br />

Materials: 18-carat gold,<br />

diamonds, titanium<br />

SOFIA PEACOCK<br />

Item: Bangle<br />

Name of piece: Rainbow<br />

Serpent Cuff Bangle<br />

Inspiration: The Rainbow<br />

Serpent Cuff Bangle is a<br />

commissioned piece and the<br />

result of inspiration received<br />

from a combination of<br />

sources. The idea to use the<br />

Aboriginal symbol of creation<br />

– the Rainbow Serpent – came<br />

during the consultation with<br />

my customer when I intuitively<br />

sensed his very strong<br />

connection with the spirits<br />

of the land. The delicious<br />

colour combination of pink<br />

and white is serendipitous:<br />

the pink represents the ochre<br />

hues of the earth, while the<br />

white gold hints of our<br />

cosmic connections.<br />

Materials: 9-carat pink gold,<br />

18-carat white gold<br />

JASON REE<br />

Item: Ring<br />

Name of piece: Kikkou<br />

Inspiration: The inspiration<br />

behind this piece was the<br />

wildlife of the Galapagos<br />

Islands: the armoured<br />

tortoises, their sea dwelling<br />

counterparts, the movement<br />

and colours of the water,<br />

and the flora. Being able<br />

to combine this natural<br />

geometry with flowing<br />

organic shapes was rewarding<br />

in a way that can be hard to<br />

put into words.<br />

Materials: Australian bicolour<br />

sapphire, platinum, 18-carat<br />

green and yellow gold,<br />

14-carat red gold<br />

54 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


PEARL AWARD<br />

Sponsored by:<br />

IAN DOUGLAS<br />

Item: Pendant<br />

Name of piece: Tāne<br />

Inspiration: The Tāne pendant<br />

was inspired by the Māori<br />

legend of Tāne. Tāne, god<br />

of man and forests, decided<br />

to separate his parents,<br />

Papatuanuku, the earth<br />

mother, and Ranginui, the sky<br />

father, who were in a tight<br />

embrace causing nothing but<br />

darkness. The pendant and its<br />

elongated design represent<br />

Tāne and his siblings’ journey<br />

of separating their parents to<br />

reveal the light, thus creating<br />

Earth. The rough pink sapphire<br />

represents his sibling Tawhiri<br />

Matea, who left for the sky to<br />

be with his father. The purple<br />

sapphire represents Tāne’s<br />

brothers, who stayed on earth,<br />

between both of their parents.<br />

The arrow that stretches<br />

between the paua and presses<br />

into the pearl represents Tāne<br />

amid the act of pushing his<br />

parents apart. The woven flax<br />

leaf feature further ties the<br />

pendant to Māori legend and<br />

culture.<br />

Materials: Pink and purple<br />

sapphire, paua, South Sea<br />

pearl, 18-carat yellow gold<br />

MATTHEW ELY<br />

Item: Ring<br />

Name of piece: Chinese Fan<br />

South Sea Pearl Ring<br />

Inspiration: Featuring a<br />

flawless 17mm round South<br />

Sea Autore pearl, the ring has<br />

been created to showcase the<br />

natural beauty of the pearl,<br />

which has been taken from<br />

a million-dollar strand. The<br />

tapered baguette diamond<br />

fan that cups the pearl was<br />

inspired by the design<br />

of traditional Chinese<br />

wooden fans.<br />

Materials: 18-carat white<br />

gold, South Sea pearl,<br />

diamond<br />

MINDIKA HADDAGODA<br />

Item: Necklace<br />

Name of piece: Rococo<br />

Inspiration: Influences of<br />

modern and traditional<br />

decorative elements are key<br />

features of my design style.<br />

A fantasy cut amethyst is<br />

set with innovative setting<br />

methods, demonstrating<br />

modern creative awareness.<br />

Scrolling curves and chains<br />

enchant and dazzle the pearl<br />

with the sparkliest of merrygo-rounds.<br />

The combination<br />

of sapphires and pearls in<br />

two different planes is an<br />

innovative design, which at<br />

the same time increases the<br />

functionality of the necklace.<br />

Materials: Amethyst,<br />

South Sea pearl, diamond,<br />

Ceylon pink and blue<br />

sapphire, 18-carat yellow<br />

and white gold<br />

STEVE RICE<br />

Item: Ring<br />

Name of piece: Billy “T”<br />

the Bee<br />

Inspiration: I was watching<br />

bees and talking about them<br />

with my partner. I looked<br />

at this pearl and it looked<br />

like a good start for a beethemed<br />

ring!<br />

Materials: 9-carat rose and<br />

white gold, 18-carat yellow<br />

gold, blue diamond, black<br />

diamond, coral, amber<br />

GEORGINA STALEY<br />

Item: Pendant<br />

Name of piece: Ostralis<br />

Inspiration: I wanted to<br />

bring together the beauty of<br />

Paspaley Australian South Sea<br />

pearls, natural pink diamonds<br />

and Akoya cultured pearls. I<br />

am always on the look out for<br />

pearls that are not the normal<br />

shape and then I like the<br />

challenge of creating a piece<br />

of jewellery that will enhance<br />

them as they are.<br />

Materials: 18-carat rose<br />

gold, Australian South Sea<br />

pearl, Akoya cultured pearl,<br />

Australian pink diamond<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 55


PRECIOUS METAL AWARD<br />

Sponsored by:<br />

PAUL AMEY<br />

Item: Pen<br />

Name of piece: Pink Mist<br />

Inspiration: The Pink Mist pen<br />

was inspired after seeing some<br />

enhanced Montblanc pens<br />

a friend had, and by a desire<br />

to see if I could manufacture<br />

a sophisticated and elegant<br />

writing implement for<br />

discerning women, as most<br />

pens are aimed at the male<br />

market. I’ve always loved<br />

challenging myself to make<br />

new and innovative items<br />

and the pen is my latest art<br />

piece in discovering the<br />

unexpected! With a love of<br />

skeleton clocks forming the<br />

structural basis, the idea for<br />

the colours and name came<br />

one morning watching an<br />

amazing sunrise that held<br />

pink mist.<br />

Materials: 18-carat yellow<br />

gold, platinum, natural Keshi<br />

pearl, diamond, pink diamond<br />

SOFIA PEACOCK<br />

Item: Bangle<br />

Name of piece: Rainbow<br />

Serpent Cuff Bangle<br />

Inspiration: The Rainbow<br />

Serpent Cuff Bangle is a<br />

commissioned piece and the<br />

result of inspiration received<br />

from a combination of<br />

sources. The idea to use the<br />

Aboriginal symbol of creation<br />

– the Rainbow Serpent – came<br />

during the consultation with<br />

my customer when I intuitively<br />

sensed his very strong<br />

connection with the spirits<br />

of the land. The delicious<br />

colour combination of pink<br />

and white is serendipitous:<br />

the pink represents the ochre<br />

hues of the earth, while the<br />

white gold hints of our<br />

cosmic connections.<br />

Materials: 9-carat pink gold,<br />

18-carat white gold<br />

SONJA SCHARMANN<br />

Item: Necklace<br />

Name of piece: My Hidden<br />

Treasures<br />

Inspiration: The aim was<br />

to create a contemporary<br />

and bold locket that is made<br />

of precious materials and<br />

unique gemstones, that<br />

invites dialogue through its<br />

unusual design and gemstone<br />

choices. It offers the wearer<br />

two optional chains: one a<br />

more industrial wire chain,<br />

and one a more esoteric<br />

tourmalinated quartz chain,<br />

with its properties combining<br />

black and white, dark and<br />

light. The latter is also believed<br />

to protect its wearer from<br />

aggression and negative<br />

vibes. The locket can contain<br />

a large volume of keepsakes<br />

and the contents are hidden<br />

from the outside. They can<br />

only be accessed by lifting the<br />

centre stone and releasing<br />

the spring to open the locket.<br />

This necklace is designed for<br />

women who know who they<br />

are, know their strengths and<br />

protect their weaknesses.<br />

Materials: Platinum, 18-carat<br />

yellow gold, stainless steel<br />

wire, tourmalinated quartz<br />

MATT SIME<br />

Item: Ring<br />

Name of piece: The Cathedral<br />

of Vasily The Blessed<br />

Inspiration: My design<br />

has been inspired by the<br />

Cathedral of Vasily the<br />

Blessed, a masterpiece that<br />

has stood tall in the Red<br />

Square in Moscow for more<br />

than 450 years. The eccentric<br />

architecture showcases<br />

nine domed towers that<br />

point up to the heavens,<br />

finished with an abundance<br />

of detail and texture. The<br />

unexpected patterning and<br />

unique use of symmetry<br />

inspired my piece, and I was<br />

captivated by the playful<br />

façade of this exceptional<br />

building. The interior of my<br />

design showcases a gallery<br />

of windows and pillars that<br />

join at the centrepoint of the<br />

domed ceiling, creating a<br />

central hierarchy. The use of<br />

gold has been intentional to<br />

reference the colour of the<br />

heavens and the windows<br />

corresponds to the Neo-<br />

Platonist idea of light as a<br />

symbol of wisdom.<br />

Materials: Blackened 9-carat<br />

yellow gold<br />

KRISTIE VERMANDE<br />

Item: Earrings<br />

Name of piece: Lumière<br />

Inspiration: The Lumière<br />

earrings are inspired by<br />

the illumination cast by a<br />

chandelier and the luminous<br />

radiating reflections it<br />

disperses. Graduated colours<br />

of yellow, peach, and rose<br />

gold stack upon one another<br />

to create rich lustre, multiple<br />

dimensions, and movement.<br />

The use of both new and<br />

old techniques creates a<br />

modern but timeless piece<br />

of wearable art.<br />

Materials: 18-carat yellow,<br />

peach, white and rose<br />

gold, diamond<br />

56 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


THAI TRADE CENTRE, SYDNEY OFFICE<br />

02 - 9241 - 1075<br />

THAITRADESYDNEY@GMAIL.COM


DIAMOND FEATURE<br />

LANGERMAN DIAMONDS<br />

Investment diamonds:<br />

worth the risk?<br />

CONSUMERS ARE INCREASINGLY CONSIDERING DIAMONDS<br />

FOR INVESTMENT PURPOSES. ARABELLA RODEN EXPLORES<br />

THE PROS AND CONS AS WELL AS ANY POTENTIAL PITFALLS.<br />

hy buy a diamond? It’s a question most would answer<br />

quite simply: as a symbol of love, either to a special person<br />

in one’s life or as a beautiful reward to oneself. In the pursuit<br />

for a purchase that encapsulates the emotion of love, a<br />

diamond is one tangible way to express intangible qualities, such as<br />

beauty, rarity and eternity.<br />

That’s the way the diamond industry has operated for generations and also why<br />

diamonds have captured the imagination of consumers and their chequebooks.<br />

Yet increasingly, diamond is being marketed as an ‘investment’, particularly the<br />

rarest varieties in terms of size and colour. Diamond’s attractiveness to investors<br />

is based on the relative buoyancy and consistency of the diamond market<br />

compared to other investment channels such as shares and property.<br />

As headlines abound about record-breaking jewellery auctions, breathtakingly<br />

large bids at the Argyle Pink Diamond Tender and, more recently, panic about<br />

diminishing supply, it can be easy to lose sight of the unique risks of diamond as<br />

an investment.<br />

A QUESTION OF COLOUR<br />

When considering investing, it’s important to distinguish between the<br />

colourless (‘white’) diamond market and that of natural fancy colour diamonds.<br />

Unlike other gemstones, white diamonds can be likened to, and tracked as, a<br />

commodity; they are prone to fluctuations in supply, demand and price, and<br />

therefore prime for speculation. Exemplifying this, white diamonds have seen<br />

prices collapse across all sizes and grades over the past year.<br />

Alan Bronstein, president of the Natural Color Diamond Association, believes this<br />

does not make white diamonds an appealing investment option.<br />

“A private individual has very limited options for selling or achieving liquidity<br />

on a downward cycle, which we are in now and that the trade is experiencing<br />

for the last two years,” he says. “No one can predict if and when this trend will<br />

change so how can you prepare for the moment of liquidation? And if traders,<br />

who make their living in this volatile market of fluctuations, get trapped in the<br />

unpredictable cycle, what chance does a private individual have?”<br />

In order to halt the current downturn of the market, Bronstein believes the<br />

industry will tighten supply in order to stabilise prices. Indeed, this trend that has<br />

already begun with De Beers.<br />

The diamond behemoth recently slashed its production targets for the second<br />

half of <strong>2019</strong> following a 50 per cent drop in rough diamond sales for its sixth<br />

cycle compared to the same period last year. Russian mining giant Alrosa,<br />

which is the world’s largest diamond producer by volume, has also begun<br />

reducing supply.<br />

Bronstein also points out that certain extremely large diamonds have not been<br />

absorbed into the market as quickly as in previous years.<br />

58 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


“There is, relatively, more<br />

availability and the demand at<br />

this moment cannot keep up<br />

with the supply,” he explains.<br />

Australia’s leading RTO run by jewellers for<br />

jewellers!<br />

Indeed, as technology has<br />

improved – both in diamond<br />

discovery and excavation – increasing<br />

numbers of large diamonds have flowed<br />

into the market.<br />

LANGERMAN DIAMONDS<br />

Canadian company Lucara Diamonds has unearthed two diamonds<br />

of more than 1,000 carats in just the past four years at the Karowe<br />

mine in Botswana, while Australian miner Lucapa has unearthed 13<br />

diamonds of more than 100 carats since 2015 at its Lulo alluvial mine<br />

in Angola. Both miners used Tomra XRT optical sorting technology.<br />

Despite the uncertainty in the market, pricing authority Rapaport<br />

includes an Investment Diamond Certificate as one of its<br />

advertised services.<br />

The company claims the certificate “provides absolute confidence<br />

and assurance of quality and added value” and that “Rapaport<br />

certified diamonds maintain their market value, making them ideal<br />

for investors, looking for portfolio diversification.”<br />

Portfolio diversification is a trend noted by Ari Taibel, gemmologist<br />

and director of Australia’s leading fine jewellery and gemstone<br />

auction house First State Auctions.<br />

“Many auction buyers have an investment angle when buying<br />

diamonds as well as fine gemstone jewellery. I believe they see<br />

diamonds as a very compact and tangible store of wealth,” Taibel<br />

explains. “One big diamond investor told me he has become a big<br />

investor in diamonds and coloured gemstone jewellery since the<br />

GFC [global financial crisis of 2008].<br />

“Over the last 10 years, we have seen fancy colour diamonds as<br />

the best-performing class of diamond,” he adds. “Diamonds with a<br />

reputable laboratory report like GIA or GSL are always preferable as<br />

these are very highly regarded by investors.”<br />

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NATURAL FANCY COLOUR DIAMOND PRICES COMPARED TO WHITE<br />

DIAMONDS. SOURCE: THE FANCY COLOR RESEARCH FOUNDATION<br />

1800 MINRES<br />

www.minres.com.au


DIAMOND FEATURE<br />

Yseult de Crombrugghe, project manager Langerman Diamonds, which deals<br />

in natural, fancy-colour diamonds of all hues, says that colour diamonds are<br />

appealing due to the low volatility in the market.<br />

“High-quality diamonds are more and more considered by savvy investors as a<br />

strong and wise long-term investment. Scarred by the Financial Crisis and fearful<br />

about volatility, Millennials are looking for unique and alternative sustainable<br />

investments. Fancy colour diamonds are one of those – they are amongst the<br />

least volatile investments possible. Additionally, we have noticed a new trend for<br />

fancy colour diamond collections.”<br />

The incredible price rise of pink diamonds is impossible to ignore. According<br />

to the Fancy Color Research Foundation, which tracks pricing and auction<br />

results for natural fancy colour diamonds, pinks have averaged price-per-carat<br />

growth of 12.1 per cent per year from 2005 to <strong>2019</strong>; however, this figure is<br />

an average and includes outlier auction pieces that have fetched up to<br />

$US2 million per carat.<br />

Arnaud Soirat is chief executive of copper and diamonds at Rio Tinto, which<br />

owns Argyle in West Australia, the world’s largest pink-diamond mine. Soirat told<br />

The Age, “If you look at the evolution of the price over the past 20 years the price<br />

has increased by 500 per cent. Every year the price increases by a double digit<br />

number; if you compare that to the stock market that’s significantly higher.”<br />

Those prices are predicted to rise even further with the imminent closure<br />

of the Argyle mine in 2020, which is reported to account for 90–95 per cent<br />

of the world’s pink diamonds, as well as a significant portion of yellows and<br />

ultra-rare reds.<br />

Less than 1 per cent of all diamonds mined globally have colour.<br />

As a result, it’s no surprise that specialist companies such as the Sydney-based<br />

Australian Diamond Portfolio have emerged to assist prospective buyers in<br />

acquiring pink diamonds “like any other traditional asset”. The service provides<br />

“sourcing, buying, storage, and later selling” of pinks, while claiming the<br />

diamonds offer “insulation from traditional financial markets”.<br />

The business’ website also prominently features Mark Bouris – CEO of the ASXlisted<br />

Yellow Brick Road Group and star of reality TV shows The Apprentice and<br />

The Mentor – explaining the benefits of pink-diamond investment.<br />

Yet, while industry experts acknowledge the historically high prices of pink<br />

diamonds, they caution against viewing them as a tool to increase personal<br />

wealth – especially since the concept of value is not intrinsic, but relative, and<br />

driven by trends.<br />

“Even as they are getting more fashionable, most people know very little about<br />

colour diamonds and will only refer to ‘headline’ diamonds, namely blue, pink<br />

and yellow,” de Crombrugghe says, “but there is a myriad of natural, fancy<br />

colours. Langerman Diamonds’ inventory includes over 300 colours! Some,<br />

such as orange and green, are largely undervalued and will certainly rise in<br />

value in coming years.”<br />

Bronstein goes further: “Just like artwork, the value [of natural fancy-colour<br />

diamonds] is totally subjective – you can have three people offering $10 million,<br />

$12 million or $15 million, but the seller wants $20 million. The fact is, they are all<br />

correct. The ‘value’ is what somebody’s willing to pay.”<br />

He also cautions against buying on certification alone: “I have heard dozens of<br />

horror stories about individuals who were baited into investing and were sold<br />

the worst stones with highly-praising lab reports. Even holding for five to 10<br />

years as an investment, they had no place<br />

to get liquidity but an auction house and<br />

only recouped 10 to 20 per cent of their<br />

initial investment.<br />

“The best one can offer as a statement<br />

on fine gems and jewellery is that the<br />

past has shown that certain fancy colour<br />

stones have a faster liquidity and potential<br />

rise in value,” Bronstein adds.<br />

Meanwhile, Taibel differentiates diamonds from<br />

other asset classes.<br />

LANGERMAN DIAMONDS<br />

“Diamonds are an excellent long-term investment but not in the same<br />

way as property and shares. The main differences being that no income is<br />

earned from holding a diamond, there are higher commissions in trading<br />

diamonds compared to shares and property, and pleasure is derived from<br />

wearing the diamond.”<br />

Taibel emphasises that diamond holds its value over time better than some<br />

other luxury purchases: “Diamonds purchased at retail have an instant<br />

depreciation in value like a new car being driven out of the dealer’s lot; however,<br />

unlike a car, they will not continue to depreciate – depending on the diamond<br />

market. In summary, a diamond is a ‘good investment’ when purchased astutely<br />

and when pleasure is derived from it.”<br />

George Cochrane, a certified financial advisor with more than 35 years<br />

experience and a prominent financial journalist, says long-term investing should<br />

start with a ‘widespread portfolio’.<br />

“Place your eggs in different baskets – for the not so rich, I would stick to the<br />

basics of shares, property and bank deposits until you feel your current rainy-day<br />

needs and your future retirement needs are covered,” he says. “Once you feel you<br />

have these bases covered, you can expand your horizons into collectibles such<br />

as art and gems and coins.”<br />

He adds: “The value of each [art, gems and coins] arguably has as much relation<br />

to marketing as to any inherent value. Further, these sectors probably have<br />

greater retail selling costs than any other asset so any ‘market value’ must be<br />

reduced by whatever premium the dealer or auctioneer demands.”<br />

When considering a diamond purchase, particularly of natural, fancy-colour<br />

diamonds, the most important thing is to consider the beauty of the stone and<br />

one’s personal connection to it.<br />

“Unlike for colourless diamonds, the baseline for pricing is not only a ‘4 Cs’<br />

grading report linked to a benchmark but mainly the rarity and the beauty of<br />

the stone,” de Crombrugghe explains. “It’s all about the unique colour viewed<br />

face-up – the scarcity of the hue, the tone and undertones, the saturation, the<br />

cut, the weight, the provenance and the demand will determine the value.<br />

Moreover, as it is for investments in unique paintings or artworks, it must be love<br />

at first sight.”<br />

For Bronstein, it’s a simple equation: “Purchase of a natural colour diamond<br />

should be based on three things only: affordability, beauty and desire.”<br />

Even as the market is gripped by pink fever, it remains true that the only valuable<br />

quality in a diamond is what the owner sees in it. And when that quality is<br />

beauty, love and emotion, it has something more than value: it has meaning. i<br />

60 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


GEMS<br />

ORGANIC GEMS PART VI: CORAL<br />

including pink, blue, black and gold. It is the<br />

deep red colour that has been prized for<br />

thousands of years. Sought for its rich hue and<br />

glass-like shine when polished, coral has been<br />

used in decorative items and as adornment<br />

for millennia.<br />

During the Victorian era (1837-1901) coral<br />

was a popular gem, with jewellers fashioning<br />

flowers, butterflies and cameos. In the early<br />

decades of the 20th century, coral remained<br />

popular, adding a vibrant splash of colour to<br />

all manner of jewellery and hair ornaments.<br />

Over-harvesting across the world has<br />

depleted natural sources of many varieties<br />

of coral, including red coral. A number of<br />

countries, including Australia, restrict the<br />

importation and sale of various species of<br />

coral for this reason.<br />

Coral has a long history of use in jewellery.<br />

Many cultures across the world have<br />

valued coral for adornment, and also for<br />

its reputed mystical features. As well as<br />

being prized for jewellery, red coral was<br />

valued as a charm to ward off evil and to<br />

increase fertility. It was held to protect<br />

against snakebite and reduce fevers.<br />

Warriors in central Europe adorned their<br />

shields and helmets with coral to protect<br />

them in battle. Throughout medieval Europe,<br />

coral was worn as a protective charm. In Italy<br />

and Spain today, coral remains treasured for<br />

(3.5 on the Mohs scale), coral is typically<br />

fashioned into beads and cabochons.<br />

The red coral used in jewellery comes from<br />

the Mediterranean Sea and the depths of<br />

the Atlantic and western Pacific Oceans. It is<br />

distinguished from reef building coral, which<br />

grows in relatively shallow seas, by its colour<br />

and growth habits. Relying on deep waters<br />

and currents to thrive, red coral grows very<br />

slowly – approximately a millimetre per year<br />

– with its million of polyps sifting the currents<br />

for nutrients. Unlike reef coral, red coral has a<br />

shrub-like form.<br />

RELYING ON<br />

DEEP WATERS<br />

AND CURRENTS<br />

TO THRIVE, RED<br />

CORAL GROWS<br />

VERY SLOWLY –<br />

APPROXIMATELY<br />

A MILLIMETRE<br />

PER YEAR – WITH<br />

ITS MILLION OF<br />

POLYPS SIFTING<br />

THE CURRENTS<br />

FOR NUTRIENTS<br />

Consequently, much of the coral seen today<br />

in newer jewellery is not natural red coral, but<br />

dyed bamboo coral, a more widely available<br />

material. More porous than red coral and<br />

lacking the rich red colour, bamboo coral is<br />

hardened by filling with resin. It is then dyed<br />

red in imitation of red coral and polished.<br />

A porous material, coral absorbs lotions<br />

and make-up when it is worn against the<br />

skin. Over time, exposure to chemicals and<br />

perfumes may damage the gem’s relatively<br />

soft surface.<br />

To clean it, wipe with a soft damp cloth. Coral<br />

should never be soaked in a cleaning solution<br />

or placed in an ultrasonic cleaner. It should<br />

also be stored away from other jewellery that<br />

may scratch the coral’s surface. i<br />

its protective properties.<br />

Known by a range of names including<br />

red coral, deep-sea coral, and precious<br />

coral, Corallium rubrum is the skeleton of<br />

communities of marine creatures called<br />

polyps. Comprised of calcium carbonate,<br />

unpolished coral has a matte appearance<br />

with a dimpled surface. A relatively soft gem<br />

In the ancient world, the primary source of<br />

red coral was the Mediterranean Sea. Coral<br />

was traded widely between civilisations<br />

around the region and as far away as India,<br />

where it was believed to have mystical and<br />

medicinal properties.<br />

The word coral denotes the colour red,<br />

however coral comes in a range of colours<br />

SUSAN HARTWIG FGAA came late to the world<br />

of gemmology after a long career in corporate<br />

training and project management. She<br />

combines her love for writing with a passion<br />

for gems and jewellery. Susan writes regularly<br />

for her gemmology blog ellysiagems.com. For<br />

more information on gemmology courses and<br />

gemstones, visit: gem.org.au<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 61


Behind every gemstone,<br />

there is a fascinating story<br />

waiting to delight clients<br />

around the world. Studying<br />

with GAA brings the<br />

expertise, networking and<br />

confidence to build a solid<br />

career in a multimilliondollar<br />

industry. Joining<br />

one of the most supportive<br />

and passionate professional<br />

communities of gemmologists<br />

in Australia was one of the<br />

best decision I ever made.<br />

Gina Barreto FGAA DipDT<br />

Gemmologist and Diamond Technologist<br />

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Courses<br />

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Enrolments now open<br />

For more information<br />

1300 436 338<br />

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Be<br />

Confident<br />

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Passionately educating the industry, gem enthusiasts<br />

and consumers about gemstones


BUSINESS<br />

THE FUTURE OF SALES LEADERSHIP<br />

RYAN ESTIS shares the key factors in<br />

creating a high-growth sales strategy and<br />

keeping up momentum from two leading<br />

lights of progressive management.<br />

Tom Pfeifer runs US sales and customer<br />

service for multinational media and<br />

information company Thomson Reuters.<br />

He is a sales leader who is progressive,<br />

forward-thinking and has embraced a solid<br />

blend of traditional and emerging tools to<br />

set up his sales team for continued success<br />

both today and beyond.<br />

Recently, as everyone headed home after<br />

a conference, Pfeifer and his team chose to<br />

stick around. They headed into a strategicplanning<br />

meeting to brainstorm how to<br />

elevate next year’s sales kick-off meeting.<br />

That’s right – they wanted to begin improving<br />

upon the experience while it was still fresh in<br />

everyone’s mind.<br />

This is exactly the kind of growth mindset<br />

required to win in the new economy.<br />

Pfeifer knows continuous reinvention and a<br />

relentless commitment to improvement is<br />

the only option.<br />

Elizabeth Hurley is vice president of<br />

residential sales at Tarkett, one of the<br />

world’s leading flooring manufacturers.<br />

She has built a winning sales culture on a<br />

bedrock of accountability, as well as a deep<br />

understanding of the customer.<br />

Here, Hurley and Pfeifer share their strategies<br />

for world-class sales, team management and<br />

customer service.<br />

WIELDING DATA AS SWORD<br />

Given Thomson Reuters’ core business, it’s<br />

not surprising that Pfeifer loves to talk about<br />

data. Leading organisations throughout the<br />

world are leveraging the insights from data<br />

into action.<br />

This has been a game changer for switchedon<br />

sales leaders, where access to quantifiable<br />

metrics provides a go-to market advantage,<br />

but collecting data is the easy part. The<br />

difficult part, according to Pfeifer, is putting<br />

that plan into action.<br />

“You have to be careful that those metrics<br />

don’t become weapons,” he explains. “Are they<br />

the sword or the shield?”<br />

ACCESS TO<br />

QUANTIFIABLE<br />

METRICS<br />

PROVIDES A<br />

GO-TO MARKET<br />

ADVANTAGE, BUT<br />

COLLECTING DATA<br />

IS THE EASY PART.<br />

THE DIFFICULT<br />

PART, ACCORDING<br />

TO PFEIFER, IS<br />

PUTTING THAT<br />

PLAN INTO ACTION<br />

Navigating the human factor is where true<br />

leadership comes in. Data may point toward<br />

difficult, unpopular decisions, which means<br />

sales leaders can be left with the most<br />

challenging task – in Pfeifer’s words: “You have<br />

to try to convince the group.”<br />

He cites a reorganisation of his sales team as<br />

an example. A formerly poorly-selling product<br />

was now filling a niche in an emerging sector<br />

and it had become one of Thomson Reuters’<br />

hottest-selling products.<br />

After some time spent poring over the data,<br />

Pfeifer realised his sales team wasn’t being<br />

used as effectively as they could be. In<br />

actuality, their ‘bag’ was filled with products<br />

for two different markets.<br />

“It [was] a different sales motion,” he explains.<br />

Pfeifer made the decision to reorganise<br />

his team, shifting some members away<br />

from the popular product. It was not<br />

universally-supported but Pfeifer navigated<br />

his way through the challenge by being<br />

transparent with the teams about his<br />

reasoning: “You’ve got to say, ‘This is why<br />

we’re making these moves.’”<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 63


BUSINESS<br />

People want line of sight into the rationale<br />

behind decisions; transparency helps build<br />

the trust needed to drive results.<br />

Similarly, Hurley hasn’t sought to create a<br />

winning sales culture just by imposing her<br />

will from the top down. Core to her sales<br />

leadership philosophy is an emphasis on<br />

creating a culture of accountability, and she<br />

says leaders have to model the behaviour<br />

they expect from their employees.<br />

“I think that when you work, you show up and<br />

get the job done – and when you leave, you<br />

have to show your team that’s what you are<br />

willing to do every day,” she says.<br />

But accountability in sales is about more than<br />

just going first, Hurley says. In fact, it’s about<br />

even more than owning your mistakes and<br />

getting your work done on time. It’s also<br />

about owning your successes and building<br />

upon them.<br />

GET CLOSER TO THE CUSTOMER<br />

The habits of consumers have shifted. They<br />

can do almost anything they want at any<br />

time they want, with just their phones –<br />

order dinner; get a ride; watch a favourite<br />

TV show. This is the era of customisation,<br />

personalisation and instant gratification.<br />

A recent survey by global research and<br />

advisory firm Gartner on the role of marketing<br />

in customer experience found that 89 per<br />

cent of companies now expect to compete<br />

mostly on the basis of customer experience.<br />

Four years ago, this figure was 36 per cent.<br />

Shifts in consumption habits have also<br />

elevated professional expectations – B2B<br />

customers increasingly have the same<br />

expectations at the office as they do when<br />

they’re off the clock. “They want immediacy;<br />

they want real time; they want it on their<br />

terms,” Pfeifer says.<br />

In this context, the best salespeople<br />

don’t view a sales relationship through a<br />

transactional lens, Hurley explains. Instead,<br />

they view their relationship with a customer<br />

as exactly that: a relationship.<br />

These winning salespeople are consultants<br />

who get closer to the customer and strive<br />

to understand their needs first. “The better<br />

salespeople have empathy,” she says. “They<br />

care and want to know more about what’s<br />

happening in your business so that they can<br />

bring the right product and ultimately more<br />

value to you.”<br />

This ability to own customer outcomes as<br />

your own is a powerful differentiator for<br />

salespeople who are competing with the<br />

demands of the 2025 economy. It’s easy for<br />

customers to go online and comparison shop<br />

and research. With more businesses moving<br />

online to make the buy, it’s more important<br />

than ever for salespeople to demonstrate that<br />

they have the expertise to guide customers<br />

through a purchase decision.<br />

“We have to show ourselves, what is the<br />

value of coming to me as opposed to a<br />

website?” Hurley says. “And the difference is<br />

that human factor.”<br />

That is how you add value that is worth even<br />

more than the convenience of buying online.<br />

People crave human interaction, but you<br />

have to earn it by adding value.<br />

At the same time, sales organisations must<br />

become more flexible in meeting customer<br />

expectations and embrace new technology<br />

as a tool to do so. For Thomson Reuters, this<br />

has meant utilising mobile as a means for<br />

delivering products and services. For other<br />

organisations, it may mean something as<br />

simple as making it easier to pay a bill.<br />

Either way, Pfeifer says one principle is<br />

paramount: “We have to meet the customer<br />

wherever he or she is.”<br />

This doesn’t only go for the customer; sales<br />

leaders need to understand their sales teams<br />

will have the same expectations as well and<br />

use technology to connect, communicate<br />

and influence the culture they are creating.<br />

Pfeifer suggests ensuring that leaders are<br />

in daily communication with their teams,<br />

sending messages to each member –<br />

perhaps a compliment or an explanation of a<br />

new tactic. The best sales leaders understand<br />

they are working in the service of others.<br />

NEW SKILLS FOR A NEW MARKETPLACE<br />

There are some skills that will always be<br />

foundational for salespeople – product<br />

expertise, communication, timemanagement<br />

– but Pfeifer has noticed that<br />

the rapidly-transforming economy demands<br />

new skills. He has begun asking candidates<br />

a new question: “Have you overseen an<br />

evolution or transformation of any type?”<br />

THE BEST<br />

SALESPEOPLE<br />

DON’T VIEW<br />

A SALES<br />

RELATIONSHIP<br />

THROUGH A<br />

TRANSACTIONAL<br />

LENS, HURLEY<br />

EXPLAINS –<br />

INSTEAD, THEY<br />

VIEW THEIR<br />

RELATIONSHIP<br />

WITH A<br />

CUSTOMER AS<br />

EXACTLY THAT:<br />

A RELATIONSHIP<br />

Pfeifer isn’t just concerned about whether<br />

someone has seen disruption in the<br />

workplace; he’s also trying to gauge the hire’s<br />

fit in the transparent, responsive sales culture<br />

he has created. His follow-up question is the<br />

real test: “With the benefit of hindsight, what<br />

would you have done differently?”<br />

Finding people who can communicate this<br />

self-awareness is key to building a team that<br />

is resilient enough to respond to the pressure<br />

of constant change. Also important is the<br />

ability to take ownership of the outcome. It’s<br />

a sign of growth and the hunger to embrace<br />

the continuous improvement required to win.<br />

These traits drive sales transformation.<br />

Hurley has also brought her emphasis on<br />

a culture of accountability to her hiring<br />

practices. But how do you screen for<br />

accountability? By looking for self-confidence.<br />

That’s why, when Hurley evaluates candidates<br />

to join her sales team, she asks herself whether<br />

a particular candidate is ‘leading themselves in<br />

what they do’.<br />

In other words, she’s looking for people who<br />

are intelligent, reliable and self-confident —<br />

but not arrogant. Yes, they perform and take<br />

pride in those accomplishments, but they’re<br />

also playing for the overall benefit of the team.<br />

Most importantly, they are self-aware. They<br />

know themselves, Great salespeople have to<br />

be able to answer two questions, Hurley says:<br />

“Do I know who I am? Do I know what I do?”<br />

These aren’t always easy questions to<br />

answer. Having self-awareness means not<br />

just knowing our strengths, but also our<br />

weaknesses. It means doing the inner<br />

work needed to be your best self – and bring<br />

the best value you can to your organisation.<br />

“You can’t rest on your laurels,” Pfeifer says, “<br />

but if you’re listening and you’re trying to be<br />

open about what it is you’re trying to solve<br />

and you can show some progress, I think it<br />

goes a long way.”<br />

It’s this focus on openness, clarity of goals and<br />

awareness of progress that makes Pfeifer and<br />

Hurley such effective sales forces. i<br />

RYAN ESTIS helps companies<br />

to embrace change, attack<br />

opportunity and achieve<br />

breakthrough performance.<br />

ryanestis.com<br />

64 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


SELLING<br />

RETAILERS MUST BEWARE OF THE NIBBLER<br />

SOME CUSTOMERS WILL CHIP AWAY AT YOUR PROFITS WHILE YOU UNWITTINGLY CHASE THE SALE. BRIAN JEFFREY OFFERS<br />

A SIMPLE WAY TO STOP THE NIBBLERS IN THEIR TRACKS, PROTECT YOUR BOTTOM LINE AND RETAIN YOUR PRODUCT’S VALUE.<br />

If you’ve been in sales for any length of time,<br />

it’s highly likely that you’ve experienced at<br />

least one ‘nibbler’.<br />

No, a nibbler isn’t a person who nibbles on<br />

your ear – it’s someone who nibbles at the<br />

deal you’ve just made.<br />

Nibblers are different than hagglers.<br />

Hagglers want to haggle over cost and<br />

enjoy the sport lowering a price. Some<br />

people haggle because it’s part of their<br />

culture and they are trained from birth to<br />

never pay the list price for anything.<br />

Others feel that they’ve got nothing to<br />

lose by asking for a better price – and<br />

often they’re right! Foolish as it may be,<br />

salespeople will often cut five or 10 per cent<br />

off a price just because they are asked.<br />

Not only is this a bad habit to get into<br />

because you’re giving away your profits<br />

but you’re also training customers to haggle<br />

the next time.<br />

Whenever a salesperson gives away a dollar,<br />

they’re giving away a dollar of profit, not<br />

a dollar of cost. Give away too many dollars<br />

of profit and eventually you no longer have<br />

a business.<br />

LET’S MAKE A DEAL<br />

Salespeople can sometimes feel that<br />

they won’t get the sale if they don’t give<br />

the customer something. While this is<br />

sometimes true, selling on price is never<br />

a good way to build a long-term<br />

relationship with a customer. Instead,<br />

convince the customer that the product<br />

is worth the price.<br />

Nibblers are those who don’t quibble<br />

about price and appear ready to buy<br />

but they start to nibble just before they<br />

finalise the purchase. It usually begins<br />

with a request for a sweetener, like a gift<br />

with purchase: “Would it be possible to<br />

throw in...?”<br />

It’s so easy to say yes. After all, the sale has<br />

been made and all you have to do is give<br />

IT’S LIKE THAT<br />

OLD JOKE: HOW<br />

DO YOU EAT AN<br />

ELEPHANT? ONE<br />

MOUTHFUL AT A<br />

TIME! WELL, HOW<br />

DO YOU GET THE<br />

BEST OUT OF A<br />

SALESPERSON?<br />

ONE NIBBLE AT<br />

A TIME<br />

CERTAIN TACTICS NIBBLE AWAY AT PROFITS<br />

this little concession; however, beware<br />

because that first nibble was just that<br />

– the first.<br />

Next comes, “Oh, one more thing. Do you<br />

think you could also...”, and another nibble<br />

has just been taken out of your margin.<br />

Once the nibbling process has begun, it is<br />

difficult to stop because each bite doesn’t<br />

really hurt.<br />

It’s only when the nibbler has finished<br />

that you realise you’ve been attacked by<br />

a human piranha and there is very little left<br />

of your profits in the sale.<br />

It’s like that old joke: How do you eat<br />

an elephant? One mouthful at a time!<br />

Well, how do you get the best out of a<br />

salesperson? One nibble at a time.<br />

NIP THE NIBBLER<br />

There is no doubt that the nibbler is worse<br />

than the haggler. With the haggler, the<br />

haggling comes to an end as soon as you<br />

either put a stop to it or negotiate the price<br />

reduction; however, with the nibbler, you<br />

never know when it will stop. Just when<br />

you think the sale is in the bag, the nibbler<br />

pops up with “Just one more thing...” and the<br />

games continue.<br />

Luckily, salespeople can stop both the<br />

hagglers and the nibblers quickly and<br />

effectively with one simple technique. If<br />

the price of a product is fair and honest and<br />

if you are comfortable that you have shown<br />

the value of your offering, then all you have<br />

to say is, “I really wish I could. Unfortunately<br />

I can’t.”<br />

That’s it!<br />

Say this sincerely and with a smile on your<br />

face and you’ll find most customers respond<br />

with, “Well, I had to ask” or “Hey, there’s no<br />

harm in asking, right?”<br />

If you feel compelled to bow to the pressure<br />

and offer a discount, remember the general<br />

rule for price reductions: Don’t give any<br />

money away without getting something<br />

in return. Get a concession from the<br />

customer first before you start discounting.<br />

If they want something from you, they<br />

should give something back. It’s called the<br />

Law of Reciprocity.<br />

What can they give? Perhaps a larger<br />

purchase order of whatever you’re selling<br />

would be appropriate, or maybe early<br />

payment? Even getting a solid referral,<br />

online promotion or testimonial might be<br />

acceptable, depending upon the size of the<br />

discount the customer wants.<br />

Selling is a game where the rule for success<br />

is that the salesperson “plays well with<br />

others”. Nibblers and hagglers are just two<br />

of the players. Understanding them and<br />

how to deal with their strategies is a sign of<br />

a sales professional.<br />

The best part of the game is that the more<br />

you play, the more you learn and the more<br />

you learn, the better you’ll play.<br />

Happy playing. i<br />

BRIAN JEFFREY has more<br />

than 40 years’ experience in<br />

sales management, training<br />

and business consulting.<br />

quintarra.com<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 65


MANAGEMENT<br />

RETHINKING YOUR LEADERSHIP STRATEGY<br />

IN AN EVER-CHANGING WORLD, QUESTIONING ONE’S EXISTING BELIEFS AND BIASES IS CRITICALLY IMPORTANT. PAUL SLOANE<br />

EXPLAINS WHY LEADERS WHO CAN CHANGE THEIR MINDS CAN BE AN EFFECTIVE ASSET TO THE BUSINESSES THEY SERVE.<br />

Why do we find it so hard to change our<br />

minds and why are we so critical of people<br />

who do it? Leadership expert John Adair<br />

says that the most important – and often<br />

most difficult – sentence for a leader to<br />

utter is, “I admit that I was wrong.”<br />

Perhaps this is because political leaders who<br />

do change their minds are accused in the<br />

media of flip-flopping, doing a ‘U-turn’ or<br />

lacking conviction.<br />

Yet there is no value in having convictions<br />

if they are heading in the wrong direction.<br />

Joseph Stalin and Robert Mugabe are two<br />

leaders who just kept pressing on with the<br />

wrong precepts and their obstinate and<br />

single-minded approaches were responsible<br />

for the impoverishment and death of many<br />

of their people.<br />

We need leaders who are open to new<br />

evidence and who are prepared to change<br />

direction. Part of the problem is that we all<br />

suffer from confirmation bias, which is the<br />

tendency to search for, recall and prefer<br />

information that confirms our pre-existing<br />

beliefs or hypotheses.<br />

The effect is stronger for emotionallycharged<br />

issues and for deeply-held<br />

positions. It leads us to interpret ambiguous<br />

evidence as supporting our beliefs. For<br />

example, when a mass shooting occurs<br />

in the USA, proponents of gun control<br />

see it as proof of the need for restrictions<br />

on gun ownership.<br />

On the other side, opponents of gun control<br />

see the same incident as evidence for the<br />

need for more people to carry guns so as to<br />

defend themselves. Similarly, when there is<br />

a savage snowstorm, some people see it as<br />

clear evidence of climate change and others<br />

as proof that global warming is a myth.<br />

Confirmation bias leads to overconfidence<br />

in personal beliefs, despite contrary<br />

evidence. In 1992, Rachel Nickell was<br />

brutally murdered on Wimbledon Common<br />

in London. The police brought in an expert<br />

WE CLING TO OUR<br />

BELIEFS BECAUSE<br />

IT IS EASY AND<br />

COMFORTABLE TO<br />

DO SO – BUT THE<br />

WORLD IS MOVING<br />

FAST AND SOME<br />

OF OUR BELIEFS<br />

MIGHT BECOME<br />

OUTDATED OR JUST<br />

BE PLAIN WRONG<br />

LEADERS SHOULD BE OPEN TO NEW EVIDENCE<br />

who constructed what he claimed was a<br />

psychological profile of the killer.<br />

The police found a suspect, Colin Stagg,<br />

who walked his dog on the Common and<br />

who fit this profile. There was very little<br />

evidence that he had had anything to do<br />

with the crime but the police became<br />

convinced that he was the murderer and<br />

they laid an elaborate ‘honey pot’ plan to<br />

encourage him to confess.<br />

Once the police became convinced<br />

of Stagg’s guilt, they ignored contrary<br />

evidence and confirmation bias set in;<br />

they redoubled their efforts to build a case<br />

against him. Unsurprisingly, this did not<br />

work. Stagg was brought to trial, where the<br />

judge threw the case out.<br />

More than 15 years later, in 2008, Robert<br />

Knapper was convicted of the killing<br />

of Rachel Nickell; Knapper had been<br />

questioned in 1992 but wrongly eliminated.<br />

Stagg, who had spent 13 months in<br />

custody, was given a public apology<br />

and over £700,000 (AU$1.2 million) in<br />

compensation.<br />

Now, let’s consider some people who had<br />

the courage to change their minds and<br />

thus changed the course of history. Saul of<br />

Tarsus persecuted the early Christians until<br />

he had his famous revelation on the road<br />

to Damascus. He then became a powerful<br />

proponent of Christianity and helped build<br />

the nascent religion.<br />

As St Paul, he is revered today as one of the<br />

greatest saints.<br />

Mikhail Gorbachev was a dedicated<br />

Communist Party officer who rose to<br />

be leader of the USSR. He saw the many<br />

problems of the Russian system and<br />

introduced the radical policies of perestroika<br />

(‘restructuring’) and glasnost (‘openness’).<br />

This led to independence for the former<br />

Soviet satellite states and the fall of the<br />

Berlin Wall, effectively ending the Cold War.<br />

F.W. De Klerk was the last president of<br />

Apartheid South Africa. He had been a<br />

strong advocate of apartheid but changed<br />

his view and took the courageous decision<br />

to release Nelson Mandela from prison and<br />

start the transition to a multi-racial society.<br />

We cling to our beliefs because it is easy<br />

and comfortable to do so. We conform<br />

to the norms of our chosen tribes and<br />

subscribe to the beliefs and principles of<br />

those groups.<br />

We can see this as being strong-minded<br />

and purposeful but the world is moving<br />

fast and some of our beliefs might become<br />

outdated or just be plain wrong.<br />

We need to be open to different viewpoints<br />

and courageous enough to change our<br />

minds on important issues.<br />

When considering your own leadership<br />

style, perhaps take Gorbachev and<br />

De Klerk as your role models, not Stalin<br />

and Mugabe! i<br />

PAUL SLOANE is an author<br />

and founder of Destination<br />

Innovation, which offers<br />

innovation workshops.<br />

destination-innovation.com<br />

66 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


MARKETING & PR<br />

ARE ALL CUSTOMERS TRULY CREATED EQUAL?<br />

WHEN IT COMES TO DEALING WITH DIFFERENT TYPES OF CUSTOMERS, DAVID BROWN REVEALS THE SURPRISING SHOPPER<br />

CATEGORY WHERE RETAILERS SHOULD BE EXPENDING MOST OF THEIR ENERGY, IN ORDER TO GET THE BEST RETURNS.<br />

No, I haven’t been reading George Orwell’s<br />

Animal Farm – from which we get the<br />

famous quote, “All animals are equal, but<br />

some are more equal than others”. And yes,<br />

you should treat every customer as if they<br />

are worth gold to you.<br />

But you haven’t got enough hours in the<br />

day for everybody and everything you<br />

have to do.<br />

Retailers who can recognise their most<br />

important customers will be able to<br />

concentrate on this minority, who in reality<br />

give them the majority of sales.<br />

IDENTIFY YOUR SHOPPERS<br />

The first type of customer is the one who<br />

frequents your store only occasionally, and<br />

perhaps even only once. You don’t know<br />

them and they don’t know you.<br />

They are presumably not lovers of jewellery<br />

and may be visiting for one of a few reasons:<br />

they could be making a once-in-a-lifetime<br />

purchase such as an engagement ring<br />

or they might be dropping in to take<br />

advantage of a promotion like an annual<br />

sale or discount offer.<br />

These customers have no loyalty or desire<br />

for a relationship with you and sometimes<br />

can cost you more than they generate in<br />

revenue. They may represent half of all<br />

jewellery customers who come into your<br />

store and yet they only contribute 30 per<br />

cent of your revenue – and even less of your<br />

profit due to the lower margins and the cost<br />

of acquiring them.<br />

Another type of customer is the ‘client’.<br />

These people are reasonably regular<br />

shoppers. They know you and you know<br />

them. They may represent about 40 per<br />

cent of the people who visit your store and<br />

they contribute around 40 per cent of your<br />

store’s sales.<br />

The client can sometimes be hard work,<br />

particularly when it comes to discounts, but<br />

they are repeat visitors. Although they are<br />

ENTHUSIASTS LOVE<br />

YOU BECAUSE YOU<br />

LOVE THEM BACK,<br />

OFTEN WITHOUT<br />

KNOWING IT; IT<br />

IS A MUTUAL-<br />

ADMIRATION<br />

SOCIETY – IF YOU<br />

WANT TO GROW<br />

YOUR SALES,<br />

LOOK AFTER THE<br />

ENTHUSIASTS<br />

PUT YOUR RESOURCES INTO LOYAL SHOPPERS<br />

not restricting their spending to just your<br />

store, they are accustomed to shopping<br />

with you.<br />

The third and most important type of<br />

customer is the ‘enthusiast’. These people<br />

make regular visits to your store and love<br />

jewellery immensely. You are often on<br />

a first-name basis with them and they<br />

generate lots of revenue and profit for you.<br />

They’ve probably written reviews for your<br />

website – if they haven’t, it’s time you asked<br />

them – and they’re almost certainly fans of<br />

your social-media pages.<br />

Enthusiasts will represent under 10 per<br />

cent of your customer base but contribute<br />

more than 30 per cent of your sales and<br />

even more of your profit, as you don’t need<br />

expensive marketing to get them through<br />

the door.<br />

They love to see what new items you are<br />

offering and they love to tell their friends<br />

about their purchases. These people are<br />

a walking endorsement for what you have<br />

to offer.<br />

GETTING IT RIGHT<br />

Handling each of the shoppers listed above<br />

can take some finesse. Firstly, let’s focus<br />

on the enthusiasts, those who are your<br />

lifeblood. What is the real reason they buy<br />

from you? There may be all sorts of reasons<br />

but the predominant two will be that they<br />

are passionate about jewellery and your<br />

store – and staff – makes them feel special.<br />

If there is one human trait that motivates<br />

everybody, it is the desire to be recognised<br />

and valued.<br />

These customers may say they shop with<br />

you because of your competitive pricing or<br />

unique product lines, but you and I know<br />

the same product can usually be found<br />

elsewhere, often at better prices.<br />

Enthusiasts love you because you love<br />

them back, often without knowing it; it is<br />

a mutual-admiration society. This means if<br />

you want to grow your sales, look after the<br />

enthusiasts as if your life depends on it.<br />

In addition, concentrate on finding more<br />

of those clients who are passionate about<br />

jewellery and who want to feel special<br />

when they shop.<br />

The more care you put into enthusiast, the<br />

more often they’ll visit and the more they’ll<br />

spend. Even growing your best clients by<br />

one to two per cent could be adding as<br />

much as five to 10 per cent to your sales<br />

and at least the same to your bottom line.<br />

Remember, marketing to them is easier and<br />

cheaper and they are often less likely to ask<br />

for discounts.<br />

There are so many retail businesses that<br />

treat their customers with indifference.<br />

Adopt this simple philosophy and you’ll<br />

be surprised at the impact it can make on<br />

your sales. i<br />

DAVID BROWN is<br />

co-founder and<br />

business mentor of<br />

Retail Edge Consultants.<br />

retailedgeconsultants.com<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 67


LOGGED ON<br />

ATTRACTING CUSTOMERS WITH SOCIAL MEDIA<br />

CRAFTING CREATIVE, REGULAR POSTS ISN’T ENOUGH WHEN IT COMES TO SOCIAL-MEDIA MARKETING. DAVID COEN ADVISES<br />

HOW TO USE CONTENT TO CONVERT FANS INTO CUSTOMERS AND GENERATE WORTHWHILE LEADS FOR YOUR BUSINESS.<br />

Lead generation is probably the most<br />

challenging part of marketing. Yes, most of us<br />

can start a creative campaign, produce highquality<br />

content and write articles that will<br />

shake the ground. Unfortunately, the effort<br />

doesn’t always translate to leads.<br />

There are plenty of reasons why one post<br />

can go viral while others only get minimal<br />

attention but, to be honest, conversion is all<br />

that matters –we cannot justify our marketing<br />

expenses without results!<br />

Here are some tips to help your posts get<br />

plenty of traction and become more likely to<br />

generate interest and sales:<br />

Focus on interactivity – In order for a person<br />

to click in the first place, it is necessary to<br />

either create a great image or a video. You<br />

have to be aware of your strengths and<br />

shortcomings and play to them. If you’re<br />

unable to produce a high-quality video, it<br />

is much better to post a nice image with<br />

a caption that will lead people to written<br />

content on your site.<br />

No matter what, you have to be aware<br />

of the fact that time is limited and you need<br />

to capture and keep your audience’s attention<br />

within the first few seconds. Visuals are<br />

important for distinguishing yourself<br />

and making sure that a potential client<br />

checks you out instead of all other posts on<br />

their news feed.<br />

Make sure you got the right audience –<br />

When it comes to marketing, we are slaves<br />

to numbers; we tend to over-analyse the<br />

performance of posts based on numerical<br />

values instead of figuring out whether these<br />

numbers hold any merit.<br />

One of the worst things that can happen<br />

to you is ‘empty traffic’. Your post might<br />

have gotten a lot of clicks, or perhaps you’re<br />

managing a Facebook group with lots of<br />

members; however, it seems that your posts<br />

are never converting and you’re unable to<br />

make money out of them. This is likely due to<br />

your perception of the public.<br />

Sharing a post relentlessly will do you<br />

no favours if readers are not interested<br />

in what you’re posting. Some messages<br />

will never succeed if presented to certain<br />

demographics, so it’s best to figure out<br />

who your ideal customers are and start<br />

pitching to them.<br />

Don‘t be overly promotional – Due to<br />

excessive promotional content on the web<br />

and especially social media, people have<br />

grown tired of everything ‘sales-y’. This might<br />

be a big problem for your company if you’re<br />

sticking to traditional marketing strategies.<br />

Instead of selling your product directly, try<br />

to make content that shows off the great<br />

features of your product or service instead<br />

of hard selling. Create content that will show<br />

product in an awesome light without ever<br />

mentioning the possibility of a purchase.<br />

If people are interested in it, they will find<br />

it anyway.<br />

Stick to one theme – Brand loyalty is the main<br />

reason why certain products are purchased<br />

again and again but it takes a while for brands<br />

to establish themselves.<br />

Even if visitors to your page haven’t made<br />

any purchases from you, it is very important<br />

to exude trust and confidence as these might<br />

be the reasons customers give your product<br />

a chance.<br />

Probably the best way of building this trust<br />

and the brand itself is by employing a theme.<br />

Make sure all your posts are similar and follow<br />

this underlying theme. Even if a person<br />

doesn’t interact with it upon first viewing,<br />

related posts will eventually garner clicks<br />

through curiosity. After that, it is much<br />

easier to sell.<br />

Insert call-to-action – If you do decide to go<br />

with a straight message, add calls-to-action.<br />

When it comes to Internet marketing and<br />

online shopping, a lot of people still don’t<br />

know how to buy certain products. This is due<br />

to the fact that people, and especially older<br />

generations, are still adapting to the concept.<br />

TURNING LIKES AND SHARES INTO SALES CAN BE A CHALLENGE<br />

THERE ARE PLENTY<br />

OF REASONS WHY<br />

ONE POST CAN<br />

GO VIRAL WHILE<br />

OTHERS ONLY<br />

GET MINIMAL<br />

ATTENTION, BUT<br />

CONVERSION<br />

IS ALL THAT<br />

MATTERS – WE<br />

CANNOT JUSTIFY<br />

OUR MARKETING<br />

EXPENSES<br />

WITHOUT RESULTS<br />

As such, they have to be guided sometimes.<br />

Even if you don’t have to guide your potential<br />

clients, pointing them towards certain pages<br />

always reduces the trouble. That alone is the<br />

reason why people might prefer one ad<br />

over another.<br />

CLOSING THOUGHTS<br />

You don’t have to be told that you need to be<br />

creative in order to attract prospects; however,<br />

in doing so, there are a few things that can<br />

go wrong with your posts. These often occur<br />

because of negligence or being too hasty.<br />

No matter what, make sure to create a good<br />

long-term plan that will allow you to get the<br />

right results – one of the worst things that can<br />

happen to you is if you start posting like crazy<br />

to no avail.<br />

Always remember that sales don’t come easily<br />

online even though social media can help you<br />

more easily promote products and services.<br />

Like everything else, online conversions take<br />

hard work and preparation. Hopefully with<br />

these tips, you will be able to do just that! i<br />

DAVID COEN is digital marketing<br />

associate at Design Wizard in Ireland.<br />

His focus is social media and blogging.<br />

designwizard.com<br />

68 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


MY STORE<br />

MY JEWELLERY<br />

SHOP<br />

LOCATION: Gold Coast, Queensland<br />

NAME: Catherine Pevy-Trewartha<br />

POSITION: Owner<br />

When was the space completed?<br />

In 2012 we relocated from a shopping<br />

centre to a strip shop in Nobby Beach on<br />

the Gold Coast.<br />

Who is the target market and how did<br />

they influence the store design? Our<br />

target market is predominantly women<br />

over 25 so we chose a position near the<br />

beach, surrounded by restaurants and<br />

cafés as well as yoga and Pilates studios.<br />

We often get groups of ladies who are out<br />

for a coffee or lunch. We designed a space<br />

where our clients would enjoy staying<br />

longer and being able to touch and feel<br />

the stock, as well as try on pieces in a very<br />

relaxed atmosphere. It is normal for our<br />

clients to stay for at least half an hour.<br />

With the relationship between store<br />

ambience and consumer purchasing<br />

in mind, which features in the store<br />

encourage sales? We have a very open,<br />

spacious showroom to ensure that our<br />

clients have the freedom to view all<br />

the stock. As a lot of the jewellery and<br />

watches are displayed on open tables<br />

rather than cabinets, the clients can pick<br />

pieces up and view them in full-length<br />

mirrors without needing assistance. We<br />

have a designated design area where<br />

our clients can sit down with our design<br />

specialists in privacy. We have soft,<br />

calming music playing and a nice candle<br />

burning to play on our clients’ sense of<br />

sound and smell.<br />

What is the store design’s ‘wow factor’?<br />

As soon as the clients open the front<br />

door, they are impressed with the<br />

beautiful crystal chandeliers. The large<br />

glass windows let a lot of natural light in<br />

which works well with the white cabinets<br />

and ensures the store is always bright. The<br />

front door is locked so the clients buzz<br />

to come in, and once they enter it’s like<br />

Aladdin’s cave! The overall design gives<br />

a feeling of elegance without being too<br />

upmarket, attracting a variety of clients.<br />

We have our own private parking for<br />

customers right outside our store too. i<br />

<strong>September</strong> <strong>2019</strong> <strong>Jeweller</strong> 69


10 YEARS AGO<br />

WHAT WAS MAKING NEWS 10 YEARS AGO?<br />

A SNAPSHOT OF THE INDUSTRY EVENTS THAT MADE NEWS HEADLINES IN THE SEPTEMBER 2009 ISSUE OF JEWELLER.<br />

IJF events set to<br />

entertain and<br />

inform<br />

Flagship opening to reveal new Cerrone look<br />

The story: High-end Cerrone <strong>Jeweller</strong>s has<br />

announced the opening of its new flagship store at<br />

14 Martin Place, Sydney.<br />

The retail space is positioned in the old Colonial<br />

Mutual Life building, which is heritage-listed, and<br />

directly opposite the GPO and Macquarie Bank.<br />

“This is a very special occasion and an important<br />

chapter of our business and lives,” said managing<br />

director Nicola Cerrone. “My wife Carmela and I are<br />

proud to reveal the opening of our fourth store.<br />

The heritage of the beautiful piazza [Martin Place]<br />

reminds me of Milano and its Piazza Duomo.”<br />

The story: Visitors to the 2009 International<br />

<strong>Jeweller</strong>y Fair (IJF) will have access to an<br />

unprecedented number of special events.<br />

Opening proceedings will be a cake-cutting<br />

ceremony in the fair hall to celebrate the 150th<br />

anniversary of Brinks.<br />

Pieces from the Balgara Miniature Carousel<br />

Company will be on show in the foyer, while<br />

entries in the Diamond Guild Australia – Harpers’<br />

Bazaar Design Awards 2009 will be displayed.<br />

At the Citizen Watches stand, V8 supercar driver<br />

Shane van Gisberge will be appearing.<br />

The grand opening event is scheduled to take<br />

place at the beginning of <strong>September</strong> and<br />

will coincide with the release of the<br />

company’s re-branding.<br />

“It is a very exciting time for us –<br />

the new store opening will mark<br />

a fresh new start and another<br />

chapter of the Cerrone story, where<br />

our brand (established<br />

for over 40 years)<br />

comes out refreshed and<br />

reinvigorated,” Cerrone said.<br />

DANISH WATCH BRAND<br />

FOUNDER TO VISIT IJF<br />

The story: Watch distributor Jarass will<br />

welcome the Danish founder of the<br />

Skagen watch brand as a special guest<br />

at the International <strong>Jeweller</strong>y Fair.<br />

US-based Charlotte Jorst has never<br />

been to Australia, despite her brand<br />

having been here for over 10 years.<br />

“I cannot wait,” she said. “I am really<br />

looking forward to meeting all the<br />

loyal supporters of our brand – the<br />

wonderful Australian people, who<br />

just understand the value of the<br />

brand and love it.”<br />

Jorst will be at the Jarass stand to<br />

celebrate the launch of the newseason<br />

Skagen collections and S<br />

kagen’s 20th anniversary.<br />

Charlotte and her husband Henrik<br />

launched the business in 1989. The<br />

brand is now sold in over 60 countries,<br />

in more than 5,000 stores worldwide.<br />

Gem and <strong>Jeweller</strong>y Institute starts retail program<br />

GRADUATES AND TEACHERS AT THE GJI<br />

GRADUATION CEREMONY IN BRISBANE<br />

The story: The Gem and <strong>Jeweller</strong>y Institute recently<br />

launched Australia’s first accredited Certificate IV in Retail<br />

Management that is available online.<br />

The nationally-registered course was launched at the<br />

Tattersall’s Club in Brisbane on 8 July. GJI spokesperson<br />

Hylda Bracewell said the course was perfect for<br />

prospective managers of small-medium store groups,<br />

independent retailers, department and section<br />

managers, or those interested in human resources or<br />

merchandise management.<br />

In other news from GJI, the Institute recently graduated<br />

its first batch of students for the Diploma in Gemmology<br />

(a Gem-A course). GJI graduates received the Londonbased<br />

diploma at a ceremony in Brisbane on 8 June.<br />

70 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


INTERNATIONAL<br />

J E W ELLERY & WATCH FAIR<br />

In 2020 we<br />

will have even<br />

more surprises<br />

for you.<br />

ICC Sydney > Exhibition Centre<br />

WWW.JEWELLERYFAIR.COM.AU<br />

Organised by


MY BENCH<br />

Gary Thyregod<br />

WORKS AT: Gary<br />

Thyregod <strong>Jeweller</strong>y<br />

AGE: 57<br />

YEARS IN TRADE: 40<br />

TRAINING: Sydney<br />

Technical College, four-year<br />

apprenticeship<br />

FIRST JOB: Henning<br />

Molgaard, 1979<br />

OTHER QUALIFICATIONS:<br />

Certificate IV Training &<br />

Assessment; I have been a<br />

part-time teacher at TAFE for<br />

the last 10 years<br />

Favourite gemstone:<br />

Diamond. It’s intriguing and<br />

the more you work with<br />

diamonds, the more you<br />

appreciate them – especially<br />

when they have a colour.<br />

Favourite metal: Platinum,<br />

because it’s so malleable with<br />

a beautiful whiteness, and<br />

doesn’t oxidise!<br />

Favourite tool: Hammer,<br />

because it feels good to use.<br />

Best new tool discovery:<br />

A laser welder! It makes the<br />

impossible repairs possible.<br />

Best part of job: Most of<br />

the work I do is for private<br />

clientele, which includes<br />

one-off designs, remodelling<br />

of old jewellery and repairs, so<br />

it would be when you finally<br />

finish a piece of jewellery,<br />

and you are satisfied, and the<br />

client is extremely satisfied<br />

with the piece. Also, sharing<br />

your knowledge with others.<br />

Best tip to a jeweller:<br />

Experiment as much as you<br />

can with different techniques<br />

to develop your own design.<br />

What frustrates me<br />

most about the industry<br />

is… There is not enough<br />

appreciation for jewellery in<br />

this country.A lot of jewellery<br />

retailed here is imported. We<br />

have some of the world’s most<br />

talented jewellers, who are<br />

not recognised because of<br />

lack of exposure and public<br />

awareness. There needs to be<br />

a lot more promotion done. i


SOAPBOX<br />

SNAPSHOT OF THE MODERN JEWELLER<br />

We have all heard the saying, ‘Things<br />

aren’t the same as they were 20 years ago.’<br />

That’s largely because of the Internet; not<br />

only is there competition between local<br />

jewellers, businesses are also competing<br />

with the rest of the world. Yet it’s essential<br />

for jewellers to embrace the technology<br />

available to them or be left behind.<br />

The way people shop for their jewellery has<br />

changed. Frequently, customers – especially<br />

those in the 20- to 40-year-old bracket – will<br />

look online prior to making a purchase. Their<br />

online research can prompt them to look<br />

for savings by either purchasing online or<br />

using their research to request discounts or<br />

matched prices from their local jeweller.<br />

While you can’t blame them from trying to<br />

save a buck, there are a couple of problems<br />

that do arise. The first is quality: purchasing<br />

online poses a great gamble to the customer.<br />

When shopping online, they assume because<br />

the diamond has certification (sometimes GIA,<br />

other times from an obscure laboratory) that<br />

it’s a better deal than what is offered locally.<br />

However, often it’s a quality that is easily<br />

price-matched from a reputable Australian<br />

dealer – or the customer finds it’s a lowerquality<br />

diamond than stated.<br />

Customers need to be aware that there’s risk<br />

and reward – if you get a great stone online,<br />

that’s fantastic, but it’s not a guarantee. In<br />

my opinion there tends to be a reason why<br />

a stone is being sold online and not by a<br />

local wholesaler. This leads into the second<br />

problem – jewellers can’t survive on labour<br />

alone; they have to ensure a mark up on<br />

materials to stay profitable.<br />

That’s not to say the digital marketplace<br />

doesn’t have advantages for jewellers.<br />

The Internet has brought the world closer.<br />

Australians have been travelling to overseas<br />

jewellery fairs for decades and now it’s easier<br />

than ever to continue to do business once<br />

you’ve made contact. Whether it is email,<br />

WhatsApp, or Instagram, it’s a piece of cake<br />

to order from different countries and build<br />

strong connections across the globe.<br />

In the modern industry, a jeweller also has<br />

to have their finger on the pulse of what the<br />

Australian Dollar is doing and how much<br />

gems and gold cost that day – particularly if<br />

buying offshore and quoting to a customer<br />

on the spot.<br />

Social media is another element of the<br />

modern jewellery industry. It’s a fantastic tool<br />

for gaining and retaining customers. People<br />

still want to get caught up in the romance<br />

of creating jewellery, and a great way to help<br />

them do that is to show the manufacturing<br />

process through apps like Instagram.<br />

Customers want to know you and they<br />

respond well when jewellers make<br />

themselves part of the ‘brand’. They will watch<br />

Instagram Stories and read Facebook posts<br />

about what a jeweller is doing each day. They<br />

are keeping jewellery in the forefront of their<br />

mind until the time comes to buy a gift for<br />

their loved one or to spoil themselves. The<br />

anticipation builds, waiting to see their piece<br />

being created online for all to see and share.<br />

However, social media can feel like a fulltime<br />

job on its own. Remembering to keep<br />

updating and posting every few hours or<br />

every day, especially in peak times, is one of<br />

THE INTERNET<br />

HAS BROUGHT<br />

THE WORLD<br />

CLOSER –<br />

WHETHER<br />

IT IS EMAIL,<br />

WHATSAPP, OR<br />

INSTAGRAM,<br />

IT’S A PIECE OF<br />

CAKE TO ORDER<br />

FROM DIFFERENT<br />

COUNTRIES AND<br />

BUILD STRONG<br />

CONNECTIONS<br />

ACROSS THE<br />

GLOBE<br />

the challenges of being a modern jeweller.<br />

Getting shares and likes and taking highquality<br />

photos and video takes real effort.<br />

It can be exhausting staying relevant with<br />

interesting content, particularly if you are not<br />

seeing the return on investment of your time.<br />

Another downside is that it is harder to<br />

protect original designs. Other jewellers<br />

can follow your social media accounts and<br />

then reproduce a piece that is identical or<br />

at least very similar to yours. It is again a<br />

case of risk and reward. Hiding away in the<br />

shadows means there’s less chance of copycat<br />

designers – but sharing on social media<br />

means more customers and more sales. Also,<br />

you have thousands of other jewellers to<br />

follow and draw inspiration from!<br />

Finally, there’s education. The trade, locally<br />

and internationally, has been fragmented<br />

and become quite niche over many years. If<br />

jewellers want to add value to their customers,<br />

continuous education is extremely important.<br />

With the recent closures of organisations<br />

such as the <strong>Jeweller</strong>y Institute of Australia<br />

there is now a need to look further afield.<br />

Online resources, including online networks,<br />

mentoring and formalised education and<br />

courses, both paid and free, are useful to<br />

expand knowledge and learn new techniques.<br />

Being a modern jeweller is full of complexities<br />

but those in the industry have to invest<br />

in themselves. i<br />

Name: Brett Low<br />

Business: Deer Honey <strong>Jeweller</strong>y<br />

Position: Owner-operator<br />

Location: Burleigh, Gold Coast<br />

Years in the industry: 15<br />

74 <strong>Jeweller</strong> <strong>September</strong> <strong>2019</strong>


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