Jeweller - September 2019

VOICE OF THE AUSTRALIAN JEWELLERY INDUSTRY SEPTEMBER 2019
Show & Tell
STANDOUT PRODUCTS SET TO
IMPRESS AT THE SYDNEY FAIR
By design
+ +
THE JEWELLERY DESIGN AWARDS
RETURN IN FINE FORM
Risk & reward
A CLOSER LOOK AT THE INVESTMENT
DIAMOND MARKET

Topaz - In Stock & Online Now
Visit our website or call our Melbourne office for details:
Room 405, 4th Floor, Wales Building, 227 Collins Street, Melbourne VIC 3000
Ph: +61 (0) 3 9654 5200 / Interstate Orders 1300 843 141 E: sales@oagems.com www.oagems.com

Visit us at
IJF 2019
Stand G37
..
Sydney Melbourne Brisbane Auckland London
Tokyo Mumbai Florence Stuttgart Chicago

STANDOUT PRODUCTS SET TO
IMPRESS AT THE SYDNEY FAIR
VOICE OF THE AUSTRALIAN JEWELLERY INDUSTRY SEPTEMBER 2019
THE JEWELLERY DESIGN AWARDS
RETURN IN FINE FORM
A CLOSER LOOK AT THE INVESTMENT
DIAMOND MARKET
CONTENTS
SEPTEMBER 2019
17/
45/
58/
FEATURES REGULARS BUSINESS
17/ SHOW & TELL
A sneak peek at the products going
on show at the Sydney Fair.
39/ REAL STEAL
Inside the shadowy world of the
Pink Panther jewellery thieves and
their record-breaking robberies.
43/ FACE VALUE
How to bring back the personal
when it comes to retail sales.
45/ EYES ON THE PRIZE
The Jewellery Design Awards
return for 2019 with a stunning
selection of finalists.
58/ CAPITAL GAMES
Jeweller explores the positives and
pitfalls of investment diamonds.
9/ Editorial
10/ Upfront
11/ News
61/ Gems
Organic Gems Part VI: Coral
70/ 10 Years Ago
69/ My Store
72/ My Bench
74/ Soapbox
Brett Low on the realities
of being a modern jeweller.
63/ Business feature
Ryan Estis shares quality insights
from two successful sales leaders.
65/ Selling
Brian Jeffrey warns of the dangers
of ‘the nibbler’ customer.
66/ Management
Questioning your beliefs is key
to being an effective manager,
says Paul Sloane.
67/ Marketing
There’s one type of customer you
should expend your energy on,
writes David Brown.
68/ Logged On
David Coen explains how to turn
likes and shares into sales leads.
Show & Tell
By design
+ +
Risk & reward
Front cover description:
Coeur de Lion celebrates
the 20th anniversary of
the iconic GeoCube,
a timeless design classic.
Visit: timesupply.com.au
September 2019 Jeweller 5

lesgeorgettes.com
contactaus@lesgeorgettes.com

EDITORIAL
US ARMY GENERAL STORMIN’ NORMAN WAS RIGHT
What is going on? I don’t think I have ever
seen a more confusing economic climate
than the one in which we find ourselves
today. Are we in a recession? No, technically
Australia is not in a recession. In fact, we have
had the longest run of economic growth in
history... of all countries.
The previous record of uninterrupted
economic growth – 26 years – was held by
the Netherlands; Australia surpassed it two
years ago and economists are predicting the
trend will continue until some point in the
next two years.
What is confusing, however, is the current
state of the retail sector. Consumer spending
has fallen to its lowest level in a decade and
the economy has slowed further over the past
year with GDP growth tumbling under 2 per
cent – there was only a 0.4 per cent increase
in first three months of the year for yearon-year
growth of 1.8 per cent, the slowest
growth since the September quarter in 2009.
This combination of circumstances has lead
National Australia Bank (NAB) economists
to declare that Australian retailing is “clearly
in recession”, following the bank’s Monthly
Business Survey for May 2019, which found
further deterioration in business conditions.
Somewhat confusingly, the same survey
found that business confidence increased by
7 per cent. What is going on?!
NAB is not alone in its view. Management
at Woolworths Holdings, the South Africanbased
retailer that owns David Jones (DJ), also
says Australia’s retail sector is in recession after
writing down the value of the department
store by $437 million for FY18.
According to a company spokesperson,
the business is under “unprecedented
economic pressures’’.
On the other hand, you have Harvey Norman’s
executive chairman Gerry Harvey declaring
that the retail trade might be flat but it’s “not
in recession”. Australian Retailers Association
executive director Russell Zimmerman agreed,
calling it “not as bouyant as it should be”.
Again, what is going on?!
DJ has been struggling for years but so have
almost all department stores worldwide. Are
DJ’s problems with the Australian economy or
is an out-dated business model to blame?
Super Retail Group, the owner of Supercheap
Auto, Rebel, BCF and New Zealand apparel
and equipment brand Macpac (formerly Rays
Outdoors) is one retailer that’s doing well. The
group’s auto stores in particular continue to
increase sales and maintain margins.
Could it be because this owner of traditional
bricks-and-mortar stores focuses on customer
service and actually has staff on the floor?
Retailers can no longer be all things to all
people, which is why the once almighty
Myer and DJ business models are doomed.
Specialty retail encompassing a customerfocused
traditional store along with a healthy
RETAILERS CAN
NO LONGER BE
ALL THINGS TO
ALL PEOPLE,
WHICH IS WHY
THE ONCE
ALMIGHTY
MYER AND
DJ BUSINESS
MODELS ARE
DOOMED
online presence is the only future; however, it’s
not all roses for those businesses either.
Jewellery retailing is doing it tough and it’s
not just an Australian phenomenon; there are
problems worldwide. The diamond industry is
one sector facing major challenges.
As has happened in the past, most of the
industry’s problems are self-inflicted. For
example, many Indian diamond-trading
companies have been affected by a
tightening of credit regulations following a
number of high-profile frauds and bad loans.
From banking and finance to supply and
the changing consumer, the international
diamond market is undergoing a re-structure.
This is happening at the same time as highend
jewellery sales are stagnating. I ask again,
what is going on?!
I don’t know but one thing is sure – standing
still is going backwards. You need to be
looking for new opportunities and new ways
of doing business, and this goes for suppliers
as well as retailers. The Sydney fair is upon
us. Maybe the difference between your store
going backwards and going forwards could
be on display there. Maybe you should visit?
Regardless, as the famous US Army General
Norman “Stormin’ Norman” Schwarzkopf Jr
once said, “Just do something!”
He was right!
Coleby Nicholson
Managing Editor
September 2019 Jeweller 9

UPFRONT
n GRAVE STONES
A jeweller based in Melbourne has hit
the headlines for her macabre style,
making pieces using unconventional
materials like bones, hair and ashes. She
is sent the body parts by clients, then
sanitises them and works them into a
design. One of her most memorable
creations was an engagement ring set
with the tooth of the groom-to-be!
n CLEVER DISGUISE
A Polish designer has created face
jewellery that can confound facialrecognition
technology. The brass
‘shield’ looks like a wire glasses
frame with hanging discs over the
cheekbones and a rectangular piece
to obscure the centre of the forehead.
A model wearing the piece was
unable to be recognised by Facebook’s
algorithm when a photo was uploaded
to the social media app.
n HARD TO SWALLOW
A surgical team in India has removed
a whopping 1.6kg of metal jewellery
and coins from a young woman’s
stomach during a 75-minute operation.
The 22 year old had ingested chains,
nose rings, earrings, bangles and
anklets taken from her brother’s
jewellery shop. She is now reportedly
undergoing psychiatric treatment.
SAPPHIRE
SEPTEMBER BIRTHSTONE:
DID YOU KNOW?
Sapphires have long been associated with
spirituality. The ancient Persians believed
they made the sky blue, while it was said that
the Ten Commandments were inscribed on
sapphire slabs, because it is so hard only God
can write on it. By medieval times, sapphires
had come to represent faith, hope, kindness
and wisdom. The name sapphire comes from
the Latin word saphirus, meaning blue.
DIGITAL
BRAINWAVE
WHO SAID?
“Just like artwork, the value [of natural
fancy-colour diamonds] is totally
subjective. You can have three people
offering $10 million, $12 million or $15
million, but the seller wants $20 million.
The fact is, they are all correct.
Turn to page 58 to find out.
PIC YOUR JEWELS WISELY
A recent survey of Instagram images
posted by jewellery brands has revealed which products get the most
engagement from users. US-based business research firm Gartner L2 found that
rings had the highest engagement – more than necklaces, bracelets, earrings or
photos with multiple products. The best photo format was a tight close-up on a
model’s hand. However, for other jewellery products, flatlays outperformed onmodel
close-ups. The product category considered to have the most Instagram
potential was bracelets; they were second-highest in engagement, but brands
posted about them 64 per cent less than rings.
NEW RELEASE
Bronzallure is proudly an Italian-designed
brand for quality-conscious women and
pioneers of fashion. It focuses on classic-meetsedgy
bangles, earrings, rings and necklaces,
often featuring selected freshwater pearls,
genuine gemstones in refined cuts and cubic
zirconia. The Rose Quartz Pendant Necklace is
plated in a unique rose gold alloy and features
a rhombus-shape centre rose quartz gemstone.
Distributed by Duraflex Group Australia.
VOICE OF THE AUSTRALIAN
JEWELLERY INDUSTRY
jewellermagazine.com
Publisher & Editor
Coleby Nicholson
Associate Publisher
Angela Han
angela.han@gunnamattamedia.com
Journalist
Arabella Roden
arabella.roden@jewellermagazine.com
Production Manager
& Graphic Design
Jo De Bono
art@gunnamattamedia.com
Accounts
Paul Blewitt
finance@gunnamattamedia.com
Subscriptions
info@jewellermagazine.com
Jeweller is published by:
Gunnamatta Media Pty Ltd
Locked Bag 26, South Melbourne,
VIC 3205 AUSTRALIA
ABN 64 930 790 434
Phone: +61 3 9696 7200
Fax: +61 3 9696 8313
info@gunnamattamedia.com
Copyright: All material appearing
in Jeweller is subject to copyright.
Reproduction in whole or in part is
strictly forbidden without prior written
consent of the publisher.
Gunnamatta Media Pty Ltd strives to
report accurately and fairly and it is
our policy to correct significant errors
of fact and misleading statements in
the next available issue. All statements
made, although based on information
believed to be reliable and accurate at
the time, cannot be guaranteed and
no fault or liability can be accepted
for error or omission. Any comment
relating to subjective opinions should
be addressed to the editor.
Advertising: The publisher reserves
the right to omit or alter any
advertisement to comply with
Australian law and the advertiser
agrees to indemnify the publisher for
all damages or liabilities arising from
the published material.
10 Jeweller September 2019

NEWS
NEWS
Rosendorff’s mystery buyer revealed
Two months after iconic Perth retailer
Rosendorff Diamonds was saved at the last
minute, the business’ previously unknown
buyer has been confirmed as Maccabi
Diamonds’ owner Yoni Levy.
The high profile jewellery store, which
has occupied its Hay Street Mall site since
1963, collapsed in May this year owing
more than $18 million.
Receivers KordaMentha were appointed
to try to recapitalise the business,
searching for a buyer while holding a
$9 million clearance sale.
Maccabi Diamonds was one of the
unsecured creditors.
“I came back from a holiday and heard about
the situation with Rosendorff Diamonds. I
had a long-standing relationship with [owner]
Craig Rosendorff as a supplier and the timing
was key for me, as I was looking to move into
the retail space,” Levy tells Jeweller.
“I was open to negotiating an outcome which
ultimately kept the doors open – which is
great for the staff, for the people of Perth and
Three teenagers – two aged 18 and
one aged 16 – have appeared in court
charged with a range of offences, including
aggravated robbery, after a terrifying
daylight smash-and-grab at an Auckland
shopping mall. At the time of printing, a
fourth suspect remained at large.
The group entered Westfield St Lukes
at about 3.25pm on 4 August wearing
masks. They smashed the window of the
Silvermoon Luxe jewellery store, but did
not take anything.
The robbers then targeted the Michael
Hill jewellery store where they shattered
glass cabinets and proceeded to take “a
quantity of jewellery”, according to a police
spokesperson. No staff members were
injured in the robbery.
Silvermoon owner Peter Lee told the NZ
Herald newspaper that two female staff
for me. It’s been just over one month now
and things are going well. Business is steady
and we’re very excited.”
Levy confirmed that all but one staff
member have kept their jobs, and that the
business now stocks one of the country’s
largest selections of diamonds and diamond
jewellery – including his own brand, Pink
Eminence Diamonds.
When asked about the business’ previous
financial problems, Levy confirmed that it was
likely that unsecured creditors would remain
unpaid unless they had insurance.
An administrator’s report also lists Rosendorff
Diamonds as owing $2.1 million to secured
creditor Gordon Brothers and $165,000 to
the Australian Taxation Office.
However, Levy told Jeweller that the future
was bright for the iconic store: “We are open
for business and it’s going to be stronger than
ever. Craig built an amazing business and
team over 50 years in the industry, and I’m
honoured, when I look around the store, to
be taking his legacy forward.”
Teens charged after smash-and-grab
members were in his store at the time,
but were uninjured: “We are trying to pull
ourselves together. Luckily only one of the
staff was standing close to that window.
They knocked a hole out as they went past
the shop, just to grab whatever they can.”
Another jewellery store within the mall,
Pascoes, was not attacked.
It’s believed the group were armed with
a hammer and bat, with witnesses
mistaking the sound of the breaking
glass for gunshots.
Police reportedly arrived within minutes. The
group fled the scene in an allegedly stolen
vehicle, which was later abandoned at a
nearby train station.
While the robbers were able to board a train
in order to evade capture, police identified,
arrested and charged three of the four
within a day.
YONI LEVY, OWNER
MACCABI DIAMONDS
AND ROSENDORFF
DIAMONDS
IN BRIEF
SWATCH SALES FALL
*
Swiss watch giant Swatch Group has
released its half-yearly report, with net
income down 11.3 per cent and sales
down 3.7 per cent compared with the
previous year. The company partially
blamed the result on a crackdown
on grey market dealers in Europe, the
Middle East and South America –
a move that it predicts will produce
positive results in the long-term. The
report also noted that Swatch’s branded
retail and e-commerce channels had
better than expected sales.
HUGE GOLD HAUL SEIZED IN UK
*
The UK’s Border Force and National Crime
Agency have intercepted a shipment of
gold bars, worth an estimated £4 million
($AU7 million), at Heathrow Airport.
The gold, which totalled 104kg, was en
route from Venezuela to Switzerland
via the Cayman Islands and the UK. It’s
believed the precious metal was part of an
international money laundering operation
by drug cartels.
*
ONE IN A MILLION FIND
A Hong Kong woman has been praised
for her “honest” and “good-hearted”
character after handing in a ring worth
$HK1 million ($AU188,000) to police after
finding it in her local park. The piece was
later confirmed to be one of the items
stolen in a daylight robbery of a nearby
jewellery store, which occurred just a few
hours before the ring was found. Three
men made off with $HK24 million ($AU4.5
million) in jewellery and are believed
to have dropped the ring while fleeing
through the park on foot.
*
LIGHTBOX GOES INTERNATIONAL
Lightbox, De Beers’ synthetic diamond
retail business, is now selling to customers
outside the US. The company has begun
offering international shipping to Canada,
one year after its launch. It’s predicted
that Lightbox may start shipping to other
international locations in the next 12
months. Its lab-grown diamonds are priced
uniformly at $US800 per carat. The news
comes as De Beers reported heavy losses
for its natural diamond business for the first
half of 2019.
September 2019 Jeweller 11

NEWS
Alex and Ani in legal
battle with bank
US-based jewellery company Alex and Ani
is embroiled in a legal stoush with Bank of
America, claiming the lender misclassified
a payment in order to push the brand to
default on a $US170 million loan.
According to a complaint filed in a New York
court on 25 July, Bank of America granted
the company the loan in 2016 to enable the
purchase of a production facility.
The bank then claimed the company
defaulted on the loan in December
2018, however representatives for
Alex and Ani said the company was not
warned and that the decision had been
made on a technicality.
As a result, Alex and Ani’s cash flow has
reportedly been severely disrupted; it has
lost access to its credit line and has close
to $16 million in outstanding payment
on its books.
“Bank of America’s actions over the past
few months – starting with a made-up
default, and culminating in a deliberate
plan to starve Alex and Ani of credit from
any source – have sent a once-thriving
American success story into a death spiral,
with 1,500 jobs potentially in the balance,”
the court filing says.
Alex and Ani withdrew from the Australian
and New Zealand market after failing to
agree on new terms with distributor House
of Brands and its CEO Karin Adcock.
The Westfield Fountain Gate flagship store
and eight kiosks across NSW, Victoria,
Western Australia and South Australia
were subsequently closed. It had around
100 retail stockists.
FINANCIAL ISSUES HAVE PLAGUED THE BUSINESS.
+ MORE BREAKING NEWS
JEWELLERMAGAZINE.COM
Duraflex hits the road with new brand
Duraflex Group Australia (DGA) has debuted
the latest addition to its brand portfolio
at its biannual Roadshow. The supplier
introduced retailers in Melbourne, Perth and
Sydney to Milan-based Bronzallure, ahead of
the International Jewellery & Watch Fair in
Sydney this month.
Phil Edwards, managing director DGA, said,
“The addition of Bronzallure to the DGA
portfolio complements our existing stable of
brands perfectly and we’re already receiving
strong initial interest from our retail partners
at Roadshow. Our team is looking forward to
presenting this new brand on stand at the
upcoming Fair.”
Made and designed in Italy, the familyowned
company creates classic yet
contemporary bangles, earrings, rings
and necklaces with a comfort fit, set
in the brand’s proprietary 18-carat
gold-plated alloy, Golden Rose. This
material makes them ideal for a wide
variety of skin-tones.
The pieces are also designed to mix-andmatch,
and feature freshwater pearls, natural
gemstones and cubic zirconia. Bronzallure is
priced from $59 to $399 at retail.
Pandora announces global relaunch
International jewellery company Pandora
is set to hold a ‘brand relaunch’ event in Los
Angeles on 28 August, kicking off its global
roll-out of new store designs, online platforms
and product collections over the second half
of 2019 and into 2020.
The autumn 2019 collection will debut
at the event in front of 400 guests and
media representatives.
Pandora’s new CEO, Alexander Lacik, said the
occasion would mark the company’s shift to
a more consumer-driven model, following
several years of disappointing sales results.
“The event in Los Angeles marks the
beginning of our journey to become more
relevant for consumers. We have received
very positive feedback to the marketing
pilots we have conducted earlier this year,
so we are eager to take this to consumers
around the world and show a fresher
and more contemporary Pandora,” he said
in a statement.
The first rebranded stores will open in
the UK, China and Italy. In particular, the
brand’s Christmas campaign will include
DGA WILL DISTRIBUTE ITALY’S BRONZALLURE.
design collaborations and partnerships with
celebrities and social media influencers.
As part of its broader restructuring plan,
called ProgrammeNOW, Pandora has
announced that it will cut costs by
DKK1.2 billion ($AU266 million) by the end
of 2020 in order to fund new marketing
campaigns, bricks-and-mortar upgrades
and e-commerce.
Meanwhile, a new human resources
executive has joined the company’s
management team. Erik Schmidt, who
previously worked alongside Lacik at child
safety product manufacturer Britax, took the
position of chief HR officer on 12 August.
His predecessor, Mads Kamp, will leave
Pandora in September.
In announcing the new appointment,
Lacik said Schmidt had been chosen for
his “extensive global transformation
experience as well as operational experience
in some of our key markets”, adding that
the company would be focusing on the
“need to support and develop our global
workplace and our employees”.
12 Jeweller September 2019

Visit us:
Stand D20
International Jewellery Fair
New products, live demos and giveaways
Your
One Stop
For Precious
Metals
Metals
Refining
Casting
3D Printing
3D Scanning
Custom Design
Finishing
Findings
Laser Engraving
JewelMount Designs
Servicing
Australia & New Zealand
1300 984 751
Unit 37, 34-36 Ralph St
Alexandria, NSW 2015
sales@chemgold.com
www.chemgold.com
Follow us:

NEWS
IN BRIEF
*
SUSTAINABLE SWAROVSKI
Crystal company Swarovski has released its
2019 Sustainability Report, which highlights
the company’s commitment to “women’s
empowerment, water stewardship, fair
partnerships, conscious design and
sustainable innovation”. The company
reported it has reduced its total energy
consumption by 29 per cent, with 35 per
cent of power coming from renewable
sources. It has also launched training
programs in ‘unconscious bias’ for employees
in order to create a more diverse and
inclusive workplace.
*
ISRAEL-CHINA PARTNERSHIP
The first Israel Diamond Week in Shanghai
has taken place, marking the first time Israeli
diamantaires have been officially invited
to exhibit to members of the Shanghai
Diamond Exchange. The president of the
Israel Diamond Exchange, Yoram Dvash,
led the delegation of 16 companies. The
event marks the start of a new period of
co-operation between the two bourses.
*
BRANDO’S WATCH UP FOR SALE
A 1972 Rolex GMT Master belonging to
Marlon Brando will be auctioned later
this year. Brando wore the timepiece
while playing Colonel Kurtz in 1979’s
Apocalypse Now, and modified it to
remove the bezel after being told it was
‘too flashy’ for his character. The watch
was thought to be lost for decades, but was
in fact given as a gift to his daughter Petra
in 1995. It is expected to fetch a six-figure
price, with a portion of proceeds donated
to a US children’s charity.
ELDERLY BURGLAR JAILED AGAIN
*
One of the infamous Hatton Garden burglars
has been given a second jail term after
refusing to pay back the value of some of the
stolen jewellery. The heist made headlines
around the world back in 2015 when four
men – all aged over 55 – robbed a secure
vault in London’s diamond district using an
industrial drill. John Collin, now 78, was one
of those convicted and was ordered to pay
back £7.6 million ($AU13.6 million) to cover
part of the losses. He will now serve another
seven years on top of his seven-year term
after declining to make the repayment.
+ MORE BREAKING NEWS
JEWELLERMAGAZINE.COM
Aussie diamond production to plummet
The Argyle Mine, in Western Australia, is set
to cease operation in 2020 – drastically
reducing Australia’s diamond production to
less than 1 per cent of its current output.
The Rio Tinto-owned site – which produces
90 to 95 per cent of the world’s rare pink
diamonds, as well as yellow, champagne,
brown and colourless diamonds – is
responsible for the majority of Australia’s
diamond volume, which in 2018 totalled
more than 14 million carats.
According to the Kimberley Process, Australia
currently ranks as the fifth-highest diamond
producing country by volume.
However, when Argyle closes next year, the
country will be left with just one producing
diamond mine: Merlin in the Northern
Territory, which is reported to have already
reached its peak capacity.
Industry analysts have noted that if
no alternatives are found, Australia’s
diamond volume will total just 137,000
carats from 2021.
Meanwhile, this year’s Argyle Tender – Rio
Tinto’s annual private display and auction of
its most impressive stones – took place in
July and was the first Tender to be held at the
outback mine site itself.
Titled ‘The Quest For The Absolute’, the
collection featured 64 natural fancy colour
diamonds. The standout was the 1.75-carat
Argyle Enigma, one of just three fancy reds
weighing more than 1.5 carats that has been
produced over the mine’s 40-year history.
The 2019 Argyle Tender diamonds will go on
tour to Perth, Sydney, Hong Kong and New
York before being sold. There are believed to
be just 150 Tender-quality diamonds left in
Rio Tinto’s collection. After the Argyle Mine’s
closure, Rio Tinto has indicated the site will be
rehabilitated and likely returned to traditional
owners under Native Title.
Rough diamond sales fall at De Beers
One of the world’s leading diamond
producers, De Beers, has released its halfyearly
financial report, confirming its sales
and revenue have slipped significantly when
compared with the same period last year.
Rough diamond sales declined 21 per cent,
while revenue was down 17 per cent,
to $US2.6 billion ($AU3.8 billion). The
results were attributed to “cyclical
factors, changing industry dynamics
and macroeconomic challenges”.
Industry commentators have pointed to
slowing consumer demand as a key concern,
as well as high inventories in the retail sector
and a contraction in the US retail market.
“The lower rough-diamond sales reflected
higher-than-expected polished stocks at
retailers and the midstream at the beginning
of 2019, with overall midstream inventory
DIAMONDS FROM THE 2019 ARGYLE TENDER.
IMAGE CREDIT: RIO TINTO
DE BEERS’ DIAMOND MINING IS UNDER PRESSURE.
levels continuing to be high throughout the
first half,” the report noted.
The US-China trade war has also had an
impact, with tariffs, the Hong Kong protests
and the US dollar contributing to a decline in
international sales.
As a result, De Beers has lowered its full-year
production target – a move that will tighten
the supply of diamonds, in an effort to shore
up prices.
14 Jeweller September 2019

INTERNATIONAL JEWELLERY FAIR
ALL THE FUN OF THE FAIR
FIND OUT WHAT’S ON THE AGENDA FOR THIS 2019 INTERNATIONAL JEWELLERY & WATCH FAIR – INCLUDING TALKS, WORKSHOPS
AND THE JEWELLERY DESIGN AWARDS – AS THE INDUSTRY COMES TOGETHER FOR THE BIGGEST EVENT OF THE YEAR.
WHAT’S NEW?
For the first time, this year’s International Jewellery & Watch Fair will host
educational, hands-on learning workshops on the Fair floor. Those lucky
enough to secure a spot will get the opportunity to develop marketable skills
for their businesses in time for the Christmas season. .
LEARN TO SKETCH LIKE A PROFESSIONAL: Samantha Kelly will
share her techniques to make sketching beautiful designs for your customers
quicker and easier in this draw-along workshop. When: Saturday 24 August
and Sunday 25 August, 1:00pm, 180 mins
APPRECIATING GEMSTONES: George Palos will help attendees
gain experience identifying, appreciating and selling natural gems. When:
Saturday 24 August and Monday 26 August, 11:00am, 120 mins
WATCHMAKING BASICS – THE MUST-HAVE SKILLS: Discover the
technical aspects of a basic watchmaking service with Grant Menzies and
Jason Valinotti. When: Sunday 25 August, 11:00am, 90 to 120 mins
MUST-SEE SEMINARS
HOW TO LEVERAGE YOUR ONLINE REPUTATION
Consumers who live in the digital world are much more savvy.
So how can you ensure your jewellery store is found online and
has a positive reputation? Taylor Cutler and Steve Garcia from
Podium will share their key strategies for success, including
claiming business listings, search optimisation, and collecting
more reviews. When: Saturday 24 August, 11:00am
CONNECTING WITH YOUR CUSTOMERS
THROUGH RETAIL DESIGN
What is the jewellery retail sector going to look like tomorrow?
How is your business going to survive and thrive? Quite
simply, by design. In this seminar, international brand and
communication strategist Ian Cunningham from ID Solutions will discuss how
to create retail environments and experiences that encourage your customers
to discover, connect, interact and purchase. When: Saturday 24 August,
2:00pm and Monday 26 August, 2:00pm
DRIVING SALES BY UNDERSTANDING
THE NUMBERS
If you’re serious about improving your bottom line, it’s time to
get back to the fundamentals. This feature session is presented
by the ‘Number Guys’, Joshua Zarb, general manager Expertise
Events, and Colin Pocklington, managing director Nationwide
Jewellers. When: Sunday 25 August, 2:00pm
NEED TO KNOW DETAILS
Venue: Hall 3 & 4, ICC Sydney, Exhibition Centre. 14 Darling Drive, Sydney
Opening times:
Saturday 24 & Sunday 25 August – 9:30am to 6:00pm
Monday 26 August – 9:30am to 3:00pm
FAIR FAVOURITES ARE BACK
JEWELLERY DESIGN AWARDS 2019
The biennial JDAs return to the Fair in 2019, with 44 finalists
represented across 10 categories. Visitors will have the opportunity to
view all the pieces vying for the $20,000 prize pool, with the winners
announced at a canapé reception on the show floor on Sunday 25 August
at 4:30pm. Turn to page 45 to preview this year’s stunning pieces showcasing the
best of Australian jewellery talent.
MELBOURNE CUP
The 2019 Lexus Melbourne Cup, arguably the nation’s most iconic
trophy, will be on show at the Pallion stand. Produced by Pallion
subsidiary ABC Bullion, the trophy weighs 1.65kg and is crafted from
18-carat gold mined, refined and crafted wholly within Australia. It
is valued at $250,000. This year marks the 100th anniversary of the
‘Loving Cup‘ design and of the trophy being given as the race prize.
NETWORKING
One of the Fair’s most popular events, Happy Hour is back once again. Join
your fellow industry members at 5:00pm on Saturday 24 August to raise a
glass and celebrate. Supported by the three buying groups, Happy Hour is a
chance to network, connect and catch up with old friends.
TRAVEL DETAILS
Here are some tips for getting to and from the ICC Sydney venue.
1. Ferry: Cruise into Darling Harbour on a ferry with direct services from
Circular Quay, alighting at Barangaroo Wharf or Pyrmont Bay Wharf.
2. Sydney Light Rail: The Light Rail, which starts at Central station in the CBD,
stops at both the Convention Centre and Exhibition Centre.
3. Train: Town Hall station is a 10-minute walk. Central is a 15-minute walk.
4. Bus: Bus stop Harris Street at Allen Street is a 10-minute walk from ICC Sydney.
It is serviced by bus routes 389 and pre-pay only 501.
5. Parking: ICC Sydney operates two 24-hour paid on-site car parks with 826
spaces, including disabled, motorcycle and electric car charging. There are
also several other secure car parks in the Darling Harbour precinct.
6. Taxi: Iron Wharf Place and Zollner Circuit, both accessed via Darling Drive.
The IJWF will take place from Saturday 24 August to Monday 26 August.
16 Jeweller September 2019

ADIDAS ORIGINALS WATCHES
STAND K28
Process SP1 utilises unexpected materials
to create an array of purified colours born
from iconic Adidas DNA. With a classic
design enhanced by tactile details, Process
SP1 delivers a forward-leaning attitude that
remains grounded for daily wear.
AGRINGA JEWELLERY
STAND K36
Agringa Jewellery is passionate about
fashion and the desire to dress the
modern, sophisticated and empowered
woman. Agringa has selected the best and
most beautiful pieces to import from Brazil.
ALTR CREATED DIAMONDS
– SHOWCASE JEWELLERS
STAND F09
Both mined and ALTR Created Diamonds are identical in chemical,
optical and physical composition. Showcase Jewellers are thrilled
to be offering ALTR Created Diamonds as an additional choice for
consumers when selecting their perfect diamond.
SHOW
AND TELL
INTERNATIONAL JEWELLERY & WATCH FAIR
JEWELLER BRINGS YOU THIS SNEAK PEEK
OF ALL THE LATEST PRODUCTS ON
SHOW AT THIS YEAR’S TRADE FAIR
ANIA HAIE – DURAFLEX
GROUP AUSTRALIA
STAND A12
Ania Haie has introduced a new collection
this season, Metal Crush. The crushed,
precious metal pieces are contemporary
in design and finished with daring
textures. This on-trend Crush Disc chain
necklace can be worn alone or as the
perfect complement to a layered look.
AMBER CENTRE
STAND A19
The antique and cherry amber necklace with gold detail is handmade using the best quality
Baltic amber. Each piece uses natural colours to best effect, giving it unique character. After
20 years of business, the new range is the finest The Amber Centre has ever had.
AQUARIAN PEARLS
STAND G11
“The Queen of Gems” will be featured by Aquarian Pearls at the IJWF 2019. This pearl strand features
Philippine natural golden colour, semi-baroque South Sea cultured pearls in size 10-15mm.
* Exhibitor stand numbers were correct at the time of publication, but may alter closer to the fair
September 2019 Jeweller 17

SHOW & TELL
ASTRA JEWELLERY
STAND D39
Behind each piece of personalised ASTRA
jewellery is a life story, which the wearer
can use to tell their own story. ASTRA
Jewellery becomes the perfect gift for all
occasions, from anniversaries to birthdays
and weddings.
AYRES PACKAGING & DISPLAY
STAND E15
Beautiful, practical, functional and environmentally friendly,
introducing the BoHo range of jewellery boxes designed by Ayres
Packaging. Ayres Packaging are the packaging and display specialists.
BRAMBLE BAY CO.
STAND C38
Bramble Bay Co. is the home of the Artisan
and Crystal Carvings Australia brands.
Crystal Carvings’ new collection of natural
semi-precious gemstone jewellery has
just been introduced into the market. This
range features bracelets, necklaces and
earrings, all beautifully gift-boxed. Joining
this exciting range is the Artisan collection,
which features bracelets and earrings made
from natural stones and cultured pearls.
BEAD THEM UP
STAND F31
Bead Them Up stocks a broad variety of quality beading products: findings in
sterling silver, vermeil, 14-carat gold filled, gold, rhodium and 16-carat gold
plate; gemstone beads both loose and strands, South Sea and freshwater
pearls; and Griffin silk threads, jewellery wire and stringing tools. Bead Them
Up also offers repairs and a re-stringing service.
18 Jeweller September 2019
BLUSH PINK
– SAMS GROUP AUSTRALIA
STAND F17
Blush Pink will introduce more playful
designs this year, as shown in the Ariel
earrings and Taya pendant. Star and
floral-inspired designs abound. Blush Pink
jewellery featuring Argyle Pink diamonds
is accessible to everyone.
CHEMGOLD
STAND D20
Visit Stand D20 to view Chemgold’s high quality laser
engraving – text, symbols, logos, images, thumbprints and
more. Our laser has a spot size of 20 micron, which enables us
to achieve the highest level of detail in the market. Whether it
is castings from waxes, new models or CAD/CAM, Chemgold
can assist with all custom or mass production projects.

CLAUDE BERNARD
– WEST END COLLECTION
STAND B03
A Claude Bernard creation is more than a mere watch, it
is a miniature ‘time machine’ of engineering and design
excellence forged from 500 years of Swiss watchmaking
tradition. Precision, quality, reliability and attention
to the finest detail are hallmarks of Claude Bernard
watches. Pictured is the Classic Chronograph 01002 3
BUIN featuring a stunning blue chrono dial, silver case
and black leather strap.
INCREASE
Y UR
SALES
WITH LA COURONNE’S
COMPLETE MARKETING PACKAGE
Interest Free Finance Available
Christmas Catalogue OUT NOW
COEUR DE LION – TIMESUPPLY
STAND E01
Colour, colour and more colour! The awardwinning
Coeur de Lion continues to be
renowned for it’s innovative use of every
hue. New designs featuring natural stones,
Swarovski crystals and fashion forward
combinations build upon the award
winning Geocube, which continues to be
the worldwide best seller and is celebrating
its 20-year anniversary in 2019.
THE
Gift
OF JOY
CUDWORTH ENTERPRISES
STAND D22
Cudworth Enterprises is Australia’s largest
wholesaler of men’s jewellery. Designed
in Italy exclusively for Cudworth 1918, this
ID Bracelet features ion-plated stainless
steel in gunmetal with Italian blue leather.
Also available in black, brown and red
leather with polished and ion-plating. New
collections will be launched at the Fair.
• Colour catalogues, printed
with your name, logo & address,
exclusive to your area.
• Digital marketing package
• Double sided posters, self adhesive
window banners & price tickets.
• Quality jewellery.
YOUR LOGO PRINTS HERE
• Quick turnaround stock.
• Interest free finance available
for approved customers.
CATALOGUE
3/7/19 2:18 pm
DANSK SMYKKEKUNST
– TIMESUPPLY
STAND E01
Fluid shapes inspired by the beauty of
nature feature in the unique and dynamic
new Dansk spring/summer collection. Bold
urban designs in a variety of colours are on
offer from this affordable, unconventional
and unique Danish brand.
COME AND SEE US AT THE
INTERNATIONAL JEWELLERY FAIR
STAND C21
CONVENTION CENTRE, SYDNEY
TO SECURE YOUR TERRITORY,
CALL US TODAY 03 9764 2165
TO VIEW OUR RANGE & ORDER STOCK
VISIT US ONLINE AT
www.lacouronnejewellery.com.au
EMAIL: sales@lacouronnejwl.com.au

SHOW & TELL
ELLANI COLLECTIONS
STAND D40
Ellani Collections jewellery is designed for the modern woman,
leading trends that complete any outfit to inspire your best times
and capture unforgettable memories. Discover the vibrant colours
in the new spring/summer 2019 release – beautiful crafted
sterling silver with cubic zirconias on display at Stand D40.
ELLENDALE DIAMONDS AUSTRALIA
STAND B27
Ellendale Diamonds Australia will be showcasing certified coloured diamonds
including Argyle Pinks and Argyle and Ellendale Yellows, together with a unique
handmade jewellery range showcasing these amazing stones.
FABULEUX VOUS
STAND F13
The elegant, handcrafted My
Colourful Life collection sees
sterling silver accentuate the
beauty of colour and preciousness
of gemstones. With the vividness
of blue topaz and the soft
sophistication of a freshwater
pearl, each stone, each colour
resonates with a life journey.
GEMS TO JEWELS
STAND K34
Experience the beauty of Lightning Ridge
opal in exclusive jewellery designs from
international award-winning designer
John Ford, imported from the USA by
Gems To Jewels. Other Gems To Jewels
services include coloured gemstones and
3D CAD modelling.
GEORGINI – WEST END COLLECTION
STAND B03
This season, Georgini introduces the first of the series of designs called
“Love, Faith and Devotion”. The collection focuses on the spirituality
of our lives, our connections as humans and our belief in the higher
power of the universe. Each piece has been designed to embrace what
we hold dear to our hearts and souls, our special moments, our past,
our present and our future. Pictured is the Forever Infinity Pendant.
GERRIM INTERNATIONAL
STAND B10
Featuring our 9-carat green amethyst, pink sapphire and
diamond ring set in yellow gold. One lucky winner will receive
$25,000 worth of Gerrim product! For your chance to win, visit
stand B10 and for every $1,000 spent you’ll be in the draw.
Winner announced at the IJWF at 2:00pm on 26 August 2019.
20 Jeweller September 2019

SEE THE NEW SPRING SUMMER COLLECTIONS IJF STAND E01
Timesupply
jewellery + watches
p +61 (0)8 8221 5580
sales@timesupply.com.au | timesupply.com.au
exclusive distributor AU & NZ

SHOW & TELL
GISELE COLLECTION
STAND K22
This beautiful 14-carat rose gold plated Angel Wings necklace from Gisele
Collection is delicately crafted with the finest cubic zirconia crystals for that
sparkle and shine. This protective piece is also available in 925 sterling silver
and 16-carat gold plating.
GOLDEN MILE
STAND C33
Golden Mile has gone back to their roots, re-introducing top quality
hollow chains and bangles, and producing more styles in solid
9-carat and 18-carat gold than ever before. With all our existing
products, plus these two huge ranges coming back, you’re sure to
find your gold needs with Golden Mile.
INTERNATIONAL JEWELLERY & WATCH FAIR
ICC Sydney August 24-26, 2019 Stand # D22
HEART & GRACE
STAND F14
Heart & Grace specialises in the
exclusive distribution of leading
European watch brands Cluse, Pierre
Lannier, Arne Jacobsen and Picto
throughout Australia, New Zealand
and South Pacific Islands.

HIMALAYAN TREASURES
STAND A02
The stunning Valley of Flowers Necklace features
high-grade citrine, amethyst, peridot, rhodolite
garnet, prasiolite and lemon quartz.
ICE-WATCH
– WEST END COLLECTION
STAND B03
Ice-Watch’s stroke of daring –
transforming a watch into a fashion
accessory, and a chic one at that –
could have melted like ice in the sun.
Yet, on the contrary, it has become
one of the coolest successes on the
planet. Featured is the all-new Ice
Chic Duo California.
IKECHO AUSTRALIA
STAND E10
This handcrafted ring features a 13mm
Broome South Sea button pearl with pink
sapphires, set in 18-carat white gold. The
matching enhancer features a 13mm South
Sea drop pearl, also with pink sapphires.
NEW
Made in Italy
Now proudly distributed by
02 9417 0177 | www.dgau.com.au

SHOW & TELL
INSPIRING PEARLS
Superior Quality
Jewellery Findings
STAND H25
A black leather cord hangs with a
sterling silver and 15mm white baroque
freshwater pearl charm.
JC JEWELS & REINE JEWELS
STAND B09
The Optimum ring is available in 9-carat, 14-carat or
18-carat white, yellow and rose gold diamond ring. Made
to order with any size center diamond and set with 16
diamonds totaling 0.30-carat on the shoulder.
J S LANDAU DIAMONDS
STAND A17
J S Landau Diamonds was founded in 1938 and is amongst
the oldest companies exhibiting at the IJWF. John Wertheim
has worked here since 1967, and has owned the business
since 1992. Today, the emphasis is on exclusive Europeaninspired
designer diamond and coloured stone jewellery,
including this stunning turquoise pendant, which is set in
9-carat white gold.
A reliable company with
products you can trust
Enquire Now
1800 811 116
sales@peekays.com.au
www.peekays.com.au
facebook.com/peekaysfindings
KENNETH COLE – WEST END COLLECTION
STAND B03
New York City is Kenneth Cole’s influencer, lifestyle, and
home. The brand is fuelled by its energy, inspired by
its dynamic, and moved by the momentum of the City
That Never Sleeps. We admire its tenacity, look up to its
architecture, and feed off its creations, with watches like
the Skeleton Automatic inspired by the look and feel of
the iconic concrete jungle.

IJF Jewellery
Fair Booth
B03
New to the West End Collection
portfolio; Georgini
Jewellery will be exhibiting 3
new collections that will
excite and enliven the
jewellery industry. Pictured is
the new Forever Infinity
Collection part of the new
Love, Faith and Devotion
release.
Swiss made -
Renowned for its
high-quality
designs and its
innovation, watch
brand Maurice
Lacroix has worked
the AIKON to give
it finishings of
unparalleled
perceived value.
The Ted Baker watch
collection features classic
designs with a twist.
The Kate watch is a must
have for all seasons and
defines modern glamour.
The stylish Kate is fastened
with a rose gold stainless
steel mesh bracelet and
features rose gold and
floral black case/face.
A Claude Bernard creation is more than a mere watch; it is
miniature ‘Time machine’ of engineering and design excellence
forged from 500 years of Swiss watchmaking tradition. Precision,
quality, reliability and attention to the finest detail are hallmarks
of Claude Bernard watches.
Its stroke of daring –
transforming a watch
into a fashion accessory,
but a chic one at that –
could have melted like ice
in the sun. On the contrary,
it has become one of the
coolest successes on the planet.
Featured is the Glam collection.
Influenced by New
York City. Boldly styled
numerals and an
exposed skeleton dial
give this watch gravity
and character. Pictured
is the Skeleton Automatic;
KC50776001
RRP $249
Christian Paul
SYDNEY

SHOW & TELL
I know a girl,
LA COURONNE
STAND C21
Discover and indulge in this 9-carat white gold diamond set, new to La
Couronne’s bridal collection. Its intricate craftsmanship and refined detail
exudes eminence and lavish design, yet remains modestly affordable. It
can be found in the upcoming Christmas catalogue.
she puts the colour
inside my world...
new collection
LES GEORGETTES BY ALTESSE
STAND F27
Les Georgettes offers jewellery and accessories
with endless possibilities for personalisation
and collectable customisation! The Les
Essentielles collection Ruban design features a
gold finish with reversible leather insert.
... coming soon
with a passion and commitment to
creating jewellery pieces that are
infused with meaning and soul
fabuleux vous is bringing colour
FVJEWELLERY.COM
sales@fabuleuxvous.com | Helen +64 274 203 137
LOONA JEWELLERY
STAND E08
The Swarovski Marcasite Cat Ring is a design from Loona not to
be ignored. Sterling silver and Swarovski marcasite combine in a
powerful combination. Feel the call of the jungle.

LUMINOX
– DURAFLEX GROUP
AUSTRALIA
STAND A12
Luminox was born 30 years ago with
a simple mission – build the toughest
and most durable Swiss timepieces
using their unique Light Technology.
To celebrate this anniversary, Luminox
has created an incredible vintage-yetmodern
timepiece that re-imagines one
of its first watches ever, the Luminox
Sport Timer 1540 Series from 1990.
MALERAS
STAND J18
Welcome to the Swedish crystal
kingdom! This exquisite blue-tipped
bird is part of the extensive handmade
range produced by Maleras
(formerly known as Mats Jonasson).
The Maleras glassworks have been in
production for more than 126 years
and are internationally recognised.
Synonymous with contemporary,
creative design, the brand also reflects
the artisan traditions of glass making.
SHOW & TELL
LUXURY SHOWCASE HIRE
STAND C24
These luxurious showcases are designed to display high-end collections in an
elegant yet functional manner. Seven unique styles and sizes are available for
purchase or long and short-term hire, and can be customised to suit client’s
needs. Featuring LED lighting, rotating bases, concealed security locks and
stainless steel frames.
FIND US ON INSTAGRAM
MILLENNIUM_CHAIN
Australian leading wholesaler, specialising in manufacturing
9ct and 18ct yellow gold, rose gold and white gold.
Machine made and hand made, any kind, chains and bracelets,
bangles and findings. Suppliers to retailers and wholesalers.
MILLENNIUM CHAIN
P: 03 9650 5955 | E: sales@millenniumchain.com.au
www.millenniumchain.com.au

SHOW & TELL
MARK MCASKILL JEWELLERY
STAND C09
Featuring a superbly cut marquise
aquamarine with a brilliant SI GH diamond
halo and black diamond surround, this
18-carat while gold dress ring is just one
of many stunning new additions to Mark
McAskill Jewellery’s Estelle collection.
MAURICE LACROIX
– WEST END COLLECTION
STAND B03
For more than 40 years, Maurice Lacroix watches
have been manufactured in the company’s
own state-of the-art workshops in Saignelégier,
Switzerland. Two years after the launch of the
Aikon quartz, this historical model has been given
a new, sharper look with an automatic movement.
Renowned for its high-quality designs and its
innovation, Maurice Lacroix has given the Aikon
Automatic unparalleled finishings.
FEATURING THE
DELICATE PINK TONE OF
ARGYLE PINK DIAMONDS
MESHCA JEWELLERY
STAND G32
Meshca Jewellery specialises in hand-made
artisanal pieces. Meshca originals are custom-made in
brass and silver and studded with semi-precious stones. From
showstoppers to everyday pieces in stunning colour palettes,
our collection is versatile and constantly innovating.
SAMS GROUP
AUSTRALIA
E pink@samsgroup.com.au
W samsgroup.com.au
P 02 9290 2199
MONDAINE
– DURAFLEX
GROUP AUSTRALIA
STAND A12
To celebrate the railway clock’s 75th
anniversary, Mondaine has created a special
anniversary timepiece to honour its classic
1986 watch. The anniversary watch and
additional quick-change wristband use
the signature colours of the original Swiss
Railway clock – red, white and black – and
combine independent, timeless Swiss design
with excellent craftsmanship.

Capture
the
Heart
LEADING WEDDING RING
MANUFACTURER FOR OVER 60 YEARS
SEE US AT THE SYDNEY IJF STAND E09
WORTH & DOUGLAS
PO Box 866, Tullamarine, VIC 3043
Ph: (03) 9338 0091 Fax: (03) 9331 4001 Email: sales@worthdouglas.com.au
www.worthdouglas.com

SHOW & TELL
NIXON
STAND K30
The Sentry Chrono is anything
but standard. This custom-built
chronograph helps strike a
rugged balance of technical
functionality and elevated style.
A timeless 42mm design with a
modern Nixon twist, it features
a 6-hand chronograph, 24-hour
subdial, faceted applied hour
indices and printed seconds track
and date window at 4 o’clock.
OPALS AUSTRALIA
STAND G12
Opals Australia supplies beautiful
and unique opal jewellery. This P777
piece features an Australian light
opal from the Coober Pedy region
of South Australia, set in 18-carat
yellow gold with diamonds.
NOMINATION – TIMESUPPLY
STAND D05
Nomination’s innovative new composable
links features a range of matching friendship
links – Best Friends, You and Me, Yin and
Yang, Sisters Forever and Girl Power – offering
double (or triple) the opportunity to sell links
and is a great drawcard for the youth market.
Also being released at the IJWF are stylish new
collections of fashion jewellery.
MANUFACTURING
QUALITY GOLD JEWELLERY
SINCE 1990
Specialising in
HOLLOW, SOLID
& SILVER FILLED
WWW.GOLDENMILE.COM.AU
Golden Mile Jewellery Manufacturers
24 Kingsley Close, Rowville, Vic 3178
sales@goldenmile.com.au 03 9753 3977

Take the colours home with you,
in your own piece of Australia
From this...
...to this
BECOME AN EXCLUSIVE STOCKIST
Free display and point-of-sale material
Top quality packaging and
customised warranty/care cards
VISIT US AT THE
AUSTRALIAN JEWELLERY FAIR
BOOTH A07
paterson fine jewellery www.pfj.com.au | 03 9555 9344

SHOW & TELL
ORIGIN GEMS & JEWELS
STAND H38
Origin Gems & Jewels strives to make their client’s
jewellery dreams come true at the best price. Our classic
rings, earrings and pendants are simple, elegant and
affordable. This rose gold, heat-shape pendant is classic
forever, and an ideal gift for a girlfriend or wife. Rose gold is
new and trendy, and can be worn for cocktail parties or at
work, making you feel confident and smart.
OSIA INTERNATIONAL
STAND B23
Two stylish looks in one, this ewellery is popularly
known as a convertible piece that can be worn as
ring or pendant, thus adding to the occasions when
you can don your finery. The fine jewellery piece
features an exceptionally cut 36.39-carat morganite,
framed in the ring mounting by a halo of brilliant
white diamonds.
OSJAG
STAND J20
Breuning is the epitome of pure elegance, as shown
in this ring featuring white gold, diamonds and a
South Sea pearl. The styling and quality finish, from
Europe’s largest manufacturing house, is the best there
is. Meanwhile, Bastian features quality silver from some
of the top German designers and is always on trend.
Stow Lockets allows women to
express their memories, dreams and
accomplishments. Each locket can be
stylised by adding meaningful charms,
creating a personalised jewellery piece.
sales@stowlockets.co.nz
+64 7 281 1509
stowlockets
#preciousstories
stowlockets.com
PALLOYS
STAND C01
Palloys – part of the Pallion group
of companies – is known for
coloured stone suites. Visit us at
stand C01 to review the range.
Exclusive to fine jewellery stores in
Australia and New Zealand.

PATERSON FINE JEWELLERY
STAND A07
These 9-carat gold and sterling silver
men’s signet rings feature protective
and healing natural stones, including
blue howlite, red jasper, red agate
and tiger’s eye. These stones are said
to promote wellbeing, bring good luck,
and enhance healing and recovery from
emotional stress.
PETER W BECK
STAND F01
Peter W Beck have put together the most unique selection of
49 classic wedding rings. Covering the most popular profiles
and finger sizes from I to Z, plus seven in half finger sizes and
seven widths. All finger sizes are guaranteed to comply with
the Peter W Beck ‘Original & Accurate’ finger size standards.
PINK KIMBERLEY
– SAMS GROUP AUSTRALIA
STAND F17
Pink Kimberley is renewing the focus on
stunning pink diamond engagement
rings with a bespoke feel. The
new collection emphasises
pink diamond centre stones
accompanied by white
accents and halos, as seen
on the Gigi Ring. Meanwhile,
the latest Pink Kimberley
pendants are inspired by Art
Deco and floral designs, as in
the Everdeen Pendant.
LIFEGUARD
Timing partner for
the Bondi Lifeguards
Proudly distributed by
02 9417 0177 | www.dgau.com.au

S&S
&
QUDO – TIMESUPPLY
STAND E01
Qudo Interchangeable is a highly
collectable range that taps into
the current global trend for
interchangeable jewellery. Swarovski
crystals and crystal pearls feature on
beautiful interchangeable tops for rings,
earrings, bangles and more. A vast array of
colours and styles have just been released,
plus simple and elegant “spacer” rings to
enhance and enrich the Qudo designs.
RAPID CASTING
STAND E40
The MAX X 3D printer from Asiga is the jewellery
industry’s global benchmark for part precision and
surface smoothness. The Asiga line of 3D printers are
manufactured in Australia and are globally recognised
as offering the highest quality output of any 3D printer
on the market. They offer simple features and an open
material system for the ultimate in user flexibility.
ROAMER OF SWITZERLAND
– MODA GROUP
STAND A16
Roamer of Switzerland has been synonymous
with high-quality Swiss watches in combination
with classically elegant designs since 1888. The
brand steadily continues its success story with
ongoing innovations, excellent materials, exquisite
craftsmanship and precise Swiss movements.
Pictured is a piece from the New Automatic
Competence Skeleton collection.
SANDALS FOR YOUR NECK
Ph: +61 3 9587 1215
Email: info@stonesandsilver.com.au
stonesandsilver.com.au
STAND K10
Sandals For Your Neck is returning to the Sydney Fair
all the way from St Thomas, US Virgin Islands, after a
few years’ hiatus to launch the 14-carat gold sandal
with diamond pendant collection, as well as the
sterling silver and Larimar Island-inspired jewellery
collection. Opal, mother of pearl and semi-precious
sandal pendants are also available.

Born out of
Beauty
VISIT US AT THE FAIR, STAND C28

SHOW & TELL
SHWE SE GEMS & JEWELLERY
STAND K24
These stunning cluster-style earrings
combine 18-carat gold with rare
and vibrant Burmese natural rubies
totalling 1.5-carats and white
diamonds totalling 1-carat.
STONES & SILVER
STAND B02
Showcasing our extensive range of .925
sterling silver and semi-precious stone
jewellery as well as our .935 sterling silver
chains exclusive to Stones & Silver.
We will also be launching some exciting
new ranges and lines at the Fair.
SUKTSYNIT – TRUE AMBER
STAND J16
SOVEREIGN GEMS
STAND G45
SUKTSYNIT showcases exquisite amber
creations that set the standard in
craftsmanship and quality. This necklace
is handcrafted from the highest quality
Ukrainian amber that did not undergo
reconstitution, thermal and/or pressure
treatment processes. SUKTSYNIT’s aim
is always to safeguard the natural and
authentic qualities of true amber.
One of the most popular coloured gemstones
in Sovereign’s beautiful range at the moment is
morganite, and this sparkling 7.88-carat oval is no
exception. It is paired with an amazingly faceted
14.07-carat round light blue topaz.
TESSA MORRISON
DESIGNS
STAND A46
Tessa Morrison Designs specialises in enamel
jewellery. Each piece is unique and completely
handcrafted. This necklace is transparent
cloisonné enamel on embossed fine silver
and set in sterling silver, with connecting
sterling silver half-dome beads.
THOMAS SABO
– DURAFLEX GROUP AUSTRALIA
STAND A12
Thomas Sabo continues to delight with
their new autumn/winter 2019 collection.
The bold, extra-large cross – as seen on
the new face of Thomas Sabo, Rita Ora
– is a handcrafted statement piece with
colourful stones, decorated with miniature
star motifs that contribute to creating a
magical touch to this stunning creation.
36 Jeweller September 2019

TJD SILVER
STAND B25
TJD Silver has one of the
largest ranges of sterling silver
in Australia. They specialise in
Italian chains, religious and men’s
jewellery. Best of all, everything is rhodium
plated, so no more polishing tarnished silver
to keep your stock looking new.
20 th
ANNIVERSARY
SINCE 1999
TW STEEL – DURAFLEX
GROUP AUSTRALIA
STAND A12
TW Steel: Dutch by design, big in
attitude! The new CEO Tech watch
makes a strong statement. Powered
by a Swiss-made chronograph
movement, it features anti-reflection
sapphire crystal and a comfortable
black silicon rubber strap. The CEO
Tech is a powerhouse of confidence
wrapped up in a sleek design.
UNION STREET
– MODA GROUP
STAND A16
Australian brand Union Street
is derived from the road in the
historic Sydney suburb of Pyrmont.
The brand’s simple and clean case
designs work perfectly with their
striking interchangeable wax leather straps and
beautifully crafted mesh bracelets. Pictured is a
model from the Callum collection.
+61 2 9266 0636 +61 2 9266 0969
enquiries@ikecho.com.au
www.ikecho.com.au

SHOW & TELL
VIDA PTY LTD
STAND C36
Vida produces fine jewellery and watch packaging
made in plastic, paper, wood and more.
WORTH & DOUGLAS
VINA JEWELLERY
STAND G38
Vina Jewellery will showcase its Sweetie Disc charm
bracelet, as well as this Vina Signature Spinning eternity
ring in 925 sterling silver, featuring cubic zirconia in a
pavé setting.
STAND E09
See our new collection of delicate diamond rings,
featuring a 0.05-carat diamond, either claw, flush, or
bezel set into 9-carat white or yellow gold. Offering
the perfect promise or engagement ring, as well as an
elegant look when worn on their own or as multiple
rings layered in a stack.
KIDS FASHION +
the worlds best time teaching system
THE BATTERY MAN
YOUR ONE-STOP
BATTERY SHOP
Fast delivery Australia wide
Seiko and energizer watch batteries
All Seiko, Pulsar & Lorus watch parts
German made Beco Technic watchmaker
supplies & Heli watch care
Family owned & operated for nearly 40 years
We value your business & support
Preferred supplier to all three buying groups
Alarm clocks
Wall clocks
The simplest time-teaching system for children
info@easyreadtimeteacher.com 0418 970 214
www.easyreadtimeteacher.com
1800 244 354
orders@thebatteryman.com.au
thebatteryman.com.au

GLOBAL JEWELLERY THIEVES
Pink Panthers:
Europe’s mysterious
gang of thieves
A SHADOWY NETWORK OF BRAZEN
ROBBERS HAS TARGETED SOME
OF WORLD’S MOST LUXURIOUS
JEWELLERY STORES, COMMITTING
OUTRAGEOUS CRIMES FITTING OF
A HOLLYWOOD MOVIE SCRIPT. YET
WHILE MANY MEMBERS REMAIN
AT LARGE, JUSTICE MAY SOON
BE SERVED ONCE AND FOR ALL,
WRITES RICHARD CHIU
eleased in 1963, The Pink Panther is a classic, comedy-crime adventure
film that catapulted the late British actor Peter Sellers into stardom
and spawned a popular franchise that lasted nearly 40 years;
however, in recent times, this fictional fantasy has lent its name to
an international criminal nightmare spanning two decades.
After hundreds of heists with losses amounting close to $US1 billion, the
elusive gang known as the Pink Panthers continues to terrorise the global
jewellery industry. The gang has mounted well-planned and elaborate
robberies around the world, most notably in Europe, the Middle East and Asia;
however, the gang members didn’t choose their moniker. Rather, it was given
by Interpol due to the audacious manner of their crimes.
The Pink Panthers’ legendary trademark is the ability to carry out robberies with
carefully planned and precise attacks lasting just minutes. But while the gang’s
activities continue to this day, they might finally be running out of time.
WHO ARE THE PINK PANTHERS?
The gang’s members are believed to be ex-soldiers with extensive military
and paramilitary backgrounds. They come from Serbia, Montenegro and
September 2019 Jeweller 39

GLOBAL JEWELLERY THIEVES
other former Yugoslavian states – remnants of the Bosnian War who have sought
unconventional ways to make use of their hardened skills.
There’s no official information as to the exact number of members but Interpol
believes that the criminal network is made up of around 800 core participants with
an undetermined number comprising their extended international network.
The secretive Pink Panthers are not like any ordinary criminal syndicate. Rather,
they are an elaborate network of thieves strewn across the globe. The gang is
likened to a terrorist organisation, maintaining ‘cells’ that can be activated to
participate in a planned heist at a moment’s notice.
Although the Pink Panthers often carry firearms during their raids, they claim
neither to shoot nor kill people but employ weapons as a shock-and-awe tactic to
coerce victims into submission. The gang has also been known to use attractive
women in many of their operations, mostly during reconnaissance operations and
as lookouts during raids.
In 2013, a documentary film about the notorious gang was produced entitled
Smash & Grab: The Story of the Pink Panthers. It featured interviews with several
of the alleged leaders of the gang who discussed their history and exposed
some of their well-laid plans and robberies.
THE BIGGEST HEISTS IN RECENT HISTORY
The Pink Panthers have been credited for some of the most expensive jewellery
thefts in the last century, including the series of attacks on the Graff chain of luxury
jewellery boutiques. This involved an alarming pattern of robberies which were
carried out every two years.
The syndicate made international headlines in May 2003 after two gang members
pulled off what was then the largest diamond heist in British history. They struck at
New Bond Street’s Graff ‘Jewellery Salon’, carting away jewellery valued at around
£23 million ($AU42.74 million).
The suspects, who were smartly dressed when they entered the premises, drew
their weapons and began seizing jewels. Staff were caught off-guard, believing
at first that the men were celebrities wearing ludicrous disguises to hide their
identities while shopping for expensive items.
It was during Interpol’s investigation of this robbery that the name ‘Pink Panthers’
was coined. In the course of conducting searches and making arrests, authorities
found a stolen blue-diamond ring worth £500,000 ($AU928,000) hidden in a tub of
face cream, a method that was used in the first of the Pink Panther movies!
More than 80 per cent of the Graff jewellery stolen in 2003 has not been recovered
and the investigation resulted in the arrest of two suspects, Nebojsa Denic and
Milan Jovetic
Two years later, the Graff store on London’s Sloane Street was hit by three Pink
Panthers. This time, they stole items valued at £2 million ($AU3.71 million). Again,
exactly two years that previous robbery, two gang members arrived at Sloane
Street once more, this time in a chauffeur-driven Bentley Continental Flying Spur.
At gunpoint, they took items worth £10 million ($AU18.55 million).
Sure enough, two years later again in August 2009, the Graff New Bond Street
store was robbed once more of 43 items of jewellery worth a whopping £40
million ($AU74.4 million). The stolen items were later recovered and the two
suspects arrested. They denied that they were members of the Pink Panthers but
the timing and method of the robbery strongly suggested it was the work of the
criminal syndicate.
NEBOJSA DENIC (LEFT) AND MILAN JOVETIC (RIGHT) WERE ARRESTED IN CONNECTION WITH
THE RECORD-BREAKING 2003 GRAFF ROBBERY IN LONDON. IMAGE CREDIT: INTERPOL
GOING GLOBAL
The London Graff stores weren’t the only ones to be targeted by the Pink Panthers.
Undaunted by the authorities, thieves struck the Graff store inside the Wafi City
mall in Dubai in 2007, using Audi A8 cars to ram their way inside.
The same cars were used to flee the scene with jewellery worth £2.4 million
($AU4.5 million). Thankfully, those items were also recovered and two Serbian gang
members arrested.
Indeed, the Panthers perpetrated their trademark robberies all across the globe
in the early 2000s, targeting jewellery stores in such diverse locations as Belgium,
Croatia, the French Riviera, Copenhangen, Las Vegas, Paris and Vienna.
One of the most daring thefts was snatching the Comtesse de Vendôme from
Tokyo’s Le Supre Diamant Couture De Maki boutique where the 125-carat
diamond necklace, valued at $US31.6 million, had been on display for 23 years.
Over the years, the Pink Panthers’ tactics have gone beyond armed robbery –
they’ve been known to cover public benches near their crime scenes with fresh
paint, deterring potential witnesses from sitting there, and have also resorted to
using bizarre masks, tourist disguises, cross-dressing and even teargas.
In 2005, an armed gang of seven men dressed as airport workers broke through
the tight airport security of Amsterdam’s Schiphol, where they transferred €75
million ($AU122 million) to a waiting plane. It took the authorities 12 years before
the Dutch robbers were arrested and two of them were believed to be members
of the Pink Panthers.
The Panthers haven’t restricted themselves to jewellery. By 2008, their ambitions
had grown. Targeting a museum in Zürich, Switzerland, gang members pulled
off the largest art robbery in European history, hauling off a Monet, a Van Gogh, a
Cézanne and a Degas with a combined value of more than $AU200 million.
IN RETREAT?
After that, the Pink Panthers disappeared for nearly five years. Perhaps the retreat
was due to several members of the gang being caught and charged by police
between 2005 and 2009, including two men and a woman who were arrested
over the Comtesse de Vendôme theft.
An alleged gang ringleader, Mitar Marjanović, was captured in Rome in 2012
after accomplices dropped stolen items with his fingerprints on them. It wasn’t
until 2013 when a man wearing a baseball cap and a scarf broke into the Carlton
Hotel in Cannes that the Pink Panthers were again connected with a crime. That
man made off with $US136 million ($AU197.89 million) in diamonds, gems, and
jewellery that were being stored by the Leviev Diamond House.
40 Jeweller September 2019

The WORLD’S
NUMBER ONE
Fine Jewellery Event
SEPTEMBER
Hong Kong Jewellery & Gem Fair
16 – 20. 9. 2019
AsiaWorld-Expo • Hong Kong
Diamonds, Gemstones & Pearls
18 – 22. 9. 2019
Hong Kong Convention & Exhibition Centre
Finished Jewellery, Packaging, Tools & Equipment
T +852 2516 2192
F +852 3749 7344
E visitjgf-hk@informa.com
Exhibitions.JewelleryNet.com/9JG
JewelleryNet.com
FAIR DETAILS

GLOBAL JEWELLERY THIEVES
Immediately after, a second five-year hiatus ensued and the Pink Panthers
disappeared from the headlines until just last year when the gang was connected
to four high-profile raids.
The most daring raids
of the Pink Panthers
n2002 A five-person team steals the Millennium necklace – a
platinum, black coral and diamond necklace valued at $US1 million
– from the Bernard K Passman Gallery jeweller inside the Venetian
Casino in Las Vegas. They use a distraction technique to avoid
detection by staff. Law enforcement believe the thieves to be part of
the Pink Panther network.
n2003 Thieves break into a vault in Belgium and steal precious
jewels valued at €100 million ($AU163 million). The crime is linked
to the Pink Panthers due to the similar modus operandi the gang
is known for. The same year, two gang members pull off the
then-largest diamond heist in British history at New Bond Street’s
Graff ‘Jewellery Salon’, stealing jewellery valued at £23 million
($AU42.74 million).
n2004 The Pink Panthers carry out the most expensive jewel
heist in Japanese history, targeting Tokyo’s Le Supre Diamant
Couture De Maki boutique and stealing $AU37.2 million in jewellery,
including the Comtesse de Vendôme necklace. They also target
jewellers in the city’s Ginza district in two daring robberies, stealing
jewellery valued at $AU3.81 million.
n2005 Pink Panther members blend in with wealthy holidaymakers
in St Tropez by disguising themselves with wigs and Hawaiian shirts.
After donning masks to avoid recognition, they storm a jewellery
store and steal jewellery and watches before escaping via a highpowered
speedboat waiting nearby. The same year, in Amsterdam,
an armed gang of seven men – dressed as airport workers – transfer
jewellery worth €75 million ($AU122 million) to a waiting plane at
Schiphol Airport. It takes authorities 12 years to make an arrest.
n2008 Four Pink Panthers dressed as women steal jewellery
from the Harry Winston boutique in Paris, a year after robbing it
at gunpoint. The loss from both events is valued at £76 million
($AU141.4 million). They also target a gallery in Zürich, Switzerland,
pulling off the largest art robbery in European history by hauling off
a Monet, a Van Gogh, a Cezanne, and a Degas with a combined value
of more than $AU200 million.
n2009 The Pink Panthers break their previous British record,
stealing 43 items of jewellery worth a whopping £40 million
($AU74.4 million) from Graff New Bond Street.
n2018 Gang members steal $AU3.2 million of jewellery owned
by a member of the Qatari royal family on the final day of Christie’s
‘Treasures of the Mughals and the Maharajahs’ exhibition at the
Doge’s Palace in Venice, Italy. Later in the year, they steal treasures of
the Swedish monarchy from a cathedral and a priceless tiara from a
British manor house.
In January, five Pink Panthers armed with axes and guns forced their way into a
jewellery store inside the five-star Paris Ritz, taking with them a smash-and-grab
haul valued at €4.5 million ($AU7.3 million).
While escaping, three of the thieves were stuck inside the premises after triggering
a security system that automatically locked the doors. Nevertheless, one managed
to throw the bag of jewels out the window to an accomplice waiting on a scooter.
In the same month, five men were arrested in Croatia for stealing $AU3.2 million
of jewellery owned by a member of the Qatari royal family. The heist took place
on the final day of the Christie’s ‘Treasures of the Mughals and the Maharajahs’
exhibition at the Doge’s Palace in Venice, Italy. Then, in August, thieves stole royal
artefacts of the Swedish monarchy, including two crowns and a golden orb dating
back to the early 17th Century, from a display case in the Strängnäs Cathedral. The
suspects escaped in a speedboat and remain at large.
Finally in November, suspected Pink Panther thieves stole the diamond-encrusted
Portland Tiara crafted for Winifred, Duchess of Portland, and worn at the 1902
coronation of King Edward VII of England. Security personnel guarding the Portland
Collection, in rural England, missed the robbers by a mere 90 seconds and the
whereabouts of the thieves and the tiara remain unknown.
LOSING THEIR TOUCH
The gang has been mostly successful in eluding authorities but the number
of cases attributed to the gang has declined over the years. Sloppy mistakes
and DNA evidence have led to several arrests of fellow Pink Panthers. In 2008,
three Pink Panthers from Serbia were found guilty of robberies carried out in
Biarritz, Cannes, Courchevel and Saint-Tropez by a court in Chambéry.
The following year, a suspect in the 2007 Ginza heist – a Montenegrin-national
named Rifat Hadžiahmetović – was arrested in Cyprus and extradited to Japan
where he was sentenced to 10 years in prison. His accomplice, Radovan Jelušić, was
arrested in Italy in 2010 on a separate crime and was extradited to Montenegro.
In 2009, French police in Monte Carlo arrested three members of the gang after
they were seen loitering near jewellery shops and a casino. One of the three
arrested was Serbian Dragan Mikić, an alleged ringleader of the syndicate who had
broken out of jail in 2005 in a daring ladder escape.
Three more members of the gang were caught in Athens, Greece in 2012
while conducting reconnaissance in an upmarket district. Police on patrol were
prompted to question two men after noticing they were wearing wigs and
carrying firearms and axes. A chase ensued in which a police officer was shot and
injured before both men were arrested.
With Interpol hot on their heels and nations across Europe and the Balkans forging
extradition treaties, the gang’s safe havens are disappearing. Technology has also
played a major role in the arrest of the Pink Panthers, according to Interpol. The
biggest challenge that could spell their downfall is blockchain, which is used to
ensure the absolute traceability of each element in the jewellery supply chain.
Artificial intelligence (AI) and advanced biometrics could also make it more difficult
– even impossible – for the Panthers to carry out their plans.
While they have succeeded in committing record-breaking heists in the past, the
jewellery industry is preparing itself with ever-more complex security measures –
and the Pink Panthers might soon find themselves out of time. i
42 Jeweller September 2019

RETAILING FEATURE
The only question retailers
must ANSWER
IN A MARKET SATURATED WITH IMPERSONAL
DIGITAL TRANSACTIONS AND THE NOISE OF DATA,
PETER RYAN EXPLORES WHAT CUSTOMERS REALLY
VALUE AND WHY IT MATTERS TO RETAILERS
verything that moves in the world of retail is measured. Data rushes
over the retail landscape 24 hours a day, seven days a week, 365 days
a year. Opinions are everywhere, most of them from people who
have no retail credibility, little retail experience outside their narrow
viewpoint, and often an axe to grind.
Technology continues its unstoppable invasion into every crevice of retail and
social media creates impacts and reverberations that have little to do with the
levers that create profit.
The net result is that retailers are drowning in noise. Most of it is irrelevant
but nonetheless distracting – if not damaging – to clear, concise and
productive decision-making.
In reality, a retailer only needs to answer one question: “How do I make the
customer’s life better as a direct result of their experience with me today?”
If they can’t answer that simply and succinctly, then all the information in the
world isn’t helping them; it’s blinding them. Success in retail is not about being
busy; it’s about spending time, energy and capital where it is most productive.
Retail productivity is only about mutually-profitable relationships – the socalled
‘win-win’ scenario. In the customer’s eyes, retailers must deliver a win
to them. By being the best at something that matters to shoppers, a retailer
can improve the lives of their customers more than the next business. This
strategic advantage leads to more sales – a win for the retailer.
Everything else in the mix is an enabler, an enhancer or an inescapable cost
of doing business. Most people operating in the world of traditional bricksand-mortar
retailing are caught in a process maze that has little to do with
energising the correct levers to answer that essential question in a manner
that will help them create sustainable profit.
Any business that can’t deliver an experience that makes their customers’ lives
better needs to re-imagine their offer.
Physical retail is not about unadulterated efficiency – online stores and
technology-enabled delivery systems will win that battle. Customers seek
more from stores. In this hyper-transactional world, where life is increasingly
de-personalised and de-sensitised by technology, shoppers crave the opposite
of efficiency; however, they need a powerful payoff for their sub-conscious
investment beyond ease.
Contemporary success stories in retail all share one common theme: they
make the shopping experience more human, more sensory, more enjoyable
and ultimately more rewarding and they reorganise their businesses around
those key deliverables.
September 2019 Jeweller 43

SAMS GROUP
AUSTRALIA
PinkKimberley.com.au
E pink@samsgroup.com.au
W samsgroup.com.au
P 02 9290 2199
THE ANALOGUE APPROACH
According to Nielsen data released in the
US at the end of 2017, vinyl record stores
have achieved more than 1,000 per cent
growth in the past decade. Furthermore,
where digital music downloads peaked in
2012, sales of the physical formats of music
are continuing to increase.
The same thing has occurred with sales of
books, where downloads peaked in 2014
and yet sales from bookshops are growing.
In the US, physical media is now outselling
digital downloads.
While articles point to a new trend that
romanticises nostalgia as an antidote to
digital overload, the truth is that the return
of physical media may be far simpler
and have much more to do with human
psychology and physiology.
As with all things to do with retail, there are
two sides to the coin.
The consumer side is that, while new
technology has many benefits that
consumers desire, across-the-board change
is not what shoppers ever want.
While they adopt the convenience of
carrying record collections in their pockets,
fans also like collecting the artwork that
comes with albums and the tactile and
audio richness that analogue provides.
On the store side, retailers lurch far too
easily and too far. When something like
digital emerges, practitioners are often
their own worst enemies, hastening the
demise of traditional products and services
through the actions they take to ‘adapt’ to
the trend – radically altering what and how
they do things.
A blanket move to digital and scaling
back analogue effectively robs shoppers
of the alternative, ensuring that the trend
becomes the only reality until shoppers
and entrepreneurs lead a renaissance.
Mark Mebalds from record retailer Vinyl
Destinations was quoted in an Australian
Financial Review article titled, “Analogue
vs digital: everything old is new” as saying,
“Our sales trebled in 2017.”
In a retail market that is growing annually
at close to 3 per cent year-on-year, high
growth does not come from following
the crowd, particularly a crowd that is hell
bent on cost-cutting strategies rather than
customer experience.
The unavoidable fact is this: retail
opportunity has and always will be about
the differences between shoppers, not
the sameness.
Sameness is a mass-merchant strategy
that works for the 20-tonne gorilla that
dominates a category.
Even then, the smart businesses provide
differentiation around the edges so that
they don’t become just about cheap
price and convenience – attributes that
dictate commoditisation, little loyalty and
negligible margin elasticity.
The human condition has always sought
balance – when work is high-stress, people
seek revitalisation; when life seems boring,
they seek stimulation.
When shopping on convenience and prices
is over-saturated, shoppers seek valueadded
experiences.
The great record stores and bookshops
that are prospering in times where other
categories are complaining are evidence of
where to look for future retail prosperity.
Find the opportunities to connect
customers that are willing to pay more
for what gives them more, and then give
it to them.
There is no shortage of opportunities to
make a difference to the lives of retail
shoppers today. Arguably – in this frantic,
stressed out, angst-ridden world – there
have never been more opportunities to
deliver something powerful.
Retailers must take the time to step back,
take a deep breath and find their mojo by
answering how they can improve the lives
of their customers as a direct result of the
shopping experience. i
PETER RYAN is the director
of Red Communication, one
of Australia’s leading retail
strategy consulting businesses.
redcommunication.com

JEWELLERY DESIGN AWARDS
Back with a
Bang!
RUM UT he Jewellery Design Awards are returning to the International
Jewellery & Watch Fair (IJWF) for 2019, following on from the
hugely successful inaugural event in 2017. This year’s edition saw
an incredible number of entrants submit pieces across 10 categories,
with 44 standout finalists selected. Due to demand, the entry deadline
was extended from 30 June to 21 July.
Joshua Zarb, general manager Expertise Events, which organises both the
Jewellery Design Awards (JDA) and the IJWF, said his team had been “blown away
by the calibre of entries”.
“First and foremost, the purpose of the Jewellery Design Awards is to celebrate
the amazing skills within the industry in Australia and New Zealand,” Zarb said. “It’s
a way to recognise the talent that’s out there, and identify new, up and coming
designers and jewellers [with the Student/Apprentice categories]. That’s what
keeps our whole industry strong over all.”
He added that the most well supported categories this year, in terms of number of
entrants, were the Diamond Award, Coloured Gemstone Award and Bridal Award,
with Coloured Gemstone being the most popular.
Finalists were announced on 23 July. The most recognised jeweller is Mindika
Haddagoda, who is a finalist in four categories for his pieces ‘Aphrodite’, ‘Venus’,
‘Tulips’ and ‘Rococo’. Matthew Ely is nominated in three categories for ‘Principessa’,
‘Ballare’ and ‘Chinese Fan South Sea Pearl Ring’.
Meanwhile, Matt Sime’s ‘The Cathedral of Vasily the Blessed’, Sophia Peacock’s
‘Rainbow Serpent Cuff Bangle’ and Ben Tracy’s ‘Diamond Fantasie’ are the most
recognised pieces, being named finalists across multiple categories.
There are some familiar faces in this year’s Award contenders. Haddagoda
– who won his category in 2017 – has made it to the finals again, as have
Jason Ree, Sonja Scharmann, Greg Holland, Amrith Dharmawardane and
Sameer Aneez.
On Monday 5 August, Brett Low flew into Sydney to join the other members of
the judging panel, Lester Brand and David Ole, to choose the winners in person.
Judging was based on weighted criteria, with four key considerations: originality
and creativity of the design, technical difficulty of construction, craftsmanship and
finish of the piece, and wearability.
All the finalist pieces will be on display at the Fair, which will be held at the ICC
Sydney Exhibition Centre from Saturday 24 August to Monday 26 August, with
the winners announced at a canapé reception on the show floor at 4:30pm on
Sunday 25 August.
“It’s great that the Awards will be held on the show floor this year, as it’s a way
to bring the industry together, draw new visitors to the show, and celebrate the
winners and finalists. It enhances the strength of the industry,” Zarb said.
In order to protect the integrity of the judging process, no details of the
nominated pieces have been released to the public – until now.
Turn the page to see Jeweller’s sneak preview of this year’s JDA finalists.
September 2019 Jeweller 45

1ST & 2ND YEAR
APPRENTICE/STUDENT AWARD
Sponsored by:
BELINDA LUBKOLL
Item: Ring
Name of piece: Bauhaus Inspired
Inspiration: This piece was inspired by the
simplicity of modern architecture. It also features
a slightly angled setting to be a bit provocative
and contemporary.
Materials: Sterling silver, topaz
EVANTHEA PENGELLY
Item: Earrings
Name of piece: Shield-Maiden
Inspiration: I saw a similar design made from brass
in a trinkets market overseas, and thought it would
turn out nicely in precious materials. Once I started to
make the earrings and the final design emerged, they
reminded me of Viking shields. Completion of this piece
has inspired me to make a Shield-Maiden Collection of
earrings that echo the aesthetic of Viking shield designs.
Materials: Sterling silver, 14-carat yellow gold, Welo
(Ethiopian) opal
BRADLEY PIKE
Item: Pendant
Name of piece: Griffin
Inspiration: The materials shaped the final look
of the piece. It’s a sterling silver pendant with a
petrified wood ‘shield’ and central fancy cut ‘arrow’
shaped citrine
Materials: Sterling silver, petrified wood, citrine
3RD & 4TH YEAR
APPRENTICE/STUDENT AWARD
Sponsored by:
SAMEER ANEEZ
Item: Pendant
Name of piece: The Autumn Vines
Inspiration: I have always been an Art Deco
person, and so in doing Art Nouveau I was outside
my comfort zone. I wanted to create something
that looked and felt soft. I also wanted it to have
complexity, but not to detract from the movement
of the piece. The silver flows wonderfully and
feels alive in its movement. The stones are well
incorporated into the piece despite a modern
setting process. To further add to the life of the
piece, the tourmalines are set from dark to light
going up, and the bale is incorporated into the
design as one unified piece.
Materials: Sterling silver, citrine, green tourmaline
MILLY BELL
Item: Bangle
Name of piece: Fluid
Inspiration: This bangle’s fluid shapes that nestle
beside each other are inspired by nature’s organised
chaos: alike patterns found in the environment. I
strove to create a sense of balance by incorporating an
array of shapes and sizes that, when used repetitively,
become ordered and uniform. Sculpting the outer
panel using the technique of lost-wax casting really
allowed me freedom to create a piece that was truly
three dimensional and tactile, bridging my passion of
jewellery and art together.
Materials: Rhodium-plated sterling silver
EILEEN LEAHY
Item: Figurine
Name of piece: Transformation of a Moth
Inspiration: The inspiration for this piece is the
New Zealand Puriri moth, a creature whose
lifecycle resonates with my journey. The moth
spends seven years in caterpillar form, which
represents the growth stage of learning and
development. After transformation, it is a
moth for a mere two days. This speaks to me
of breaking free – displaying my new creation
with confidence. The crafting of the piece brings
life through the movement of the wings. Its
adaptability to be worn as a whole hair pin, or as a
pendant, reiterates the transformational stages.
Materials: 9-carat yellow gold, sterling silver,
titanium, cabochon onyx
46 Jeweller September 2019

AUSTRALIAN
OPAL AWARD
Sponsored by:
JEANETTE BROSSARD
Item: Bangle
Name of piece: Boulder Opal and Silver Bracelet
Inspiration: The bracelet is inspired by Earth, our planet.
Materials: Boulder opal, sterling silver
JASON REE
Item: Earrings
Name of piece: Sandstorm
Inspiration: Inspiration for these earrings comes from the
undulating hills of the desert, windswept and unbroken by time,
and the pure blue Outback sky, dropping to a starlit dreamscape
under the Milky Way.
Materials: Black Australian opal, platinum, 18-carat white gold,
22-carat yellow gold, diamond
CINDY XU
Item: Brooch
Name of piece: Icy Conversation
Inspiration: The work expresses two opposing species having
undergone ecological changes due to global warming: a polar bear
and a fish on the last glacial islands. The opal depicts the ocean, while
mother-of-pearl and diamonds represent glaciers.
Materials: 18-carat yellow gold, solid boulder opal,
mother-of-pearl, diamond
Proudly distributed by
02 9417 0177 | www.dgau.com.au

BRIDAL AWARD
Sponsored by:
MATTHEW ELY
Item: Tiara
Name of piece: Principessa
Inspiration: The piece is
inspired by the bridal tiaras of
European royalty, a reference
to the historical traditions of
courtship and marriage. It is
handmade in platinum and
features pear, Asscher and
round brilliant diamonds.
Materials: Diamond,
platinum
MINDIKA HADDAGODA
Item: Necklace
Name of piece: Aphrodite
Inspiration: This design has
been developed and created
with the influences of modern
and traditional decorative
elements. A fantasy-cut blue
topaz is set within a heart
shape and four claws in an
ultimate representation of
love. I used the blue topaz
because it is often associated
with loyalty and love and
represents eternal romance
and friendship. Blue topaz also
symbolises honesty, clarity of
feelings, and deep emotional
attachment. Decorative
elements on the top of the
pearl will flawlessly blend
with any bridal dress. The blue
topaz, multi-colour sapphire
and diamonds lift the bride to
show her at her brightest on
her wedding day.
Materials: Blue topaz, South
Sea pearl, 18-carat yellow
and white gold, diamond,
Ceylon sapphire
MATTHEW JOHNSON
Item: Ring set
Name of piece: Harmony
Inspiration: This piece is a
combination of everything
I love: the unconventional,
the challenge, contrast and
detail; the pleasure of creating
from the heart, giving surprise
and joy to others; and the
vulnerability of putting
yourself on the line, the risk of
offering your heart and life to
another person. It represents
two pieces coming together
as one, in harmony.
Materials: Diamond,
platinum, rose gold
BEN TRACY
Item: Ring set
Name of piece: Diamond
Fantasie
Inspiration: This piece was
inspired by the many fancy
shapes that diamonds can be
fashioned into, and I wanted
to showcase these special
cuts in this “two into one”
multi-faceted ring. Using
the eternally classic form
of a cluster-style ring, this
particular design combines
some of those random fancy
shaped diamonds into a
unified piece of jewellery.
It evokes the emotions of
classical jewellery from past
eras with a present twist,
taking the wearer into a
timeless future.
Materials: Diamond, platinum
GREGORIE VENDE
Item: Ring
Name of piece: Encaptured
Inspiration: I captured the
eternity of a diamond with
the purity of the platinum.
The diamond is suspending
from the top and bottom,
letting all the colours and
reflections free.
Materials: Australian
champagne diamond,
platinum, 18-carat yellow gold
48 Jeweller September 2019

CAD / CAM / CAST AWARD
Sponsored by:
AMRITH
DHARMAWARDANE
Item: Pendant
Name of piece: Moments
In Time
Inspiration: I wanted to
create a tribute to time and
space. More specifically, the
movement of our lives as
viewed through our closest
star, the Sun. In a nod to our
fleeting existence on this
planet, my goal was to give
the pendant an ethereal
quality with each of the
diamond-set bezels appearing
as if they are floating in a void.
The 12 tiny pieces indicate not
only the passing of the hours
within the day, but also the
stars within the cosmos whose
light can only be seen as tiny
pinpoints in the night sky.
Materials: 18-carat white and
rose gold, diamond
MINDIKA HADDAGODA
Item: Ring
Name of piece: Venus
Inspiration: This design
has been created with
the influences of ancient
curve roof architecture and
its associated decorative
elements. Venus was
a goddess of love and
beauty. The centrally placed
Ceylon blue sapphire, set
with beautiful lip shaped
claws, represent love. The
combination of modern
and traditional decorative
elements represents beauty.
The ring is a beautiful creation
combining 18-carat white
gold with yellow gold using
CAD technology. A highly
engineered look, fine edges,
creativity, functionality and
delicacy are the key features of
this design.
Materials: Ceylon blue and
pink sapphire, 18-carat yellow
and white gold, diamond
CASSANDRA NITSCHKE
Item: Brooch
Name of piece: Emerald
Glider
Inspiration: Cassandra
Nitschke, of Andrew Mazzone
Design Jewellers, was
introduced to the incredible
artistic world of Art Nouveau
jewellery by images of French
designer René Lalique’s
famous dragonfly ornament.
This then inspired her passion
for jewellery design. The
Art Nouveau movement
embraced organic forms and
mystical imagery, including
creatures like the dragonfly.
The dragonfly represents
change, adaptability and
transformation.
Materials: Emerald, sapphire,
diamond, ruby, rose, yellow
and white gold
ROBERT SAWTELL
Item: Ring
Name of piece: Templum
Inspiration: This ring is
custom designed for a
client’s unique style – a large
statement ring able to be
worn often, without the use
of diamonds. It reflects her
classic personality but with a
hint of a romantic. The design
theme is the contemplation of
two slightly domed traversing
crosses. The intent is to draw
the eye outwards from the
central keystone and evoke
curiosity for what is within.
The colourway is a soothing
combination of deep blue,
green and teal in the form of
bright, sparkling Australian
sapphires sourced directly
from the mine in Sapphire,
central Queensland. Each
gem is set to maximise
performance with the entire
surface area visible against
the white background. The
setting allows maximum
light to flush through the
gemstone. The rose gold band
brings warmth to the design
with minimum volume.
Materials: Australian sapphire,
platinum, 18-carat rose gold
MATT SIME
Item: Ring
Name of piece: The Cathedral
of Vasily The Blessed
Inspiration: My design
has been inspired by the
Cathedral of Vasily the
Blessed, a masterpiece that
has stood tall in the Red
Square in Moscow for more
than 450 years. The eccentric
architecture showcases
nine domed towers that
point up to the heavens,
finished with an abundance
of detail and texture. The
unexpected patterning and
unique use of symmetry
inspired my piece, and I was
captivated by the playful
façade of this exceptional
building. The interior of my
design showcases a gallery
of windows and pillars that
join at the centerpoint of the
domed ceiling, creating a
central hierarchy. The use of
gold has been intentional to
reference the colour of the
heavens and the windows
corresponds to the Neo-
Platonist idea of light as a
symbol of wisdom.
Materials: Blackened 9-carat
yellow gold
September 2019 Jeweller 49

COLOURED GEMSTONE AWARD
Sponsored by:
DANIEL CAP
Item: Ring
Name of piece: Celina
Inspiration: This beautiful
piece is designed to reveal
new surprises with every turn.
It was inspired by the notion
of poetry, by which many
meanings can come from the
same beautiful words.
Materials: 18-carat rose and
yellow gold, silver, amatrine,
ruby, diamond, zircon
MINDIKA HADDAGODA
Item: Pendant
Name of piece: Tulips
Inspiration: This design
was inspired by the tulip
flower’s elegant form and
brilliant range of colours. My
appreciation of the aesthetic
beauty of tulips is the key
element. The tulip is a symbol
of feminine beauty and
perfection. The combination
of rubies and multi-coloured
sapphires and diamonds
bring a sense of contrast to
the pendant. It is double
sided and can be worn in four
different ways. A precisely
engineered look, unusual
settings and high functionality
are the hallmark of this design.
Materials: Ceylon blue, yellow
and pink sapphire, ruby,
diamond, 18-carat yellow
and white gold
YUNA KIM
Item: Ring
Name of piece: Gradus
Inspiration: Gradus means
‘step’ in latin. This piece
reminds you to take each
step as it comes and reach
your highest goals. Celebrate
your success with this step by
step ring – it’s the stairway to
heaven. I use blue sapphires
like a beautiful blue sky.
Materials: 18-carat white
gold, Australian blue
sapphire, diamond
MICHAEL MURATORE
Item: Ring
Name of piece: Stella Del
Mare (Star of the Sea)
Inspiration: The Stella del
Mare ring is inspired by the
beautiful and captivating
elements of marine life. The
bright tones of this piece
celebrate the mesmerising
and colourful hues found
in the ocean. Stunning
tourmalines, tanzanites
and sapphires are
complemented by the bold
and flowing curves of the
design; a reflection of the
unique features of marine
species. Aptly named,
this piece is a symbol of
outstanding brilliance.
Materials: 18-carat white
and rose gold, tourmaline,
tanzanite, pink sapphire,
diamond
BEN TRACY
Item: Ring
Name of piece: Vert-Eagle
Inspiration: The piece is
inspired by the skyscrapers
that soar high in the sky,
competing for space with
the eagles that look down
upon them.
Materials: Mint quartz,
diamond, 9-carat white gold
50 Jeweller September 2019

conferences
Designed to inspire,
motivate, educate and
build relationships.
The lessons learned
from our expert team
and fellow members
are some of the
greatest benefits you
can receive.
stock
ranging /
merchandising
Access to our
best selling stock
analysis reports plus
defined category
management, purchase
& replenishment
planning information.
management
training
Business Mentoring,
KPI Benchmarking &
Business Analysis &
Store Consultancy as
well as extensive tailored
management training
programs & special HR
/ Policies & Procedures
packages available to
every member.
marketing
Choose and pay for
the marketing that
you want to suit your
business. Your choice of
Catalogues, Brochures,
Instore, Customer
Loyalty, Direct Marketing
and more.
staff
training
Comprehensive industry
specific staff training at
an individual store level
which is also accessible
24/7 via our exclusive
member extranet.
online
solutions
Access a suite of
extremely cost effective
online solutions to
keep your store ahead
of the game. Including
a highly sophisticated
Direct Marketing / Loyalty
Program, Social Media
platform, Ecommerce
gateway & more.
DREAM BIG
RETAIN YOUR NAME & YOUR INDEPENDENCE!
We offer the most extensive retail support in the industry,
with a young & dynamic head office team, with over
50 years combined Jewellery industry experience.
You’ve worked hard to build your own brand in your
community - Join our family of like minded Jewellery
Specialists, keep your independence & experience our
dynamic group today!
- We Specialise in HANDS ON Retail Assistance
- Ask us about our Staff Training Programs
-Enjoy the Best Prices in the Industry
- Is your Current Buying Group offering you the
One on One assistance that you Deserve?
Leading Edge Group - Australia’s largest & most cost effective buying
group.No cost to join & everything to gain!
championing independent retailers
Find out more. Talk to Charles Nord, Retail Operations Manager
building valuable business communities
P E @leadingedgegroup.com.au
www.leadingedgegroup.com.au

DIAMOND AWARD
Sponsored by:
S AMS G R O U P
AUSTR A L I A
SOUKATA BASU
MALHOTRA
Item: Ring set
Name of piece: Amoresque
Inspiration: These love/
wedding rings are inspired
by from the imperial beauty
and continuity of Arabesque
patterns – interlaced designs
seen in Middle Eastern art
– and convey the harmony
of everlasting love. The
title is derived from the
combination of two words:
amore, meaning ‘love’ and
Arabesque. The combination
is metaphorical, poetic and
meaningful. The rings are an
artistic representation of the
eternal order and union in a
relationship. Meanwhile, the
diamonds depict forever love.
Materials: 18-carat yellow
gold, 9-carat yellow gold,
diamond
MATTHEW ELY
Item: Ring
Name of piece: Ballare
Inspiration: Ballare means
‘to dance’ and this exquisite
handmade ring is inspired by
the tutu of a dancing ballerina.
The name also references the
dance of light present in the
white and pink diamonds in
the cluster of the ring. The
hand-pierced basket balances
the delicate detail of the top
setting, and takes its influence
from European stained glass
church windows.
Materials: 18-carat white
and rose gold, pink diamond,
diamond
GREG HOLLAND
Item: Ring
Name of piece: Diamond
Moon Cocktail
Inspiration: This ring pays
homage to the incredible New
Zealand night sky. From the
inspired collection Moon, this
dress ring is a one of a kind. It
features 178 diamonds and a
secret pink sapphire heart.
Materials: Diamond, pink
sapphire, recycled platinum,
18-carat yellow gold
GERARD MCCABE
Item: Ring
Name of piece: Wildflower
Diamond Ring
Inspiration: Inspired
by the beauty of native
Australian flora, Gerard
McCabe’s Wildflower ring
captures the essence of the
iconic Sturt’s Desert Pea
flower. The use of varying
golds, accented by vibrant
diamonds, are delicately and
artfully arranged to recall the
distinctive nature of this South
Australian floral emblem. The
glistening diamond acts as
the centrepiece to the flower
which is surrounded by satin
branches and leaves.
Materials: Diamond, 18-carat
rose and yellow gold
BEN TRACY
Item: Ring set
Name of piece: Diamond
Fantasie
Inspiration: This piece was
inspired by the many fancy
shapes that diamonds can be
fashioned into, and I wanted
to showcase these special
cuts in this “two into one”
multi-faceted ring. Using
the eternally classic form
of a cluster-style ring, this
particular design combines
some of those random fancy
shaped diamonds into a
unified piece of jewellery.
It evokes the emotions of
classical jewellery from past
eras with a present twist,
taking the wearer into a
timeless future.
Materials: Diamond, platinum
52 Jeweller September 2019

Here at Showcase Jewellers, we are ALL about members; we’re a member owned organisation, and it’s been that way for over 38 years now!
We have a long established, comprehensive management structure in place with some of the most experienced heads in the industry,
all working together as a support office for members. We are proud to provide our members support and the tools to navigate their way
through retail, sales, product knowledge, policies, operations, marketing and of course the wide digital arena.
Contact us today
We’re ready when you are. So if you think it’s time to get serious about where you’re going, email us today.
Our team will be happy to show you how we can grow your business together.
enquiries@showcasejewellers.com.au
www.showcasejewellers.com.au
Stay where you are & survive or,
Make the change &
THRIVE!
MAKE THE CHOICE TO THRIVE AND BECOME A SHOWCASE MEMBER TODAY
Experienced Head Office Staff Members
No Joining Fee or Ongoing Monthly Management fees
Establishment Loan, charged over 6 months.
100% refundable should you ever choose to leave
We will move or create your website on your behalf,
at no charge. You will have complete ownership rights.
Different membership options available to suit
your business model
We have negotiated the best supplier discounts
for members, we know this is critical for you!
Industry leading, quality and comprehensive
digital resources
‘We cannot thank Carson and the rest of the Showcase Family enough for making us feel so special. We are so
excited to be on this journey with Showcase. Thank you for welcoming us with open arms!’
- The most recent member to join our Showcase Jewellers family

MEN’S ACCESSORIES & JEWELLERY
Sponsored by:
JAKE COUGHLAN
Item: Ring
Name of piece: The Beast
Inspiration: This piece was
made for a client of ours who
came to us with the idea of
a gent’s wedding ring that
would be unlike any other.
After explaining a massive
signet ring would be a good
starting point, the design
process started. With very little
restriction in design we had
the opportunity to use shapes
and colours to make the
highlights pop. Throughout
the 150-hour make, the
design changed multiple
times resulting in this
one-of-a-kind masterpiece.
Materials: Platinum, 18-carat
yellow gold, Australian yellow
sapphire, diamond
PETA HEYS
Item: Ring and cuff Set
Name of piece: Men’s
Elements Ring & Cuff Set
Inspiration: Throughout
ancient history it has been
said across various cultures
and spiritual avenues that
air, fire, earth and water were
the four aspects of human
nature. The Elements Mens
Cuff & Ring Set, designed by
Peta Heys, bears a continuous
interconnecting wire pattern
featuring these four elemental
symbols. The matching
oxidised sterling silver set is
visual affirmation for modern
times – to represent inner
harmony through balancing
the elements within.
Materials: Oxidised
sterling silver
PETER KEEP
Item: Ring
Name of piece: Ocean Wave
Inspiration: The row of
diamonds across the top of
the ring represents a boat’s
propellers cutting through the
water. The wearer can insert
the titanium wave pattern
of choice depending on the
occasion or mood. There are
many design and material
options that could be made to
fit under the row of diamonds.
In this case, the choices
presented are ‘dead calm’ (no
wave pattern) and ‘gentle
swell’ (rounded sections).
Materials: 18-carat gold,
diamonds, titanium
SOFIA PEACOCK
Item: Bangle
Name of piece: Rainbow
Serpent Cuff Bangle
Inspiration: The Rainbow
Serpent Cuff Bangle is a
commissioned piece and the
result of inspiration received
from a combination of
sources. The idea to use the
Aboriginal symbol of creation
– the Rainbow Serpent – came
during the consultation with
my customer when I intuitively
sensed his very strong
connection with the spirits
of the land. The delicious
colour combination of pink
and white is serendipitous:
the pink represents the ochre
hues of the earth, while the
white gold hints of our
cosmic connections.
Materials: 9-carat pink gold,
18-carat white gold
JASON REE
Item: Ring
Name of piece: Kikkou
Inspiration: The inspiration
behind this piece was the
wildlife of the Galapagos
Islands: the armoured
tortoises, their sea dwelling
counterparts, the movement
and colours of the water,
and the flora. Being able
to combine this natural
geometry with flowing
organic shapes was rewarding
in a way that can be hard to
put into words.
Materials: Australian bicolour
sapphire, platinum, 18-carat
green and yellow gold,
14-carat red gold
54 Jeweller September 2019

PEARL AWARD
Sponsored by:
IAN DOUGLAS
Item: Pendant
Name of piece: Tāne
Inspiration: The Tāne pendant
was inspired by the Māori
legend of Tāne. Tāne, god
of man and forests, decided
to separate his parents,
Papatuanuku, the earth
mother, and Ranginui, the sky
father, who were in a tight
embrace causing nothing but
darkness. The pendant and its
elongated design represent
Tāne and his siblings’ journey
of separating their parents to
reveal the light, thus creating
Earth. The rough pink sapphire
represents his sibling Tawhiri
Matea, who left for the sky to
be with his father. The purple
sapphire represents Tāne’s
brothers, who stayed on earth,
between both of their parents.
The arrow that stretches
between the paua and presses
into the pearl represents Tāne
amid the act of pushing his
parents apart. The woven flax
leaf feature further ties the
pendant to Māori legend and
culture.
Materials: Pink and purple
sapphire, paua, South Sea
pearl, 18-carat yellow gold
MATTHEW ELY
Item: Ring
Name of piece: Chinese Fan
South Sea Pearl Ring
Inspiration: Featuring a
flawless 17mm round South
Sea Autore pearl, the ring has
been created to showcase the
natural beauty of the pearl,
which has been taken from
a million-dollar strand. The
tapered baguette diamond
fan that cups the pearl was
inspired by the design
of traditional Chinese
wooden fans.
Materials: 18-carat white
gold, South Sea pearl,
diamond
MINDIKA HADDAGODA
Item: Necklace
Name of piece: Rococo
Inspiration: Influences of
modern and traditional
decorative elements are key
features of my design style.
A fantasy cut amethyst is
set with innovative setting
methods, demonstrating
modern creative awareness.
Scrolling curves and chains
enchant and dazzle the pearl
with the sparkliest of merrygo-rounds.
The combination
of sapphires and pearls in
two different planes is an
innovative design, which at
the same time increases the
functionality of the necklace.
Materials: Amethyst,
South Sea pearl, diamond,
Ceylon pink and blue
sapphire, 18-carat yellow
and white gold
STEVE RICE
Item: Ring
Name of piece: Billy “T”
the Bee
Inspiration: I was watching
bees and talking about them
with my partner. I looked
at this pearl and it looked
like a good start for a beethemed
ring!
Materials: 9-carat rose and
white gold, 18-carat yellow
gold, blue diamond, black
diamond, coral, amber
GEORGINA STALEY
Item: Pendant
Name of piece: Ostralis
Inspiration: I wanted to
bring together the beauty of
Paspaley Australian South Sea
pearls, natural pink diamonds
and Akoya cultured pearls. I
am always on the look out for
pearls that are not the normal
shape and then I like the
challenge of creating a piece
of jewellery that will enhance
them as they are.
Materials: 18-carat rose
gold, Australian South Sea
pearl, Akoya cultured pearl,
Australian pink diamond
September 2019 Jeweller 55

PRECIOUS METAL AWARD
Sponsored by:
PAUL AMEY
Item: Pen
Name of piece: Pink Mist
Inspiration: The Pink Mist pen
was inspired after seeing some
enhanced Montblanc pens
a friend had, and by a desire
to see if I could manufacture
a sophisticated and elegant
writing implement for
discerning women, as most
pens are aimed at the male
market. I’ve always loved
challenging myself to make
new and innovative items
and the pen is my latest art
piece in discovering the
unexpected! With a love of
skeleton clocks forming the
structural basis, the idea for
the colours and name came
one morning watching an
amazing sunrise that held
pink mist.
Materials: 18-carat yellow
gold, platinum, natural Keshi
pearl, diamond, pink diamond
SOFIA PEACOCK
Item: Bangle
Name of piece: Rainbow
Serpent Cuff Bangle
Inspiration: The Rainbow
Serpent Cuff Bangle is a
commissioned piece and the
result of inspiration received
from a combination of
sources. The idea to use the
Aboriginal symbol of creation
– the Rainbow Serpent – came
during the consultation with
my customer when I intuitively
sensed his very strong
connection with the spirits
of the land. The delicious
colour combination of pink
and white is serendipitous:
the pink represents the ochre
hues of the earth, while the
white gold hints of our
cosmic connections.
Materials: 9-carat pink gold,
18-carat white gold
SONJA SCHARMANN
Item: Necklace
Name of piece: My Hidden
Treasures
Inspiration: The aim was
to create a contemporary
and bold locket that is made
of precious materials and
unique gemstones, that
invites dialogue through its
unusual design and gemstone
choices. It offers the wearer
two optional chains: one a
more industrial wire chain,
and one a more esoteric
tourmalinated quartz chain,
with its properties combining
black and white, dark and
light. The latter is also believed
to protect its wearer from
aggression and negative
vibes. The locket can contain
a large volume of keepsakes
and the contents are hidden
from the outside. They can
only be accessed by lifting the
centre stone and releasing
the spring to open the locket.
This necklace is designed for
women who know who they
are, know their strengths and
protect their weaknesses.
Materials: Platinum, 18-carat
yellow gold, stainless steel
wire, tourmalinated quartz
MATT SIME
Item: Ring
Name of piece: The Cathedral
of Vasily The Blessed
Inspiration: My design
has been inspired by the
Cathedral of Vasily the
Blessed, a masterpiece that
has stood tall in the Red
Square in Moscow for more
than 450 years. The eccentric
architecture showcases
nine domed towers that
point up to the heavens,
finished with an abundance
of detail and texture. The
unexpected patterning and
unique use of symmetry
inspired my piece, and I was
captivated by the playful
façade of this exceptional
building. The interior of my
design showcases a gallery
of windows and pillars that
join at the centrepoint of the
domed ceiling, creating a
central hierarchy. The use of
gold has been intentional to
reference the colour of the
heavens and the windows
corresponds to the Neo-
Platonist idea of light as a
symbol of wisdom.
Materials: Blackened 9-carat
yellow gold
KRISTIE VERMANDE
Item: Earrings
Name of piece: Lumière
Inspiration: The Lumière
earrings are inspired by
the illumination cast by a
chandelier and the luminous
radiating reflections it
disperses. Graduated colours
of yellow, peach, and rose
gold stack upon one another
to create rich lustre, multiple
dimensions, and movement.
The use of both new and
old techniques creates a
modern but timeless piece
of wearable art.
Materials: 18-carat yellow,
peach, white and rose
gold, diamond
56 Jeweller September 2019

THAI TRADE CENTRE, SYDNEY OFFICE
02 - 9241 - 1075
THAITRADESYDNEY@GMAIL.COM

DIAMOND FEATURE
LANGERMAN DIAMONDS
Investment diamonds:
worth the risk?
CONSUMERS ARE INCREASINGLY CONSIDERING DIAMONDS
FOR INVESTMENT PURPOSES. ARABELLA RODEN EXPLORES
THE PROS AND CONS AS WELL AS ANY POTENTIAL PITFALLS.
hy buy a diamond? It’s a question most would answer
quite simply: as a symbol of love, either to a special person
in one’s life or as a beautiful reward to oneself. In the pursuit
for a purchase that encapsulates the emotion of love, a
diamond is one tangible way to express intangible qualities, such as
beauty, rarity and eternity.
That’s the way the diamond industry has operated for generations and also why
diamonds have captured the imagination of consumers and their chequebooks.
Yet increasingly, diamond is being marketed as an ‘investment’, particularly the
rarest varieties in terms of size and colour. Diamond’s attractiveness to investors
is based on the relative buoyancy and consistency of the diamond market
compared to other investment channels such as shares and property.
As headlines abound about record-breaking jewellery auctions, breathtakingly
large bids at the Argyle Pink Diamond Tender and, more recently, panic about
diminishing supply, it can be easy to lose sight of the unique risks of diamond as
an investment.
A QUESTION OF COLOUR
When considering investing, it’s important to distinguish between the
colourless (‘white’) diamond market and that of natural fancy colour diamonds.
Unlike other gemstones, white diamonds can be likened to, and tracked as, a
commodity; they are prone to fluctuations in supply, demand and price, and
therefore prime for speculation. Exemplifying this, white diamonds have seen
prices collapse across all sizes and grades over the past year.
Alan Bronstein, president of the Natural Color Diamond Association, believes this
does not make white diamonds an appealing investment option.
“A private individual has very limited options for selling or achieving liquidity
on a downward cycle, which we are in now and that the trade is experiencing
for the last two years,” he says. “No one can predict if and when this trend will
change so how can you prepare for the moment of liquidation? And if traders,
who make their living in this volatile market of fluctuations, get trapped in the
unpredictable cycle, what chance does a private individual have?”
In order to halt the current downturn of the market, Bronstein believes the
industry will tighten supply in order to stabilise prices. Indeed, this trend that has
already begun with De Beers.
The diamond behemoth recently slashed its production targets for the second
half of 2019 following a 50 per cent drop in rough diamond sales for its sixth
cycle compared to the same period last year. Russian mining giant Alrosa,
which is the world’s largest diamond producer by volume, has also begun
reducing supply.
Bronstein also points out that certain extremely large diamonds have not been
absorbed into the market as quickly as in previous years.
58 Jeweller September 2019

“There is, relatively, more
availability and the demand at
this moment cannot keep up
with the supply,” he explains.
Australia’s leading RTO run by jewellers for
jewellers!
Indeed, as technology has
improved – both in diamond
discovery and excavation – increasing
numbers of large diamonds have flowed
into the market.
LANGERMAN DIAMONDS
Canadian company Lucara Diamonds has unearthed two diamonds
of more than 1,000 carats in just the past four years at the Karowe
mine in Botswana, while Australian miner Lucapa has unearthed 13
diamonds of more than 100 carats since 2015 at its Lulo alluvial mine
in Angola. Both miners used Tomra XRT optical sorting technology.
Despite the uncertainty in the market, pricing authority Rapaport
includes an Investment Diamond Certificate as one of its
advertised services.
The company claims the certificate “provides absolute confidence
and assurance of quality and added value” and that “Rapaport
certified diamonds maintain their market value, making them ideal
for investors, looking for portfolio diversification.”
Portfolio diversification is a trend noted by Ari Taibel, gemmologist
and director of Australia’s leading fine jewellery and gemstone
auction house First State Auctions.
“Many auction buyers have an investment angle when buying
diamonds as well as fine gemstone jewellery. I believe they see
diamonds as a very compact and tangible store of wealth,” Taibel
explains. “One big diamond investor told me he has become a big
investor in diamonds and coloured gemstone jewellery since the
GFC [global financial crisis of 2008].
“Over the last 10 years, we have seen fancy colour diamonds as
the best-performing class of diamond,” he adds. “Diamonds with a
reputable laboratory report like GIA or GSL are always preferable as
these are very highly regarded by investors.”
Full time courses in:
Certificate II in Engineering
(MEM20105)
Certificate III in Jewellery Manufacture
(MEM30619)
RTO 40727
Already a Jeweller, but no Certificate?
MINRES Recognises Prior Learning*
and can change that for you!
Certificate IV in Advanced Jewellery Manufacture
(MEM40311)
Diploma of Jewellery and Object Design
(MEM50311)
Advanced Diploma of Jewellery and Object Design
(MEM60211)
* Prospective students must complete the RPL Assessment process
in full to be issued with a Nationally Recognised Qualification.
NATURAL FANCY COLOUR DIAMOND PRICES COMPARED TO WHITE
DIAMONDS. SOURCE: THE FANCY COLOR RESEARCH FOUNDATION
1800 MINRES
www.minres.com.au

DIAMOND FEATURE
Yseult de Crombrugghe, project manager Langerman Diamonds, which deals
in natural, fancy-colour diamonds of all hues, says that colour diamonds are
appealing due to the low volatility in the market.
“High-quality diamonds are more and more considered by savvy investors as a
strong and wise long-term investment. Scarred by the Financial Crisis and fearful
about volatility, Millennials are looking for unique and alternative sustainable
investments. Fancy colour diamonds are one of those – they are amongst the
least volatile investments possible. Additionally, we have noticed a new trend for
fancy colour diamond collections.”
The incredible price rise of pink diamonds is impossible to ignore. According
to the Fancy Color Research Foundation, which tracks pricing and auction
results for natural fancy colour diamonds, pinks have averaged price-per-carat
growth of 12.1 per cent per year from 2005 to 2019; however, this figure is
an average and includes outlier auction pieces that have fetched up to
$US2 million per carat.
Arnaud Soirat is chief executive of copper and diamonds at Rio Tinto, which
owns Argyle in West Australia, the world’s largest pink-diamond mine. Soirat told
The Age, “If you look at the evolution of the price over the past 20 years the price
has increased by 500 per cent. Every year the price increases by a double digit
number; if you compare that to the stock market that’s significantly higher.”
Those prices are predicted to rise even further with the imminent closure
of the Argyle mine in 2020, which is reported to account for 90–95 per cent
of the world’s pink diamonds, as well as a significant portion of yellows and
ultra-rare reds.
Less than 1 per cent of all diamonds mined globally have colour.
As a result, it’s no surprise that specialist companies such as the Sydney-based
Australian Diamond Portfolio have emerged to assist prospective buyers in
acquiring pink diamonds “like any other traditional asset”. The service provides
“sourcing, buying, storage, and later selling” of pinks, while claiming the
diamonds offer “insulation from traditional financial markets”.
The business’ website also prominently features Mark Bouris – CEO of the ASXlisted
Yellow Brick Road Group and star of reality TV shows The Apprentice and
The Mentor – explaining the benefits of pink-diamond investment.
Yet, while industry experts acknowledge the historically high prices of pink
diamonds, they caution against viewing them as a tool to increase personal
wealth – especially since the concept of value is not intrinsic, but relative, and
driven by trends.
“Even as they are getting more fashionable, most people know very little about
colour diamonds and will only refer to ‘headline’ diamonds, namely blue, pink
and yellow,” de Crombrugghe says, “but there is a myriad of natural, fancy
colours. Langerman Diamonds’ inventory includes over 300 colours! Some,
such as orange and green, are largely undervalued and will certainly rise in
value in coming years.”
Bronstein goes further: “Just like artwork, the value [of natural fancy-colour
diamonds] is totally subjective – you can have three people offering $10 million,
$12 million or $15 million, but the seller wants $20 million. The fact is, they are all
correct. The ‘value’ is what somebody’s willing to pay.”
He also cautions against buying on certification alone: “I have heard dozens of
horror stories about individuals who were baited into investing and were sold
the worst stones with highly-praising lab reports. Even holding for five to 10
years as an investment, they had no place
to get liquidity but an auction house and
only recouped 10 to 20 per cent of their
initial investment.
“The best one can offer as a statement
on fine gems and jewellery is that the
past has shown that certain fancy colour
stones have a faster liquidity and potential
rise in value,” Bronstein adds.
Meanwhile, Taibel differentiates diamonds from
other asset classes.
LANGERMAN DIAMONDS
“Diamonds are an excellent long-term investment but not in the same
way as property and shares. The main differences being that no income is
earned from holding a diamond, there are higher commissions in trading
diamonds compared to shares and property, and pleasure is derived from
wearing the diamond.”
Taibel emphasises that diamond holds its value over time better than some
other luxury purchases: “Diamonds purchased at retail have an instant
depreciation in value like a new car being driven out of the dealer’s lot; however,
unlike a car, they will not continue to depreciate – depending on the diamond
market. In summary, a diamond is a ‘good investment’ when purchased astutely
and when pleasure is derived from it.”
George Cochrane, a certified financial advisor with more than 35 years
experience and a prominent financial journalist, says long-term investing should
start with a ‘widespread portfolio’.
“Place your eggs in different baskets – for the not so rich, I would stick to the
basics of shares, property and bank deposits until you feel your current rainy-day
needs and your future retirement needs are covered,” he says. “Once you feel you
have these bases covered, you can expand your horizons into collectibles such
as art and gems and coins.”
He adds: “The value of each [art, gems and coins] arguably has as much relation
to marketing as to any inherent value. Further, these sectors probably have
greater retail selling costs than any other asset so any ‘market value’ must be
reduced by whatever premium the dealer or auctioneer demands.”
When considering a diamond purchase, particularly of natural, fancy-colour
diamonds, the most important thing is to consider the beauty of the stone and
one’s personal connection to it.
“Unlike for colourless diamonds, the baseline for pricing is not only a ‘4 Cs’
grading report linked to a benchmark but mainly the rarity and the beauty of
the stone,” de Crombrugghe explains. “It’s all about the unique colour viewed
face-up – the scarcity of the hue, the tone and undertones, the saturation, the
cut, the weight, the provenance and the demand will determine the value.
Moreover, as it is for investments in unique paintings or artworks, it must be love
at first sight.”
For Bronstein, it’s a simple equation: “Purchase of a natural colour diamond
should be based on three things only: affordability, beauty and desire.”
Even as the market is gripped by pink fever, it remains true that the only valuable
quality in a diamond is what the owner sees in it. And when that quality is
beauty, love and emotion, it has something more than value: it has meaning. i
60 Jeweller September 2019

GEMS
ORGANIC GEMS PART VI: CORAL
including pink, blue, black and gold. It is the
deep red colour that has been prized for
thousands of years. Sought for its rich hue and
glass-like shine when polished, coral has been
used in decorative items and as adornment
for millennia.
During the Victorian era (1837-1901) coral
was a popular gem, with jewellers fashioning
flowers, butterflies and cameos. In the early
decades of the 20th century, coral remained
popular, adding a vibrant splash of colour to
all manner of jewellery and hair ornaments.
Over-harvesting across the world has
depleted natural sources of many varieties
of coral, including red coral. A number of
countries, including Australia, restrict the
importation and sale of various species of
coral for this reason.
Coral has a long history of use in jewellery.
Many cultures across the world have
valued coral for adornment, and also for
its reputed mystical features. As well as
being prized for jewellery, red coral was
valued as a charm to ward off evil and to
increase fertility. It was held to protect
against snakebite and reduce fevers.
Warriors in central Europe adorned their
shields and helmets with coral to protect
them in battle. Throughout medieval Europe,
coral was worn as a protective charm. In Italy
and Spain today, coral remains treasured for
(3.5 on the Mohs scale), coral is typically
fashioned into beads and cabochons.
The red coral used in jewellery comes from
the Mediterranean Sea and the depths of
the Atlantic and western Pacific Oceans. It is
distinguished from reef building coral, which
grows in relatively shallow seas, by its colour
and growth habits. Relying on deep waters
and currents to thrive, red coral grows very
slowly – approximately a millimetre per year
– with its million of polyps sifting the currents
for nutrients. Unlike reef coral, red coral has a
shrub-like form.
RELYING ON
DEEP WATERS
AND CURRENTS
TO THRIVE, RED
CORAL GROWS
VERY SLOWLY –
APPROXIMATELY
A MILLIMETRE
PER YEAR – WITH
ITS MILLION OF
POLYPS SIFTING
THE CURRENTS
FOR NUTRIENTS
Consequently, much of the coral seen today
in newer jewellery is not natural red coral, but
dyed bamboo coral, a more widely available
material. More porous than red coral and
lacking the rich red colour, bamboo coral is
hardened by filling with resin. It is then dyed
red in imitation of red coral and polished.
A porous material, coral absorbs lotions
and make-up when it is worn against the
skin. Over time, exposure to chemicals and
perfumes may damage the gem’s relatively
soft surface.
To clean it, wipe with a soft damp cloth. Coral
should never be soaked in a cleaning solution
or placed in an ultrasonic cleaner. It should
also be stored away from other jewellery that
may scratch the coral’s surface. i
its protective properties.
Known by a range of names including
red coral, deep-sea coral, and precious
coral, Corallium rubrum is the skeleton of
communities of marine creatures called
polyps. Comprised of calcium carbonate,
unpolished coral has a matte appearance
with a dimpled surface. A relatively soft gem
In the ancient world, the primary source of
red coral was the Mediterranean Sea. Coral
was traded widely between civilisations
around the region and as far away as India,
where it was believed to have mystical and
medicinal properties.
The word coral denotes the colour red,
however coral comes in a range of colours
SUSAN HARTWIG FGAA came late to the world
of gemmology after a long career in corporate
training and project management. She
combines her love for writing with a passion
for gems and jewellery. Susan writes regularly
for her gemmology blog ellysiagems.com. For
more information on gemmology courses and
gemstones, visit: gem.org.au
September 2019 Jeweller 61

Behind every gemstone,
there is a fascinating story
waiting to delight clients
around the world. Studying
with GAA brings the
expertise, networking and
confidence to build a solid
career in a multimilliondollar
industry. Joining
one of the most supportive
and passionate professional
communities of gemmologists
in Australia was one of the
best decision I ever made.
Gina Barreto FGAA DipDT
Gemmologist and Diamond Technologist
Diamond
Courses
Practical Diamond Grading &
Diploma in Diamond Technology
Enrolments now open
For more information
1300 436 338
learn@gem.org.au
www.gem.org.au
Be
Confident
Gem-Ed Australia
ADELAIDE BRISBANE HOBART MELBOURNE PERTH SYDNEY
Passionately educating the industry, gem enthusiasts
and consumers about gemstones

BUSINESS
THE FUTURE OF SALES LEADERSHIP
RYAN ESTIS shares the key factors in
creating a high-growth sales strategy and
keeping up momentum from two leading
lights of progressive management.
Tom Pfeifer runs US sales and customer
service for multinational media and
information company Thomson Reuters.
He is a sales leader who is progressive,
forward-thinking and has embraced a solid
blend of traditional and emerging tools to
set up his sales team for continued success
both today and beyond.
Recently, as everyone headed home after
a conference, Pfeifer and his team chose to
stick around. They headed into a strategicplanning
meeting to brainstorm how to
elevate next year’s sales kick-off meeting.
That’s right – they wanted to begin improving
upon the experience while it was still fresh in
everyone’s mind.
This is exactly the kind of growth mindset
required to win in the new economy.
Pfeifer knows continuous reinvention and a
relentless commitment to improvement is
the only option.
Elizabeth Hurley is vice president of
residential sales at Tarkett, one of the
world’s leading flooring manufacturers.
She has built a winning sales culture on a
bedrock of accountability, as well as a deep
understanding of the customer.
Here, Hurley and Pfeifer share their strategies
for world-class sales, team management and
customer service.
WIELDING DATA AS SWORD
Given Thomson Reuters’ core business, it’s
not surprising that Pfeifer loves to talk about
data. Leading organisations throughout the
world are leveraging the insights from data
into action.
This has been a game changer for switchedon
sales leaders, where access to quantifiable
metrics provides a go-to market advantage,
but collecting data is the easy part. The
difficult part, according to Pfeifer, is putting
that plan into action.
“You have to be careful that those metrics
don’t become weapons,” he explains. “Are they
the sword or the shield?”
ACCESS TO
QUANTIFIABLE
METRICS
PROVIDES A
GO-TO MARKET
ADVANTAGE, BUT
COLLECTING DATA
IS THE EASY PART.
THE DIFFICULT
PART, ACCORDING
TO PFEIFER, IS
PUTTING THAT
PLAN INTO ACTION
Navigating the human factor is where true
leadership comes in. Data may point toward
difficult, unpopular decisions, which means
sales leaders can be left with the most
challenging task – in Pfeifer’s words: “You have
to try to convince the group.”
He cites a reorganisation of his sales team as
an example. A formerly poorly-selling product
was now filling a niche in an emerging sector
and it had become one of Thomson Reuters’
hottest-selling products.
After some time spent poring over the data,
Pfeifer realised his sales team wasn’t being
used as effectively as they could be. In
actuality, their ‘bag’ was filled with products
for two different markets.
“It [was] a different sales motion,” he explains.
Pfeifer made the decision to reorganise
his team, shifting some members away
from the popular product. It was not
universally-supported but Pfeifer navigated
his way through the challenge by being
transparent with the teams about his
reasoning: “You’ve got to say, ‘This is why
we’re making these moves.’”
September 2019 Jeweller 63

BUSINESS
People want line of sight into the rationale
behind decisions; transparency helps build
the trust needed to drive results.
Similarly, Hurley hasn’t sought to create a
winning sales culture just by imposing her
will from the top down. Core to her sales
leadership philosophy is an emphasis on
creating a culture of accountability, and she
says leaders have to model the behaviour
they expect from their employees.
“I think that when you work, you show up and
get the job done – and when you leave, you
have to show your team that’s what you are
willing to do every day,” she says.
But accountability in sales is about more than
just going first, Hurley says. In fact, it’s about
even more than owning your mistakes and
getting your work done on time. It’s also
about owning your successes and building
upon them.
GET CLOSER TO THE CUSTOMER
The habits of consumers have shifted. They
can do almost anything they want at any
time they want, with just their phones –
order dinner; get a ride; watch a favourite
TV show. This is the era of customisation,
personalisation and instant gratification.
A recent survey by global research and
advisory firm Gartner on the role of marketing
in customer experience found that 89 per
cent of companies now expect to compete
mostly on the basis of customer experience.
Four years ago, this figure was 36 per cent.
Shifts in consumption habits have also
elevated professional expectations – B2B
customers increasingly have the same
expectations at the office as they do when
they’re off the clock. “They want immediacy;
they want real time; they want it on their
terms,” Pfeifer says.
In this context, the best salespeople
don’t view a sales relationship through a
transactional lens, Hurley explains. Instead,
they view their relationship with a customer
as exactly that: a relationship.
These winning salespeople are consultants
who get closer to the customer and strive
to understand their needs first. “The better
salespeople have empathy,” she says. “They
care and want to know more about what’s
happening in your business so that they can
bring the right product and ultimately more
value to you.”
This ability to own customer outcomes as
your own is a powerful differentiator for
salespeople who are competing with the
demands of the 2025 economy. It’s easy for
customers to go online and comparison shop
and research. With more businesses moving
online to make the buy, it’s more important
than ever for salespeople to demonstrate that
they have the expertise to guide customers
through a purchase decision.
“We have to show ourselves, what is the
value of coming to me as opposed to a
website?” Hurley says. “And the difference is
that human factor.”
That is how you add value that is worth even
more than the convenience of buying online.
People crave human interaction, but you
have to earn it by adding value.
At the same time, sales organisations must
become more flexible in meeting customer
expectations and embrace new technology
as a tool to do so. For Thomson Reuters, this
has meant utilising mobile as a means for
delivering products and services. For other
organisations, it may mean something as
simple as making it easier to pay a bill.
Either way, Pfeifer says one principle is
paramount: “We have to meet the customer
wherever he or she is.”
This doesn’t only go for the customer; sales
leaders need to understand their sales teams
will have the same expectations as well and
use technology to connect, communicate
and influence the culture they are creating.
Pfeifer suggests ensuring that leaders are
in daily communication with their teams,
sending messages to each member –
perhaps a compliment or an explanation of a
new tactic. The best sales leaders understand
they are working in the service of others.
NEW SKILLS FOR A NEW MARKETPLACE
There are some skills that will always be
foundational for salespeople – product
expertise, communication, timemanagement
– but Pfeifer has noticed that
the rapidly-transforming economy demands
new skills. He has begun asking candidates
a new question: “Have you overseen an
evolution or transformation of any type?”
THE BEST
SALESPEOPLE
DON’T VIEW
A SALES
RELATIONSHIP
THROUGH A
TRANSACTIONAL
LENS, HURLEY
EXPLAINS –
INSTEAD, THEY
VIEW THEIR
RELATIONSHIP
WITH A
CUSTOMER AS
EXACTLY THAT:
A RELATIONSHIP
Pfeifer isn’t just concerned about whether
someone has seen disruption in the
workplace; he’s also trying to gauge the hire’s
fit in the transparent, responsive sales culture
he has created. His follow-up question is the
real test: “With the benefit of hindsight, what
would you have done differently?”
Finding people who can communicate this
self-awareness is key to building a team that
is resilient enough to respond to the pressure
of constant change. Also important is the
ability to take ownership of the outcome. It’s
a sign of growth and the hunger to embrace
the continuous improvement required to win.
These traits drive sales transformation.
Hurley has also brought her emphasis on
a culture of accountability to her hiring
practices. But how do you screen for
accountability? By looking for self-confidence.
That’s why, when Hurley evaluates candidates
to join her sales team, she asks herself whether
a particular candidate is ‘leading themselves in
what they do’.
In other words, she’s looking for people who
are intelligent, reliable and self-confident —
but not arrogant. Yes, they perform and take
pride in those accomplishments, but they’re
also playing for the overall benefit of the team.
Most importantly, they are self-aware. They
know themselves, Great salespeople have to
be able to answer two questions, Hurley says:
“Do I know who I am? Do I know what I do?”
These aren’t always easy questions to
answer. Having self-awareness means not
just knowing our strengths, but also our
weaknesses. It means doing the inner
work needed to be your best self – and bring
the best value you can to your organisation.
“You can’t rest on your laurels,” Pfeifer says, “
but if you’re listening and you’re trying to be
open about what it is you’re trying to solve
and you can show some progress, I think it
goes a long way.”
It’s this focus on openness, clarity of goals and
awareness of progress that makes Pfeifer and
Hurley such effective sales forces. i
RYAN ESTIS helps companies
to embrace change, attack
opportunity and achieve
breakthrough performance.
ryanestis.com
64 Jeweller September 2019

SELLING
RETAILERS MUST BEWARE OF THE NIBBLER
SOME CUSTOMERS WILL CHIP AWAY AT YOUR PROFITS WHILE YOU UNWITTINGLY CHASE THE SALE. BRIAN JEFFREY OFFERS
A SIMPLE WAY TO STOP THE NIBBLERS IN THEIR TRACKS, PROTECT YOUR BOTTOM LINE AND RETAIN YOUR PRODUCT’S VALUE.
If you’ve been in sales for any length of time,
it’s highly likely that you’ve experienced at
least one ‘nibbler’.
No, a nibbler isn’t a person who nibbles on
your ear – it’s someone who nibbles at the
deal you’ve just made.
Nibblers are different than hagglers.
Hagglers want to haggle over cost and
enjoy the sport lowering a price. Some
people haggle because it’s part of their
culture and they are trained from birth to
never pay the list price for anything.
Others feel that they’ve got nothing to
lose by asking for a better price – and
often they’re right! Foolish as it may be,
salespeople will often cut five or 10 per cent
off a price just because they are asked.
Not only is this a bad habit to get into
because you’re giving away your profits
but you’re also training customers to haggle
the next time.
Whenever a salesperson gives away a dollar,
they’re giving away a dollar of profit, not
a dollar of cost. Give away too many dollars
of profit and eventually you no longer have
a business.
LET’S MAKE A DEAL
Salespeople can sometimes feel that
they won’t get the sale if they don’t give
the customer something. While this is
sometimes true, selling on price is never
a good way to build a long-term
relationship with a customer. Instead,
convince the customer that the product
is worth the price.
Nibblers are those who don’t quibble
about price and appear ready to buy
but they start to nibble just before they
finalise the purchase. It usually begins
with a request for a sweetener, like a gift
with purchase: “Would it be possible to
throw in...?”
It’s so easy to say yes. After all, the sale has
been made and all you have to do is give
IT’S LIKE THAT
OLD JOKE: HOW
DO YOU EAT AN
ELEPHANT? ONE
MOUTHFUL AT A
TIME! WELL, HOW
DO YOU GET THE
BEST OUT OF A
SALESPERSON?
ONE NIBBLE AT
A TIME
CERTAIN TACTICS NIBBLE AWAY AT PROFITS
this little concession; however, beware
because that first nibble was just that
– the first.
Next comes, “Oh, one more thing. Do you
think you could also...”, and another nibble
has just been taken out of your margin.
Once the nibbling process has begun, it is
difficult to stop because each bite doesn’t
really hurt.
It’s only when the nibbler has finished
that you realise you’ve been attacked by
a human piranha and there is very little left
of your profits in the sale.
It’s like that old joke: How do you eat
an elephant? One mouthful at a time!
Well, how do you get the best out of a
salesperson? One nibble at a time.
NIP THE NIBBLER
There is no doubt that the nibbler is worse
than the haggler. With the haggler, the
haggling comes to an end as soon as you
either put a stop to it or negotiate the price
reduction; however, with the nibbler, you
never know when it will stop. Just when
you think the sale is in the bag, the nibbler
pops up with “Just one more thing...” and the
games continue.
Luckily, salespeople can stop both the
hagglers and the nibblers quickly and
effectively with one simple technique. If
the price of a product is fair and honest and
if you are comfortable that you have shown
the value of your offering, then all you have
to say is, “I really wish I could. Unfortunately
I can’t.”
That’s it!
Say this sincerely and with a smile on your
face and you’ll find most customers respond
with, “Well, I had to ask” or “Hey, there’s no
harm in asking, right?”
If you feel compelled to bow to the pressure
and offer a discount, remember the general
rule for price reductions: Don’t give any
money away without getting something
in return. Get a concession from the
customer first before you start discounting.
If they want something from you, they
should give something back. It’s called the
Law of Reciprocity.
What can they give? Perhaps a larger
purchase order of whatever you’re selling
would be appropriate, or maybe early
payment? Even getting a solid referral,
online promotion or testimonial might be
acceptable, depending upon the size of the
discount the customer wants.
Selling is a game where the rule for success
is that the salesperson “plays well with
others”. Nibblers and hagglers are just two
of the players. Understanding them and
how to deal with their strategies is a sign of
a sales professional.
The best part of the game is that the more
you play, the more you learn and the more
you learn, the better you’ll play.
Happy playing. i
BRIAN JEFFREY has more
than 40 years’ experience in
sales management, training
and business consulting.
quintarra.com
September 2019 Jeweller 65

MANAGEMENT
RETHINKING YOUR LEADERSHIP STRATEGY
IN AN EVER-CHANGING WORLD, QUESTIONING ONE’S EXISTING BELIEFS AND BIASES IS CRITICALLY IMPORTANT. PAUL SLOANE
EXPLAINS WHY LEADERS WHO CAN CHANGE THEIR MINDS CAN BE AN EFFECTIVE ASSET TO THE BUSINESSES THEY SERVE.
Why do we find it so hard to change our
minds and why are we so critical of people
who do it? Leadership expert John Adair
says that the most important – and often
most difficult – sentence for a leader to
utter is, “I admit that I was wrong.”
Perhaps this is because political leaders who
do change their minds are accused in the
media of flip-flopping, doing a ‘U-turn’ or
lacking conviction.
Yet there is no value in having convictions
if they are heading in the wrong direction.
Joseph Stalin and Robert Mugabe are two
leaders who just kept pressing on with the
wrong precepts and their obstinate and
single-minded approaches were responsible
for the impoverishment and death of many
of their people.
We need leaders who are open to new
evidence and who are prepared to change
direction. Part of the problem is that we all
suffer from confirmation bias, which is the
tendency to search for, recall and prefer
information that confirms our pre-existing
beliefs or hypotheses.
The effect is stronger for emotionallycharged
issues and for deeply-held
positions. It leads us to interpret ambiguous
evidence as supporting our beliefs. For
example, when a mass shooting occurs
in the USA, proponents of gun control
see it as proof of the need for restrictions
on gun ownership.
On the other side, opponents of gun control
see the same incident as evidence for the
need for more people to carry guns so as to
defend themselves. Similarly, when there is
a savage snowstorm, some people see it as
clear evidence of climate change and others
as proof that global warming is a myth.
Confirmation bias leads to overconfidence
in personal beliefs, despite contrary
evidence. In 1992, Rachel Nickell was
brutally murdered on Wimbledon Common
in London. The police brought in an expert
WE CLING TO OUR
BELIEFS BECAUSE
IT IS EASY AND
COMFORTABLE TO
DO SO – BUT THE
WORLD IS MOVING
FAST AND SOME
OF OUR BELIEFS
MIGHT BECOME
OUTDATED OR JUST
BE PLAIN WRONG
LEADERS SHOULD BE OPEN TO NEW EVIDENCE
who constructed what he claimed was a
psychological profile of the killer.
The police found a suspect, Colin Stagg,
who walked his dog on the Common and
who fit this profile. There was very little
evidence that he had had anything to do
with the crime but the police became
convinced that he was the murderer and
they laid an elaborate ‘honey pot’ plan to
encourage him to confess.
Once the police became convinced
of Stagg’s guilt, they ignored contrary
evidence and confirmation bias set in;
they redoubled their efforts to build a case
against him. Unsurprisingly, this did not
work. Stagg was brought to trial, where the
judge threw the case out.
More than 15 years later, in 2008, Robert
Knapper was convicted of the killing
of Rachel Nickell; Knapper had been
questioned in 1992 but wrongly eliminated.
Stagg, who had spent 13 months in
custody, was given a public apology
and over £700,000 (AU$1.2 million) in
compensation.
Now, let’s consider some people who had
the courage to change their minds and
thus changed the course of history. Saul of
Tarsus persecuted the early Christians until
he had his famous revelation on the road
to Damascus. He then became a powerful
proponent of Christianity and helped build
the nascent religion.
As St Paul, he is revered today as one of the
greatest saints.
Mikhail Gorbachev was a dedicated
Communist Party officer who rose to
be leader of the USSR. He saw the many
problems of the Russian system and
introduced the radical policies of perestroika
(‘restructuring’) and glasnost (‘openness’).
This led to independence for the former
Soviet satellite states and the fall of the
Berlin Wall, effectively ending the Cold War.
F.W. De Klerk was the last president of
Apartheid South Africa. He had been a
strong advocate of apartheid but changed
his view and took the courageous decision
to release Nelson Mandela from prison and
start the transition to a multi-racial society.
We cling to our beliefs because it is easy
and comfortable to do so. We conform
to the norms of our chosen tribes and
subscribe to the beliefs and principles of
those groups.
We can see this as being strong-minded
and purposeful but the world is moving
fast and some of our beliefs might become
outdated or just be plain wrong.
We need to be open to different viewpoints
and courageous enough to change our
minds on important issues.
When considering your own leadership
style, perhaps take Gorbachev and
De Klerk as your role models, not Stalin
and Mugabe! i
PAUL SLOANE is an author
and founder of Destination
Innovation, which offers
innovation workshops.
destination-innovation.com
66 Jeweller September 2019

MARKETING & PR
ARE ALL CUSTOMERS TRULY CREATED EQUAL?
WHEN IT COMES TO DEALING WITH DIFFERENT TYPES OF CUSTOMERS, DAVID BROWN REVEALS THE SURPRISING SHOPPER
CATEGORY WHERE RETAILERS SHOULD BE EXPENDING MOST OF THEIR ENERGY, IN ORDER TO GET THE BEST RETURNS.
No, I haven’t been reading George Orwell’s
Animal Farm – from which we get the
famous quote, “All animals are equal, but
some are more equal than others”. And yes,
you should treat every customer as if they
are worth gold to you.
But you haven’t got enough hours in the
day for everybody and everything you
have to do.
Retailers who can recognise their most
important customers will be able to
concentrate on this minority, who in reality
give them the majority of sales.
IDENTIFY YOUR SHOPPERS
The first type of customer is the one who
frequents your store only occasionally, and
perhaps even only once. You don’t know
them and they don’t know you.
They are presumably not lovers of jewellery
and may be visiting for one of a few reasons:
they could be making a once-in-a-lifetime
purchase such as an engagement ring
or they might be dropping in to take
advantage of a promotion like an annual
sale or discount offer.
These customers have no loyalty or desire
for a relationship with you and sometimes
can cost you more than they generate in
revenue. They may represent half of all
jewellery customers who come into your
store and yet they only contribute 30 per
cent of your revenue – and even less of your
profit due to the lower margins and the cost
of acquiring them.
Another type of customer is the ‘client’.
These people are reasonably regular
shoppers. They know you and you know
them. They may represent about 40 per
cent of the people who visit your store and
they contribute around 40 per cent of your
store’s sales.
The client can sometimes be hard work,
particularly when it comes to discounts, but
they are repeat visitors. Although they are
ENTHUSIASTS LOVE
YOU BECAUSE YOU
LOVE THEM BACK,
OFTEN WITHOUT
KNOWING IT; IT
IS A MUTUAL-
ADMIRATION
SOCIETY – IF YOU
WANT TO GROW
YOUR SALES,
LOOK AFTER THE
ENTHUSIASTS
PUT YOUR RESOURCES INTO LOYAL SHOPPERS
not restricting their spending to just your
store, they are accustomed to shopping
with you.
The third and most important type of
customer is the ‘enthusiast’. These people
make regular visits to your store and love
jewellery immensely. You are often on
a first-name basis with them and they
generate lots of revenue and profit for you.
They’ve probably written reviews for your
website – if they haven’t, it’s time you asked
them – and they’re almost certainly fans of
your social-media pages.
Enthusiasts will represent under 10 per
cent of your customer base but contribute
more than 30 per cent of your sales and
even more of your profit, as you don’t need
expensive marketing to get them through
the door.
They love to see what new items you are
offering and they love to tell their friends
about their purchases. These people are
a walking endorsement for what you have
to offer.
GETTING IT RIGHT
Handling each of the shoppers listed above
can take some finesse. Firstly, let’s focus
on the enthusiasts, those who are your
lifeblood. What is the real reason they buy
from you? There may be all sorts of reasons
but the predominant two will be that they
are passionate about jewellery and your
store – and staff – makes them feel special.
If there is one human trait that motivates
everybody, it is the desire to be recognised
and valued.
These customers may say they shop with
you because of your competitive pricing or
unique product lines, but you and I know
the same product can usually be found
elsewhere, often at better prices.
Enthusiasts love you because you love
them back, often without knowing it; it is
a mutual-admiration society. This means if
you want to grow your sales, look after the
enthusiasts as if your life depends on it.
In addition, concentrate on finding more
of those clients who are passionate about
jewellery and who want to feel special
when they shop.
The more care you put into enthusiast, the
more often they’ll visit and the more they’ll
spend. Even growing your best clients by
one to two per cent could be adding as
much as five to 10 per cent to your sales
and at least the same to your bottom line.
Remember, marketing to them is easier and
cheaper and they are often less likely to ask
for discounts.
There are so many retail businesses that
treat their customers with indifference.
Adopt this simple philosophy and you’ll
be surprised at the impact it can make on
your sales. i
DAVID BROWN is
co-founder and
business mentor of
Retail Edge Consultants.
retailedgeconsultants.com
September 2019 Jeweller 67

LOGGED ON
ATTRACTING CUSTOMERS WITH SOCIAL MEDIA
CRAFTING CREATIVE, REGULAR POSTS ISN’T ENOUGH WHEN IT COMES TO SOCIAL-MEDIA MARKETING. DAVID COEN ADVISES
HOW TO USE CONTENT TO CONVERT FANS INTO CUSTOMERS AND GENERATE WORTHWHILE LEADS FOR YOUR BUSINESS.
Lead generation is probably the most
challenging part of marketing. Yes, most of us
can start a creative campaign, produce highquality
content and write articles that will
shake the ground. Unfortunately, the effort
doesn’t always translate to leads.
There are plenty of reasons why one post
can go viral while others only get minimal
attention but, to be honest, conversion is all
that matters –we cannot justify our marketing
expenses without results!
Here are some tips to help your posts get
plenty of traction and become more likely to
generate interest and sales:
Focus on interactivity – In order for a person
to click in the first place, it is necessary to
either create a great image or a video. You
have to be aware of your strengths and
shortcomings and play to them. If you’re
unable to produce a high-quality video, it
is much better to post a nice image with
a caption that will lead people to written
content on your site.
No matter what, you have to be aware
of the fact that time is limited and you need
to capture and keep your audience’s attention
within the first few seconds. Visuals are
important for distinguishing yourself
and making sure that a potential client
checks you out instead of all other posts on
their news feed.
Make sure you got the right audience –
When it comes to marketing, we are slaves
to numbers; we tend to over-analyse the
performance of posts based on numerical
values instead of figuring out whether these
numbers hold any merit.
One of the worst things that can happen
to you is ‘empty traffic’. Your post might
have gotten a lot of clicks, or perhaps you’re
managing a Facebook group with lots of
members; however, it seems that your posts
are never converting and you’re unable to
make money out of them. This is likely due to
your perception of the public.
Sharing a post relentlessly will do you
no favours if readers are not interested
in what you’re posting. Some messages
will never succeed if presented to certain
demographics, so it’s best to figure out
who your ideal customers are and start
pitching to them.
Don‘t be overly promotional – Due to
excessive promotional content on the web
and especially social media, people have
grown tired of everything ‘sales-y’. This might
be a big problem for your company if you’re
sticking to traditional marketing strategies.
Instead of selling your product directly, try
to make content that shows off the great
features of your product or service instead
of hard selling. Create content that will show
product in an awesome light without ever
mentioning the possibility of a purchase.
If people are interested in it, they will find
it anyway.
Stick to one theme – Brand loyalty is the main
reason why certain products are purchased
again and again but it takes a while for brands
to establish themselves.
Even if visitors to your page haven’t made
any purchases from you, it is very important
to exude trust and confidence as these might
be the reasons customers give your product
a chance.
Probably the best way of building this trust
and the brand itself is by employing a theme.
Make sure all your posts are similar and follow
this underlying theme. Even if a person
doesn’t interact with it upon first viewing,
related posts will eventually garner clicks
through curiosity. After that, it is much
easier to sell.
Insert call-to-action – If you do decide to go
with a straight message, add calls-to-action.
When it comes to Internet marketing and
online shopping, a lot of people still don’t
know how to buy certain products. This is due
to the fact that people, and especially older
generations, are still adapting to the concept.
TURNING LIKES AND SHARES INTO SALES CAN BE A CHALLENGE
THERE ARE PLENTY
OF REASONS WHY
ONE POST CAN
GO VIRAL WHILE
OTHERS ONLY
GET MINIMAL
ATTENTION, BUT
CONVERSION
IS ALL THAT
MATTERS – WE
CANNOT JUSTIFY
OUR MARKETING
EXPENSES
WITHOUT RESULTS
As such, they have to be guided sometimes.
Even if you don’t have to guide your potential
clients, pointing them towards certain pages
always reduces the trouble. That alone is the
reason why people might prefer one ad
over another.
CLOSING THOUGHTS
You don’t have to be told that you need to be
creative in order to attract prospects; however,
in doing so, there are a few things that can
go wrong with your posts. These often occur
because of negligence or being too hasty.
No matter what, make sure to create a good
long-term plan that will allow you to get the
right results – one of the worst things that can
happen to you is if you start posting like crazy
to no avail.
Always remember that sales don’t come easily
online even though social media can help you
more easily promote products and services.
Like everything else, online conversions take
hard work and preparation. Hopefully with
these tips, you will be able to do just that! i
DAVID COEN is digital marketing
associate at Design Wizard in Ireland.
His focus is social media and blogging.
designwizard.com
68 Jeweller September 2019

MY STORE
MY JEWELLERY
SHOP
LOCATION: Gold Coast, Queensland
NAME: Catherine Pevy-Trewartha
POSITION: Owner
When was the space completed?
In 2012 we relocated from a shopping
centre to a strip shop in Nobby Beach on
the Gold Coast.
Who is the target market and how did
they influence the store design? Our
target market is predominantly women
over 25 so we chose a position near the
beach, surrounded by restaurants and
cafés as well as yoga and Pilates studios.
We often get groups of ladies who are out
for a coffee or lunch. We designed a space
where our clients would enjoy staying
longer and being able to touch and feel
the stock, as well as try on pieces in a very
relaxed atmosphere. It is normal for our
clients to stay for at least half an hour.
With the relationship between store
ambience and consumer purchasing
in mind, which features in the store
encourage sales? We have a very open,
spacious showroom to ensure that our
clients have the freedom to view all
the stock. As a lot of the jewellery and
watches are displayed on open tables
rather than cabinets, the clients can pick
pieces up and view them in full-length
mirrors without needing assistance. We
have a designated design area where
our clients can sit down with our design
specialists in privacy. We have soft,
calming music playing and a nice candle
burning to play on our clients’ sense of
sound and smell.
What is the store design’s ‘wow factor’?
As soon as the clients open the front
door, they are impressed with the
beautiful crystal chandeliers. The large
glass windows let a lot of natural light in
which works well with the white cabinets
and ensures the store is always bright. The
front door is locked so the clients buzz
to come in, and once they enter it’s like
Aladdin’s cave! The overall design gives
a feeling of elegance without being too
upmarket, attracting a variety of clients.
We have our own private parking for
customers right outside our store too. i
September 2019 Jeweller 69

10 YEARS AGO
WHAT WAS MAKING NEWS 10 YEARS AGO?
A SNAPSHOT OF THE INDUSTRY EVENTS THAT MADE NEWS HEADLINES IN THE SEPTEMBER 2009 ISSUE OF JEWELLER.
IJF events set to
entertain and
inform
Flagship opening to reveal new Cerrone look
The story: High-end Cerrone Jewellers has
announced the opening of its new flagship store at
14 Martin Place, Sydney.
The retail space is positioned in the old Colonial
Mutual Life building, which is heritage-listed, and
directly opposite the GPO and Macquarie Bank.
“This is a very special occasion and an important
chapter of our business and lives,” said managing
director Nicola Cerrone. “My wife Carmela and I are
proud to reveal the opening of our fourth store.
The heritage of the beautiful piazza [Martin Place]
reminds me of Milano and its Piazza Duomo.”
The story: Visitors to the 2009 International
Jewellery Fair (IJF) will have access to an
unprecedented number of special events.
Opening proceedings will be a cake-cutting
ceremony in the fair hall to celebrate the 150th
anniversary of Brinks.
Pieces from the Balgara Miniature Carousel
Company will be on show in the foyer, while
entries in the Diamond Guild Australia – Harpers’
Bazaar Design Awards 2009 will be displayed.
At the Citizen Watches stand, V8 supercar driver
Shane van Gisberge will be appearing.
The grand opening event is scheduled to take
place at the beginning of September and
will coincide with the release of the
company’s re-branding.
“It is a very exciting time for us –
the new store opening will mark
a fresh new start and another
chapter of the Cerrone story, where
our brand (established
for over 40 years)
comes out refreshed and
reinvigorated,” Cerrone said.
DANISH WATCH BRAND
FOUNDER TO VISIT IJF
The story: Watch distributor Jarass will
welcome the Danish founder of the
Skagen watch brand as a special guest
at the International Jewellery Fair.
US-based Charlotte Jorst has never
been to Australia, despite her brand
having been here for over 10 years.
“I cannot wait,” she said. “I am really
looking forward to meeting all the
loyal supporters of our brand – the
wonderful Australian people, who
just understand the value of the
brand and love it.”
Jorst will be at the Jarass stand to
celebrate the launch of the newseason
Skagen collections and S
kagen’s 20th anniversary.
Charlotte and her husband Henrik
launched the business in 1989. The
brand is now sold in over 60 countries,
in more than 5,000 stores worldwide.
Gem and Jewellery Institute starts retail program
GRADUATES AND TEACHERS AT THE GJI
GRADUATION CEREMONY IN BRISBANE
The story: The Gem and Jewellery Institute recently
launched Australia’s first accredited Certificate IV in Retail
Management that is available online.
The nationally-registered course was launched at the
Tattersall’s Club in Brisbane on 8 July. GJI spokesperson
Hylda Bracewell said the course was perfect for
prospective managers of small-medium store groups,
independent retailers, department and section
managers, or those interested in human resources or
merchandise management.
In other news from GJI, the Institute recently graduated
its first batch of students for the Diploma in Gemmology
(a Gem-A course). GJI graduates received the Londonbased
diploma at a ceremony in Brisbane on 8 June.
70 Jeweller September 2019

INTERNATIONAL
J E W ELLERY & WATCH FAIR
In 2020 we
will have even
more surprises
for you.
ICC Sydney > Exhibition Centre
WWW.JEWELLERYFAIR.COM.AU
Organised by

MY BENCH
Gary Thyregod
WORKS AT: Gary
Thyregod Jewellery
AGE: 57
YEARS IN TRADE: 40
TRAINING: Sydney
Technical College, four-year
apprenticeship
FIRST JOB: Henning
Molgaard, 1979
OTHER QUALIFICATIONS:
Certificate IV Training &
Assessment; I have been a
part-time teacher at TAFE for
the last 10 years
Favourite gemstone:
Diamond. It’s intriguing and
the more you work with
diamonds, the more you
appreciate them – especially
when they have a colour.
Favourite metal: Platinum,
because it’s so malleable with
a beautiful whiteness, and
doesn’t oxidise!
Favourite tool: Hammer,
because it feels good to use.
Best new tool discovery:
A laser welder! It makes the
impossible repairs possible.
Best part of job: Most of
the work I do is for private
clientele, which includes
one-off designs, remodelling
of old jewellery and repairs, so
it would be when you finally
finish a piece of jewellery,
and you are satisfied, and the
client is extremely satisfied
with the piece. Also, sharing
your knowledge with others.
Best tip to a jeweller:
Experiment as much as you
can with different techniques
to develop your own design.
What frustrates me
most about the industry
is… There is not enough
appreciation for jewellery in
this country.A lot of jewellery
retailed here is imported. We
have some of the world’s most
talented jewellers, who are
not recognised because of
lack of exposure and public
awareness. There needs to be
a lot more promotion done. i

SOAPBOX
SNAPSHOT OF THE MODERN JEWELLER
We have all heard the saying, ‘Things
aren’t the same as they were 20 years ago.’
That’s largely because of the Internet; not
only is there competition between local
jewellers, businesses are also competing
with the rest of the world. Yet it’s essential
for jewellers to embrace the technology
available to them or be left behind.
The way people shop for their jewellery has
changed. Frequently, customers – especially
those in the 20- to 40-year-old bracket – will
look online prior to making a purchase. Their
online research can prompt them to look
for savings by either purchasing online or
using their research to request discounts or
matched prices from their local jeweller.
While you can’t blame them from trying to
save a buck, there are a couple of problems
that do arise. The first is quality: purchasing
online poses a great gamble to the customer.
When shopping online, they assume because
the diamond has certification (sometimes GIA,
other times from an obscure laboratory) that
it’s a better deal than what is offered locally.
However, often it’s a quality that is easily
price-matched from a reputable Australian
dealer – or the customer finds it’s a lowerquality
diamond than stated.
Customers need to be aware that there’s risk
and reward – if you get a great stone online,
that’s fantastic, but it’s not a guarantee. In
my opinion there tends to be a reason why
a stone is being sold online and not by a
local wholesaler. This leads into the second
problem – jewellers can’t survive on labour
alone; they have to ensure a mark up on
materials to stay profitable.
That’s not to say the digital marketplace
doesn’t have advantages for jewellers.
The Internet has brought the world closer.
Australians have been travelling to overseas
jewellery fairs for decades and now it’s easier
than ever to continue to do business once
you’ve made contact. Whether it is email,
WhatsApp, or Instagram, it’s a piece of cake
to order from different countries and build
strong connections across the globe.
In the modern industry, a jeweller also has
to have their finger on the pulse of what the
Australian Dollar is doing and how much
gems and gold cost that day – particularly if
buying offshore and quoting to a customer
on the spot.
Social media is another element of the
modern jewellery industry. It’s a fantastic tool
for gaining and retaining customers. People
still want to get caught up in the romance
of creating jewellery, and a great way to help
them do that is to show the manufacturing
process through apps like Instagram.
Customers want to know you and they
respond well when jewellers make
themselves part of the ‘brand’. They will watch
Instagram Stories and read Facebook posts
about what a jeweller is doing each day. They
are keeping jewellery in the forefront of their
mind until the time comes to buy a gift for
their loved one or to spoil themselves. The
anticipation builds, waiting to see their piece
being created online for all to see and share.
However, social media can feel like a fulltime
job on its own. Remembering to keep
updating and posting every few hours or
every day, especially in peak times, is one of
THE INTERNET
HAS BROUGHT
THE WORLD
CLOSER –
WHETHER
IT IS EMAIL,
WHATSAPP, OR
INSTAGRAM,
IT’S A PIECE OF
CAKE TO ORDER
FROM DIFFERENT
COUNTRIES AND
BUILD STRONG
CONNECTIONS
ACROSS THE
GLOBE
the challenges of being a modern jeweller.
Getting shares and likes and taking highquality
photos and video takes real effort.
It can be exhausting staying relevant with
interesting content, particularly if you are not
seeing the return on investment of your time.
Another downside is that it is harder to
protect original designs. Other jewellers
can follow your social media accounts and
then reproduce a piece that is identical or
at least very similar to yours. It is again a
case of risk and reward. Hiding away in the
shadows means there’s less chance of copycat
designers – but sharing on social media
means more customers and more sales. Also,
you have thousands of other jewellers to
follow and draw inspiration from!
Finally, there’s education. The trade, locally
and internationally, has been fragmented
and become quite niche over many years. If
jewellers want to add value to their customers,
continuous education is extremely important.
With the recent closures of organisations
such as the Jewellery Institute of Australia
there is now a need to look further afield.
Online resources, including online networks,
mentoring and formalised education and
courses, both paid and free, are useful to
expand knowledge and learn new techniques.
Being a modern jeweller is full of complexities
but those in the industry have to invest
in themselves. i
Name: Brett Low
Business: Deer Honey Jewellery
Position: Owner-operator
Location: Burleigh, Gold Coast
Years in the industry: 15
74 Jeweller September 2019

SAMS GROUP
AUSTRALIA
Access one of the largest inventories of Argyle Pink Diamonds in Australia
All SGA Argyle pink diamonds are cut & polished by Argyle with Argyle Certificares & Lot Numbers.
Whether you are after a tender stone for investment, a few melee to complete
a custom design or just a single pink diamond, we can make it happen.
TENDER STONES | SINGLE STONES | MATCHED PAIRS | CALIBRATED MELEE LINES
T: 02 9290 2199 F: 02 9262 1630 E: Pink@samsgroup.com.au W: Samsgroup.com.au