Jeweller

VOICE OF THE AUSTRALIAN JEWELLERY INDUSTRY MAY 2026

Amazing Adelaide

JEWELLERY INDUSTRY EMBRACES

THE CITY OF CHURCHES

Rainbow Revolution

COLOUR GEMSTONE JEWELLERY

TICKS ALL THE RIGHT BOXES

Paradigm Shift

LAB-CREATED DIAMONDS

HAVE CHANGED EVERYTHING

Certified Confidence with Every Sale

A NEW STANDARD OF EXCELLENCE

IN AUSTRALIAN BESPOKE JEWELLERY

ADTC LUXE: BESPOKE JEWELLERY

Handpicked quality colour gemstones

Over a hundred locally designed timeless styles

Exceptional craftsmanship and value

2 | May 2026

Locally designed

OVERNIGHT DELIVERY

Stones and jewellery in stock to arrive at your doorstep overnight

P +61 3 9650 2243 E SALES@ADTC.COM.AU

L13/227 COLLINS STREET MELBOURNE VIC 3000

ADTC.COM.AU

SINCE 1996

Helping you shine

yesterday, today

& tomorrow

30 Ye

ears

Ye

Y

ea

r

DIAMONDS WHITE & PINK - COLOUR GEMSTONES - CUSTOM MADE DIAMONDS JEWELLERY

NEW SOUTH WALES

VICTORIA

QUEENSLAND

NEW ZEALAND

Suite 301, Level 3

70 Castlereagh Street

Sydney 2000

02 9232 3557

sydney@worldshiner.com

Suite 502, Wales Corner

227 Collins Street

Melbourne 3000

03 9654 6369

melbourne@worldshiner.com

Unit 17, Level 111

138 Albert Street

Brisbane 4000

07 3210 1237

brisbane@worldshiner.com

Suite 4K

47 High Street

Auckland

+64 9 358 3443

nz@worldshiner.com

AUSTRALIA - GERMANY - INDIA - ITALY - JAPAN - NEWZEALAND - POLAND - THAILAND - UNITED KINGDOM - USA

SCAN HERE

TO CONTACT

& CONNECT

May 2026 | 3

worldshiner.com

OCIRT

Gemstone Identification & Provenance

Sell Stones with Stories

OCIRT Simplifies

Gemstone Sales

OCIRT provides gemstone identification and provenance.

Each OCIRT card is individually engraved in solid brass, detailing verified specifications,

test results and declared origin. OCIRT gives jewellers and their clients lasting

reassurance of authenticity, ethics, and value.

Build Confidence with Every Sale

Select the Stone

Present OCIRT

Sell the Story

Sell with Certified Confidence

4 | May 2026

F OR C OLOUR

S INCE 1951

Gemstone Identification & Provenance


May 2026 | 5

At Sapphire Dreams, we honour the journey from mine to masterpiece - offering ethically

sourced, certified Australian sapphires that are as compelling in their beauty as they are in their

integrity. Each piece of jewellery is crafted to showcase the remarkable spectrum of Australian

sapphire colour, from ocean blues to vivid teals and rare Parti stones, appealing to today’s

ethically minded and design-conscious consumer.

SapphireDreams.com.au

6 | May 2026

As a wholesale partner, you will receive support from our full team. With a suite of sales assets,

from model photography to product videos, advertising and marketing support, Sapphire

Dreams makes it seamless for you to present high-quality, ethical luxury to your clientele. Our

contemporary 9ct and diamond-set 18ct gold ranges offer versatility, sophistication, and an

exceptional retail opportunity in today’s competitive jewellery market.

02 9290 2199 pink@samsgroup.com.au

Become a stockist today!

May 2026 | 7

8 | May 2026

MGDL is a leading Australian watch distributor proudly representing some of the most

recognised brands in the fashion watch market including international brands such as

Movado, Tommy Hilfiger, Hugo Boss, Coach, Lacoste, MVMT, Olivia Burton and Calvin Klein.

P: +61 3 9372 1122 | info@mgdl.com.au | mgdldistribution.com.au

May 2026 | 9

0 3 9663 2321

INFO@ATHAN.COM.AU

WWW.ATHAN.COM.AU

10 | May 2026

602/220 COLLINS ST, MELBOURNE VIC 3000

JEWELLERY INDUSTRY EMBRACES

THE CITY OF CHURCHES

VOICE OF THE AUSTRALIAN JEWELLERY INDUSTRY MAY 2026


TICKS ALL THE RIGHT BOXES


HAVE CHANGED EVERYTHING

MAY 2026

Contents

This Month

Industry Facets

13 Editorial

24

10 YEARS AGO

Time Machine: May 2016

29 COLOUR GEMSTONES

Resource rich

Young people are increasingly

interested in colour gemstone

jewellery. Are you making the most

of this exciting opportunity?

14 Upfront

16 News

22 Events

27

48

50

LEARN ABOUT GEMS

Australia: Victoria

MY BENCH

Hannah Saxton

SOAPBOX

Johnny Sherry

Features

29

34

36


Making the most of Australia's bountiful natural resources

BUYING GUIDE

Plenty of new neck candy ready for your store


Adapting to new market dynamics in the world of diamonds

36 LAB-CREATED DIAMONDS

Hot topic

The jewellery market may be in constant

flux; however, lab-created diamonds may

have been the largest disruption of all.

39

AMAZING ADELAIDE

Experimenting with a new venue succeeded for the AJF

Better Your Business

42

BUSINESS FEATURE

RYAN ESTIS discusses the secrets to retaining quality staff.

44

45

46

47

SELLING

TOM MARTIN outlines the basic principles of sales credibility.

MANAGEMENT

JEANNIE WALTERS highlights the importance of smaller details.

MARKETING & PR

SIMON DELL details the relationship between consumer trust and social media.

LOGGED ON

BARRY URQUHART provides a guideline for dealing with online negativity.

39 AUSTRALIAN JEWELLERY FAIR

Sea change

The jewellery industry embraced

a move to Adelaide for the Australian

Jewellery Fair, with attention now

turning to Cairns in 2027.

FRONT COVER

OCIRT is a modern certification

solution empowering jewellers to

sell premium gemstones with clarity

and confidence. Each stone comes

with confirmed identity, provenance,

professional imagery, supporting

documentation and a solid brass OCIRT

card — giving retailers the tools to craft

compelling stories and drive stronger

sales outcomes at the counter.

To learn more visit: ocirt.com

Amazing Adelaide Rainbow Revolution Paradigm Shift


May 2026 | 11

12 | May 2026

Editor’s Desk

Lost in Translation: Language losing all meaning

Put down the thesaurus! We don’t need all the nonsense, the jewellery industry survives on

clear and definitive communication. SAMUEL ORD says it's time to cut the buzzwords.

The premise is simple and recognisable.

Communication, particularly in business,

has drifted away from clarity and meaning.

In its place, we’ve adopted a dense layer of

buzzwords, clichés and inflated phrasing, to

such an extent that much of business these

days has become nonsensical.

That’s especially so when it comes to

jewellery marketing. As you can well

imagine, words and language are important

to me - it is the stock of my trade - so I was

already annoyed by useless words, and then

I picked up an interesting book at an airport.

Throughout Wankernomics the authors

tackle a topic that, perhaps unexpectedly,

should resonate strongly with jewellery store

owners: language.

There are, of course, other names for it,

such as ‘corporate speak’, but James

Schloeffel and Charles Firth prefer

‘wankernomics’. What’s striking, however,

is how quickly it has embedded itself

into everyday communication.

Indeed, it is no longer confined to large

companies and boardrooms; it appears

in emails, discussions and even on the retail

floor. I can’t stand it; however, I must also

admit that from time to time, I catch

myself committing the same crime.

Picture this: Somewhere between the

second and third coffee of the day, you’re on

the phone with a supplier or colleague when

it happens: “We might circle back on that

design direction and leverage some

new thinking moving forward.”

It’s not difficult to understand. In fact, that’s

precisely the point. Beneath the phrasing,

the meaning is entirely straightforward:

“we’ll discuss it later”. Yet the idea has been

run through a kind of hideous linguistic

polishing machine, emerging longer, softer

and far less precise than it needs to be.

In a way, these language issues can be

divided into two types: the ‘corporate speak’

and ‘weasel words’. Weasel words are

far more sinister, as they’re an attempt to

disguise the negative factors or connotations

of otherwise entirely appropriate language.

In the past, I’ve written about the issues of

‘recycled gold’ as an example of language

used to conceal the truth. The jewellery

business has always relied on clarity.

When a customer asks what they are

purchasing, they are not seeking a “value

proposition.” They want to understand

exactly what the piece is, where it came from

and why it holds value. The same is true for

retailers placing orders with suppliers.

And yet, despite this traditional emphasis

on precision, the language of the broader

corporate world long ago snuck into

the trade. It appears in marketing,

communications and, increasingly, in

conversations with customers.

The phrases themselves are familiar. We

no longer revisit a topic; we “circle back.”

We do not use tools or resources; we

“leverage” them. Time and energy become

“bandwidth.” Conversations are no longer

paused; they are taken “offline.”

Individually, these expressions are relatively

harmless. Collectively, however, they create

a kind of linguistic fog. They lengthen

communication without adding substance,

and they often obscure meaning rather than

clarify it. Straightforward ideas become

unnecessarily complex, and conversations

take on a tone that feels more performative

than practical.

This matters more than it might initially

appear. After all, at a fundamental

level, language underpins trust. When

communication becomes vague or overly

stylised, it can create the impression that

something is being softened, exaggerated,

or avoided altogether.

In an industry where reputation is

established over years, and sometimes

generations, even small shifts in tone can

affect customers.

There is also the question of distance.

Clear, direct language tends to foster

connection: between supplier and retailer,

and between retailer and customer. By

contrast, this language can introduce a layer

of separation. It can make communication

feel scripted, as though it has been filtered

through a corporate template rather than

shaped by individual expertise.

Perhaps most significantly, this style of

language can displace genuine knowledge.

Phrases such as “leveraging innovative

design solutions” may sound impressive

to some; however, they rarely convey

meaningful information.

In an industry

where

reputation is

established

over years, and

sometimes

generations,

even small shifts

in tone can

affect customers.

They gesture towards expertise without

demonstrating it. By comparison, a jeweller

who can clearly explain the durability of a

precious metal, the behaviour of light within

a stone, or the craftsmanship behind a piece

is offering something far more valuable:

substance.

This raises an obvious question: Why has this

way of speaking become so widespread?

Large corporate structures often bring

a particular style of communication that

gradually permeates the wider industry.

Social media, with its preference for trends

and repetition, accelerates it further. Over

time, even independent businesses, those

defined by individuality, begin to adopt a more

uniform voice.

The irony is difficult to ignore. In a competitive

retail environment, differentiation is critical.

Product, service and experience all play a

role, but so too does communication. If every

business sounds the same, a valuable point

of distinction is lost.

The alternative is neither complex nor radical.

Plain speaking remains one of the most

effective forms of communication available

to retailers. It is efficient, credible and,

importantly, difficult to misinterpret. Saying

“we’ll talk about this tomorrow” conveys

more clarity than “we’ll circle back later.”

Describing a piece in precise terms is

more persuasive than relying on vaguery.

This is not to suggest that professionalism

should be abandoned, nor that all industry

terminology should be simplified. Jewellery

has its own technical language, and rightly

so. The distinction lies in purpose. Technical

terms exist to increase accuracy, whereas

jargon often does the opposite, and worse, it

is sometimes used to deceive.

Customers are perceptive in this regard. They

respond to clarity and confidence. They are

more likely to trust a retailer who speaks

plainly and demonstrates knowledge than

one who relies on abstract language.

So perhaps the conclusion is this: if you can’t

sell a piece of jewellery without “leveraging”

something, you might already be saying too

much. In some cases, “this one suits you”

still does the job rather well.

SAMUEL ORD

EDITOR

May 2026 | 13

Upfront

Rewind: Best Bench Tip

Stranger Things

Weird, wacky and wonderful

jewellery news from around the world

A fascinating report has been

published detailing the exploits of

jewellery hunter Zoël Manguillier,

an expert in recovering lost valuables

in Mauritius. The Wall Street Journal

recently published a report on the

61-year-old and his remarkable

record for discovering lost jewellery,

whether it be underwater or buried

in sand. Manguillier estimates he’s

found more than 1,000 rings during

three decades of jewellery hunting.

A UK-based luxury watch trader

has been sentenced to 15 years

in prison for drug dealing and

money laundering. Bertie Payne

was convicted of leading a sevenperson

operation that supplied 24

kilograms of cocaine, 10 kilograms

of ketamine, and 5,000 ecstasy

tablets from August 2024 to January

2025. As part of the investigation,

the police examined Payne’s phone

and searched his premises, leading

to five additional convictions, with

sentences ranging from two years

and eight months to six years.

Diamond production at the Diavik

Mine in Canada has come to an

end after more than two decades.

The mine, located in the Northwest

Territories, commenced operation in

2003 after diamonds were discovered

at the site in 1991. It produced more

than 150 million carats during its

lifetime, including fancy colour

diamonds. The closure marked an

important separation from diamond

production for owners Rio Tinto,

as the Diavik Mine was the

company’s last deposit.

MARCH 2019

“There are no shortcuts.

If you make a mistake,

knuckle down and re-do it

until you get it right.”

BUDJ JONES

BRINKHAUS JEWELLERS

HISTORIC GEMSTONE

The Pasha Diamond

The Pasha Diamond is one of the lesser-known yet equally

striking stones in the history of jewellery. The earliest

documented mention of the Pasha Diamond

comes from Dieulafait in 1874, who described

it as an octagonal-shaped diamond weighing

approximately 40 carats. . The octagonal

form made it exceptionally rare, as few

other historic diamonds shared this

geometric design. The diamond was

believed to possess remarkable clarity

and a soft, warm brilliance.

Spot the copy

In a fascinating piece of practical

research from the United States

Gemological Institute (USGI), Robert

James RGA, FGA, GG explored whether

artificial intelligence

can finally tip the

scales back in favour of authenticators,

and the results are nothing

short of remarkable.

To test the theory, the

USGI team spent

more than $2,000

acquiring a portfolio

of high-grade

super clones. The

findings revealed a

striking divergence

between AI tools.

Timeless Trends

Chains are a simple way to elevate any

outfit, especially when you opt for bold,

statement pieces. They pair seamlessly

with everything from relaxed everyday

wear to more elaborate looks, often

serving as the perfect finishing touch.

Campaign Watch

Award-winning actress Julianne

Moore has been appointed a brand

ambassador for Paris jewellery brand

Messika. Moore’s first campaign

highlights the Moderniste collection,

designed by founder Valérie Messika to

mark the brand’s 20th anniversary. The

collection features octagonal pavé-set

bangles, rings, hoop earrings, and bolo

tie necklaces in white and yellow gold.

Images: David Yurman

Images: Messika

VOICE OF THE AUSTRALIAN JEWELLERY INDUSTRY

Published by Befindan Media Pty Ltd

PO Box 4197, Balwyn East, VIC 3103 AUSTRALIA | ABN 66 638 077 648 | Phone: +61 3 9696 7200 | Subscriptions & Enquiries: info@jewellermagazine.com

• Publisher Angela Han angela.han@jewellermagazine.com • Editor Samuel Ord samuel.ord@jewellermagazine.com

• Production Prince Bisenio art@befindanmedia.com • Digital Coordinator Riza Buliag riza@jewellermagazine.com • Accounts Julia Carvalho finance@befindanmedia.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. Befindan 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.

JEWELLERS BLOCK

Jewellers Business

Insurance

Comprehensive store, stock and transit protection.

From storefront to shipment, protect every piece

with expert, jewellery industry specific cover.

Property Insurance

We offer property insurance

tailored for jewellers, providing robust

protection against risks. This coverage

safeguards you with flexible options

and competitive premiums designed to

meet your unique jewellery retail needs.

Theft Insurance

Our Jewellers Block policy

delivers strong safeguards

against burglary, robbery, and

other theft risks. This protection

covers your stock and assets from

unlawful access or disappearance.

Jewellers &

Setters Cover

We provide robust protection for

jewellers and stone setters against

risks with customisable options and

competitive premiums tailored

to the industry’s distinct needs.

Public &

Product Liability

We offer public and

product liability insurance,

with robust protection.

This coverage is specific to the

jewellery industry.

Business Interruption

This coverage can assist in

covering ongoing expenses

and support recovery efforts,

ensuring business resilience

with adaptable options and

competitive premium.

Professional Indemnity

Safeguard your business from

legal costs, settlements, and

reputational damage, ensuring

confidence in client interactions.

Adaptable options and competitive

premiums tailored to the industry’s

distinct needs.

Fidelity Guarantee

This protection shields your

operations from insider threats,

fostering enduring stability and

confidence through flexible

plans and attractive rates.

Machinery Breakdown

Safeguard your essential machinery

and tools from unforeseen

malfunctions, minimising downtime

and repair costs while ensuring

business continuity with adaptable

options and competitive premiums.

Sendings

This coverage safeguards

your shipments to customers,

suppliers, or events, ensuring

seamless operations with

adaptable options and

competitive premium.

UNDERWRITTEN BY:

May 2026 | 15

News

Jewellery sales rise at stores

across Australia in March

Jewellery sales rose at independent jewellery

stores in Australia, according to the latest monthly

report from Retail Edge Consultants.

Sales increased by 7 per cent in March on a

year-on-year comparison, according to the data

collected from Retail Edge across more than 400

independent jewellery stores in Australia and

New Zealand.

Continuing the trend of recent months, unit sales

decreased by 5 per cent year-on-year and by 10 per

cent compared with 2024. The average retail sale

(inventory only) increased to $343, rising by 15 per

cent year on year and 19 per cent higher than in

2024. General manager Leon van Megen said that

this confirms the continued shift towards fewer, yet

higher valued, purchases among consumers.

“March reflects a steady trading position, with

revenue growth supported by higher average

sale values despite continued pressure on unit

volumes,” he explained.

“The decline in unit volume remains consistent with

broader trading patterns, with fewer transactions

continuing to define the current environment.”

In terms of specific categories, diamond jewellery

sales declined by 3.9 per cent year-on-year, with the

report suggesting some moderation in premium

purchases following stronger prior periods.

Colour gemstone jewellery sales improved by 4.1

per cent on a year-on-year comparison, while

precious metal jewellery without a diamond or

gemstone improved by 18 per cent by the same

comparison.

“The category strengthened, and continues to hold

a stronger position over the longer term, supported

by consistent demand for everyday styles and the

increases in price of gold,” van Megen added.

Silver and alternative metals jewellery improved by

1.7 per cent when compared with March 2025.

These figures follow a seven per cent rise in

jewellery sales in February and a 12 per cent

increase in January.

Nationwide Jewellers ticks India journey off bucket list

Nationwide Jewellers has completed a globetrotting

trip to India, with a large collection of

members making the most of a memorable

experience.

The 14-day voyage began in Mumbai and took

members through Jaipur, Agra, and Delhi, with

optional extensions to Varanasi and Kerala.

In Mumbai, members were granted exclusive

access to leading diamond operations in the

renowned SEEPZ and BKC districts. The behindthe-scenes

visits offered invaluable insight into

the scale, precision, and craftsmanship behind

one of the world’s largest diamond markets.

It also presented a rare opportunity for

members to engage directly with suppliers,

resulting in strong purchasing activity across

both loose diamonds and finished jewellery.

Nationwide Jewellers managing director Colin

Pocklington said for those who participated, it

was a trip of a lifetime.

“From a Nationwide perspective, this level of

access is where the true value lies. By removing

layers within the supply chain, members are not

only able to secure better margins but also gain

a deeper understanding of the product they bring

back to their customers,” Pocklington explained.

“It’s an increasingly important factor in today’s

storytelling-driven retail environment.”

During the tour of Jaipur, regarded by many

as the colour gemstone capital of the world.

Members were introduced to a network

of gemstone suppliers that showcased an

Retail industry representatives have praised

Victoria Police for the results of ‘Operation

Pulse’, a blitz targeting criminals at

shopping centres.

Since early December, Operation Pulse has

involved an increased presence of police and

protective service officers in shopping centres

across Victoria. It has reportedly led to more than

1,000 arrests and 2,000 charges laid across four

major shopping centres in Melbourne.

extensive range of emeralds, sapphires, rubies,

tourmalines, and semi-precious stones.

The itinerary also included visits to cultural

landmarks such as the Elephant Caves and

a Sikh temple, as well as immersive artisan

experiences, including woodblock printing and

carpet weaving.

“For Nationwide, the success of the India trip

is a clear reflection of what membership offers

beyond traditional buying support. It is about

access—to suppliers, to education, to global

markets—and about creating opportunities

that drive tangible business growth,”

Pocklington continued.

“The strong attendance and significant

purchasing activity throughout the tour

highlight the appetite among members to

engage at this level, and the confidence they

place in Nationwide to deliver experiences that

make a difference.

“As the industry continues to evolve, initiatives

like this ensure Nationwide members remain

well-positioned and armed with unique product,

stronger margins, and the stories that today’s

consumers are actively seeking.”

The tour concluded in Delhi with a celebratory

evening in a restored haveli. Australia’s largest

industry buying group undertakes a two-year

international trip for its members every other

year. In recent years, the group has travelled to

Spain, and previous tours have included trips to

South Africa, the US, and Japan.

Shopping centre blitz earns high praise from retailers

Around half of the charges laid are for retail

theft, while authorities have also made over 350

drug and weapon seizures. Shopping Centre

Council of Australia CEO Angus Nardi said these

results demonstrate that the initiative was highly

successful in protecting retailers.

“The shopping centres covered by Operation

Pulse have hundreds of thousands of customer

visits every single day, and the operation

has given small businesses, customers and

workers massive assurance and confidence,”

Nardi said.

“Feedback from the community has also been

overwhelmingly positive, with more than 80 per

cent of customers and retailers consistently

reporting that they feel safer with a visible

police presence.”

Nardi added that, among members, there was a

73 per cent reduction in retail theft and a 50 per

cent reduction in aggressive and violent incidents

across participating centres.

Operation Pulse began in December 2025 and

has been extended to the end of 2026.

16 | May 2026

News

JAA’s newest director selects silence on false claims

Logically, this means that Hakman’s appointment

to the board post-dates the JAA’s decision to

publish the aforementioned false claims.

Following the Jewellers Association Australia

board's recent publication of inaccurate and

misleading claims concerning its financial

affairs, Jeweller sought clarification on the

matter from newly appointed independent

director Anna Hakman.

By way of background, the four-member board

of directors published a statement on 31 March

titled ‘Clarification regarding JAA Suppliers Sub

Committee.’

This statement was published in response to a

letter to industry suppliers distributed by Expertise

Events managing director Gary Fitz-Roy on

12 March.

As previously documented, the JAA’s statement

included demonstrably false claims.

Explained in simple terms, the JAA claimed that

it had recorded financial losses in two accounting

years over the past decade, when it had in fact

reported losses on four occasions.

As the accompanying table demonstrates, in

Financial Year (FY) 2016, the JAA recorded a

$13,878 loss and in FY2017, a $107,267 loss,

while in FY2019, there was a $48,244 loss.

The most recent financial report for the 2024

calendar year (CY) records a fourth loss of $21,209.

If the latter, one must ask how the falsehood was

not identified by JAA Treasurer Daniel Anania

and/or Lindsay Kotzman, the newly appointed

co-opted director, who was appointed because of

his regulatory compliance, governance and risk

management experience.

Putting aside the board's misguided commentary,

the second and more concerning matter is that the

JAA claims that the recent loss is “attributable to

clearly identifiable and explainable factors."

This is intriguing because if the loss is clearly

identifiable and explainable, the JAA has bizarrely

chosen not to identify or explain it transparently.

The board statement was published the day after its

annual general meeting (AGM), which took place on

30 March.

In the lead-up to the AGM, two directors had

submitted resignations - Stephen Schneider and

Mary Storch – which brought to three the number

of directors departing the board.

As previously reported, Jay Bartlett abruptly quit

the JAA in early February, citing governance and

cultural issues as core concerns.

On 7 April, the JAA published a news release,

titled ‘Board update following the AGM’, which

outlined various outcomes from the AGM, including

the appointment of Anna Hakman as a new coopted

director.

"Anna brings a depth of governance and strategic

experience that will significantly strengthen the

Board,” JAA president Joshua Sharp explained.

“Her ability to navigate complex environments and

provide clear, risk-aware guidance aligns strongly

with the JAA’s priorities as we continue to evolve

and deliver value for members and industry.”

Will you investigate?

The JAA’s article failed to mention the specific

date of Hakman’s appointment; however, Jeweller

has confirmed it was 1 April.

This was two days after the AGM, and one day

after the board published the false claims about

its financial affairs.

As the newly appointed governance expert,

Jeweller contacted Hakman, asking her to review

how it came about that the JAA authorised the

publication of an inaccurate claim.

Specifically, she was asked to review how this

happened and whether, as a co-opted director,

she considered it appropriate for the JAA to issue

a retraction and/or correction.

These questions raised with Hakman were deemed

appropriate given her governance expertise and,

perhaps more importantly, because it would be

inappropriate for the JAA’s other directors and staff

to investigate their own conduct.

Hakman was contacted on 13 April and was

provided a deadline of 17 April to respond and/or

provide a comment. The JAA board acknowledged

the email on 16 April, specifically stating that,

“Your enquiry has been noted.”

With that said, at the time of publication (20

April), Hakman has not responded to the

questions provided.

It’s worth noting that the JAA’s website - along with

the member news confirming her appointment -

provides scant detail about Hakman’s background

or her professional and employment history.

A LinkedIn profile indicates that Hakman joined

Monash University in February in the full-time

position of ‘Strategic Initiatives and Governance’.

This profile also details her appointment to the

JAA as a ‘non-executive director’ in April, and her

membership of the Australian Institute of Company

Directors.

Following the lack of response to Jeweller’s

questions regarding the appropriate review and

response to the board’s decision to publish false

claims, Hakman has subsequently been asked

if she supports the core values published on the

JAA website.

The JAA is registered with the Australian Charities

and Not-for-profits Commission (ACNC), and

Governance Standard 5 stipulates that responsible

people [directors] are subject to, understand, and

carry out the duties, which include:

• to act with reasonable care and diligence

• to act honestly and fairly in the best interests of

the charity and for its charitable purposes

• to ensure that the financial affairs of the charity

are managed responsibly

At the time of publication, the JAA board had not

explained the misleading claims about its financial

affairs, nor has it corrected or retracted them.

Additionally, Hackman has been provided another

opportunity to provide her governance expertise

and guidance on the error.

May 2026 | 17

News

AI takes on and defeats the luxury Super Clone Watches

Counterfeit or copy watches have long been a thorn

in the side of the high-end, luxury watchmakers.

Where once it was seen as ‘harmless’ fun to buy a

fake Rolex, complete in the knowledge that it was not

the genuine article, given that it was purchased on a

beach in Bali.

However, those days are over - enter the ‘super

clone watch’! Unlike the copy or replica watches of

the past, a super clone is an extremely high-quality

replica designed to accurately mimic a luxury

timepiece at a 1:1 scale, sometimes deceiving even

knowledgeable individuals on first glance.

Unlike cheap fakes, these days they use premium

materials such as 904L stainless steel, sapphire

crystal, and cloned automatic movements to

replicate the weight, feel, and detailed finishing of

the original.

In the realm of luxury, interest in super clone

watches is surging like never before. These are far

from ordinary replicas; they are masterfully crafted,

unlike earlier copy watches that attempt to capture

the true spirit of high-end watchmaking.

With exceptional attention to detail and advanced

craftsmanship compared to their earlier cousins,

super clone watches attract discerning individuals

who appreciate luxury but prefer a more thoughtful

approach to spending.

Whether driven by a taste for sophisticated design

or the appeal of owning a prestigious-looking watch

at a fraction of the original price, many consumers

are increasingly turning to super clone watches and

carving out a niche that’s impossible to ignore.

So much so that various websites openly promote

the manufacture of these watches and boast about

the concept. One website openly promotes the IP

theft as follows:

“In the world of horology, the allure of luxury

watches is undeniable. Renowned brands have

cultivated a legacy of precision, craftsmanship,

and exclusivity. However, in recent years, a shadow

industry has emerged alongside these prestigious

names: the production of super clone watches.

“Education and awareness are crucial in helping

consumers make informed choices and fostering

a deeper appreciation for the art of watchmaking.

So it’s important to note that Superclone Watches

are also referred as 1:1 replica watches.

“Replica Watches are manufactured in many

quality grades, The best replica watches in the

World are known as super clones or 1:1 replicas

many various terms that emphasise that the said

replica watch is extra ordinary and is scarily close

to genuine and we sell only that quality grade!”

The battle between luxury watchmakers and the

counterfeit industry has long been an ‘arms race',

with so-called “super clones" factories in China now

reaching levels of fidelity that can fool even seasoned

collectors.

In a fascinating piece of practical research from the

United States Gemological Institute (USGI), Robert

James RGA, FGA, GG explores whether artificial

intelligence can finally tip the scales back in favour

of authenticators, and the results are nothing short

of remarkable.

The premise is simple: No matter how sophisticated

a replica watch manufacturer becomes, microscopic

imperfections inevitably betray the fake. The

challenge has always been that human eyesight,

even when aided by magnification, struggles to catch

every subtle "tell."

Enter computer vision and AI, capable of dissecting

an image in seconds and flagging anomalies invisible

to the trained naked eye.

To test the theory, the USGI team spent more than

$2,000 acquiring a portfolio of high-grade super

clones — a Rolex Submariner Stainless Steel, a

Submariner Two-Tone, a Daytona Cosmograph,

a Patek Philippe Aquanaut, and a Breitling

Navitimer Chronograph.

Each watch arrived in convincing packaging,

complete with branded boxes and documentation.

The team then submitted clear photographs of these

watches to multiple AI platforms, along with images

of authentic counterparts, asking each system to

determine which were genuine and which were fake.

The findings revealed a striking divergence between

AI tools.

ChatGPT correctly identified every clone but

stumbled on the genuine watches, returning

conflicting verdicts roughly 30 per cent of the time —

enough to render it unreliable for the task.

Google Gemini, by contrast, achieved a perfect score,

correctly identifying every fake and every authentic

watch across multiple blind tests.

What's particularly compelling is the depth of

Gemini's analysis. In one Breitling Navitimer test, the

AI didn't merely flag the clone, it explained precisely

why it was a fake.

It accurately identified telltale signs such as sub-dial

spacing pushed too close to the centre (a hallmark

of cheaper Asian 7750 movements), softened bezel

scalloping consistent with casting rather than

machining, plastic-looking slide-rule rings, and

chronograph hands lacking the needle-thin precision

of authentic Breitling components.

According to the research, this wasn't pattern

recognition; it was forensic-level reasoning grounded

in horological knowledge.

The author offers one critical caveat that anyone

replicating this method must heed: never use

images sourced from clone watch websites, because

counterfeiters routinely steal photographs from

authentic manufacturer sites and pass them off as

their own.

Only photographs taken first-hand will yield

reliable results.

The conclusion is measured but unmistakable. AI

image analysis is not yet a substitute for opening

a watch and inspecting the movement directly,

though even movements are now being cloned with

alarming accuracy.

What it does offer is a powerful, accessible first

line of defence for jewellers, appraisers, and

insurance professionals navigating an increasingly

treacherous secondary market. For a category where

authentication errors can cost thousands, that's a

tool worth having in the kit.

18 | May 2026

News

Jewellers prepare for annual

June voyage to Hong Kong

Preparations are well and truly underway for Jewellery & Gem ASIA Hong

Kong (JGA), with thousands of buyers ready to travel for one of the world’s

largest industry events.

Organised by Informa Events, the trade show will be hosted at the Hong

Kong Convention and Exhibition Centre (HKCEC) from 18 to 21 June and

include two co-located fairs. Buyer pre-registration is open until 7 June.

More than 1,100 exhibitors from around 30 countries will take part in the

trade show, spread across more than 30 pavilions. Celine Lau, director

of jewellery fairs at Informa Markets, said it remains an event not to be

missed for retailers worldwide.

“Taking place mid-year, JGA allows wholesalers, distributors, retail chains

and jewellers to assess their first-half performance and prepare for the

opportunities ahead,” Lau said.

“It also serves as a strategic lead-in to September’s Jewellery & Gem

WORLD Hong Kong (JGW), making it an essential stop for anyone serious

about growing their business.”

JGA: Jewellery in Hall 1 presents a broad range of finished jewellery, from

timeless classics to bold statement pieces. Meanwhile, Hall 3 hosts JGA:

Diamonds, Gemstones & Pearls+, offering a world-class selection of

loose materials from international suppliers. This fair also features the

Fine Design/Fine Gem Pavilion.

This year's JGA will include the debut of a new competition for designers,

divided into three categories − earrings, rings, and brooches − with each

participant allowed to submit up to two entries across all jewellery types.

The submission deadline is 30 April.

Following the June show, Informa Markets will host Jewellery & Gem

WORLD Hong Kong, beginning on 14 September.

Hucker retires; ICA begins the

hunt for its new CEO

A search is underway for the next leader of the International Colored

Gemstone Association (ICA) after the retirement of CEO Doug Hucker.

Hucker, who departed with immediate effect, spent nearly four years as

CEO of the ICA and has retired effective immediately. Before joining the ICA,

Hucker was CEO of the American Gem Trade Association (AGTA) for more

than two decades.

“I am proud of what we have accomplished together during a period

of significant change. These achievements reflect the collective effort

of a committed board, dedicated members, and a passionate global

community,” Hucker said.

"I am deeply grateful for the opportunity to have worked alongside such

talented and driven individuals. I am confident the association will continue

to grow and thrive in the years ahead.”

Hucker also previously held positions within the Gemological Institute

of America (GIA), and ICA president Damien Cody praised Hucker for

his leadership during a tumultuous period for the broader jewellery and

gemstone trade.

“[Hucker] has made a significant contribution to ICA during a pivotal time

for our industry,” Cody said.

“His experience, professionalism and commitment have helped strengthen

the association and position it well for the future. We are deeply grateful for

his leadership and service.”

The ICA is currently searching for a replacement for Hucker.

FULL COLLECTION

NOW AVAILABLE AT DGA

(02) 9417 0177 | dgau.com.au May 2026 | 19

News

Legendary collection of

Cartier watches heads to

blockbuster auction

Julianne Moore named brand ambassador for Messika

In the coming month, Sotheby’s will showcase a

collection of more than 300 vintage Cartier watches,

described as possibly the most impressive collection

ever brought to market.

At an event called 'Shapes of Cartier: The Finest

Vintage Grouping Ever Assembled', the collection is

expected to exceed $USD15 million in total.

The collection will be showcased at auctions in

Hong Kong, Geneva and New York, which features

timepieces designed in the 20th century and

collected over more than two decades. Sam Hines,

global chairman for Sotheby’s watches, said for

high-profile collectors it was an opportunity not to

be missed.

“The appeal of vintage Cartier lies in its ability to

capture a moment in design history while remaining

entirely timeless,” he said.

“Whether in the bold asymmetry of the Cartier

Crash watch or the refined proportions of the Cartier

Baignoire Allongée, each watch reflects a unique

dialogue between artistry and innovation.

“This collection is remarkable not only for its

breadth, but for its depth — particularly in its

unprecedented assembly of Cartier London pieces,

many of which are among the most important

examples ever to appear on the market.”

Among the key pieces is Cartier’s London Crash

watch, a rare oval wristwatch from 1987, influenced

by Salvador Dalí’s works.

Sotheby’s will host the Geneva sale on 10 May and

the New York edition on 15 June.

Award-winning actress Julianne Moore has

been appointed a brand ambassador for Paris

jewellery brand Messika.

Moore, 65, is best known for her performances

in films such as Boogie Nights, Children of Men,

and Crazy, Stupid, Love.

Moore’s first campaign highlights the Moderniste

collection, designed by founder Valérie Messika

to mark the brand’s 20th anniversary. The

collection features octagonal pavé-set bangles,

rings, hoop earrings, and bolo tie necklaces in

white and yellow gold.

“As an actress, there are times when jewellery is

Michael Hill International has confirmed it

will restructure three of its brands as part of a

simplification or streamlining of the company’s

overall business model.

As reported by RagTrader, Michael Hill will wind

down Medley by the end of this financial year,

while TenSevenSeven and Watches Galore will be

‘merged’ into existing operations across Michael

Hill and Bevilles stores.

According to the report, the popularity of

TenSevenSeven has highlighted the increasing

popularity of custom-made engagement rings.

This has prompted the company to trial customring

building offerings across its store network.

“In the presentation, Michael Hill confirmed that

around 14 per cent of Michael Hill’s total store

network globally is in locations where both of

its brands (Bevilles and Michael Hill) operate in

overlapping catchments in terms of price points,”

writes Christopher Kelly.

“In Australia specifically, that overlap jumps to 30

per cent. Amid the portfolio shrinking, Bevilles

is continuing its reset. Since being acquired by

Michael Hill in April 2023, Bevilles’ head office

part of a costume, a signifier for who a character

is and how they want to be perceived,” she said.

“But then there is the jewellery that is deeply

personal. You can have so many different

relationships to it.”

Moore previously wore Messika in the film Gloria

Bell and at the brand’s 20th anniversary cocktail

in October 2025 at New York’s Frick Collection.

Moore’s appointment follows a wave of celebrity

collaborations with jewellery brands in recent

weeks, including Natalie Portman (Tiffany & Co.),

Miranda Kerr (Michael Hill International), and

Ariana Grande (Swarovski).

Michael Hill restructures brands, shifts towards

custom-made jewellery auction

and distribution centre were relocated closer to

Michael Hill’s Australia HQ in Queensland, and

broadened the product range.

“The group is projecting leadership changes up

to December 2026 this year, alongside a product

reset and revised customer value proposition.”

Michael Hill International operates 282 stores

worldwide – with 122 in Australia, 81 in Canada,

and 43 in New Zealand, in addition to 36 Bevilles

stores exclusively in Australia.

20 | May 2026

News

World Diamond Day prompts surge

in jewellery interest

The Natural Diamond Council has described the inaugural edition of

‘World Diamond Day’ as a rousing success.

Recently, the Natural Diamond Council encouraged suppliers, retailers,

and consumers to use the day (8 May) to celebrate natural diamonds

globally. The date was chosen because April’s birthstone is diamond,

and the number eight represents infinity.

Participants were encouraged to use social media on the day to

post content acknowledging the significance of natural diamonds.

Contributors posted stories using the hashtags #WorldDiamondDay and

#NaturalDiamonds.

The initiative received widespread support, with groups and organisations

including the Gemological Institute of America (GIA), World Jewellery

Confederation (CIBJO), Antwerp World Diamond Centre (AWDC), and

India's Gem and Jewellery Promotion Council (GJEPC) taking part.

“The inaugural moment was designed to bring the industry together

around a single, shared voice. With that foundation now in place, the

Natural Diamond Council is positioned to expand World Diamond Day

into a broader consumer-facing movement in the years ahead,” a

statement reads.

“World Diamond Day was conceived not as a campaign, but as an annual

movement rooted in real stories, shared openly across platforms, and

driven by collective participation.

“In a world where so much feels fast and easily replicated, natural

diamonds remain a constant. They are symbols of something deeper:

time, memory, and human connection. Formed over billions of years,

each one carries a story. On World Diamond Day, those stories were

shared across the world.”

The statement noted that more than 50 retailers across markets

worldwide participated in the campaign, including Signet, Ben Bridge,

and Chow Tai Fook.

Australia’s Longest

Operating Watch Brand

Taylor Swift honours Elizabeth

Taylor’s iconic jewellery

Award-winning musician Taylor Swift has released a new music video

titled Elizabeth Taylor, which showcases the late actress’s iconic jewellery.

The video features archival footage from Elizabeth Taylor’s films and

public appearances, including scenes with her husband Richard Burton.

Among the pieces included are highlights of the 33.19-carat Taylor-

Burton diamond ring, a 1968 gift from Burton, and the Mike Todd

Diamond Tiara, crafted in 1880 with old mine-cut diamonds.

The diamond ring, formerly known as the Krupp Diamond, sold at

Christie’s for approximately $USD8.8 million ($AUD12.4 million). The

tiara sold for over $USD4.2 million ($AUD6 million) at a 2011 auction,

with proceeds benefiting The Elizabeth Taylor AIDS Foundation.

ClassiqueWatches.com

Become a stockist today

02 9290 2199

May 2026 | 21

UPCOMING EVENTS

2026 Calendar

Events Not to Miss

14 MAY

–

16 MAY

MAY

05

JUNE

06

AUGUST

08

07 MAY

–

10 MAY

18 JUN

–

21 JUN

14 AUG – 16 AUG

Seoul International Jewelry &

Accessories Show

COEX

SEOUL, SOUTH KOREA

en-themostshow.imweb.me

JAPAN

International Jewellery Kobe

Kobe International Exhibition Hall

KOBE, JAPAN

ijt.jp/tokyo/en-gb.html

USA

JCK Las Vegas

The Venetian Expo

LAS VEGAS, USA

lasvegas.jckonline.com

29 MAY

–

01 JUN

GemGenève

Palexpo

GENEVA, SWITZERLAND

gemgeneve.com

09 MAY – 12 MAY

Oroarezzo International

Jewelry Exhibition

Arezzo Expo Center

AREZZO, ITALY

oroarezzo.it

14 MAY

–

16 MAY

Jewellery & Gem ASIA

Hong Kong

Hong Kong Convention &

Exhibition Centre

HONG KONG, CHINA

jga.exhibitions.jewellerynet.com

26 JUN – 29 JUN

Nanjing Baimu International

Jewelry Exhibition

Nanjing International Exhibition Center

NANJING, CHINA

njzbexpo.com

27 JUN

–

30 JUN

20 AUG – 23 AUG

India International Fashion

Jewellery & Accessories Show

Bombay Exhibition Centre

MUMBAI, INDIA

iifjs.com

20 AUG – 23 AUG

Penang Signature Gold,

Gems & Jewellery Fair

Setia Spice Convention Centre

PENANG, MALAYSIA

psg.elite.com.my

22 AUG

–

24 AUG

18 JUN

–

21 JUN

International Jewellery Kobe

International Jewellery Fair

CHINA

Jewellery & Gem ASIA

Hong Kong

Hong Kong Convention &

Exhibition Centre

HONG KONG, CHINA

jga.exhibitions.jewellerynet.com

Kobe International Exhibition Hall

KOBE, JAPAN

ijt.jp/tokyo/en-gb.html

14 MAY – 17 MAY

Cambodia International

Gems & Jewelry Fair

Diamond Island Convention &

Exhibition Centre

PHNOM PENH, CAMBODIA

jewelrytradefair.com/cambodia/2026

Malaysia International

Jewellery Fair

Kuala Lumpur Convention Centre

KUALA LUMPUR, MALAYSIA

mijf.com.my

JULY

07

ICC Sydney Darling Harbour

SYDNEY, AUSTRALIA

jewelleryfair.com.au/ijf

26 AUG

–

28 AUG

22 AUG

–

24 AUG

29 MAY

–

01 JUN

09 JUL – 12 JUL

Singapore International Jewelry

Expo

AUSTRALIA

International Jewellery Fair


SYDNEY, AUSTRALIA

jewelleryfair.com.au/ijf

JCK Las Vegas

The Venetian Expo

LAS VEGAS, USA

lasvegas.jckonline.com

Sands Expo and Convention Centre

SINGAPORE

sije.com.sg

12 JUL – 15 JUL

World Diamond Congress

Marina Bay Sands Expo and

Convention Centre

SINGAPORE

wfdb.com

Japan Jewellery Fair

Tokyo Big Sight Exhibition Center

TOKYO, JAPAN

japanjewelleryfair.com/en

22 | May 2026

23rd

SOUTHPORT SHARKS

CNR OLSEN & MUSGRAVE AVENUE, SOUTHPORT QLD 4216

ADD E VENT

TO CALENDAR

» WED 5 AUGUST 2026

» THU 6 AUGUST 2026

9.00AM - 5.00PM

9.00AM - 4.00PM

+ 61 427 920 474 • MAIL@AUSTOPALEXPO.COM.AU

PO BOX 731, LIGHTNING RIDGE NSW 3834 AUSTRALIA

S AV E TH E DATE

AUGUST 5 & 6 2026

May 2026 | 23

@ Southport Sharks

10 Years Ago

Time Machine: May 2016

A snapshot of the industry events making headlines this time 10 years ago in Jeweller.

May 2016

Historic Headlines

Pandora targets new jewellery category amid

strong results

Endless Jewelry reshuffle continues

Oppenheimer Blue diamond smashes auction record

Aussie jewellers to benefit from Seiko rugby deal

Rough diamond secures record – but for how long?

STILL RELEVANT 10 YEARS ON

"The good news is that more retail

businesses are beginning to use

Instagram; however, the not so good news

is that many aren’t realising the network’s

full potential – or, in some cases, are

making huge mistakes."

READ ALL HEADLINES IN FULL ON

JEWELLERMAGAZINE.COM

Editor’s Desk

What does the JAA stand for?

What does the JAA stand for? I wonder

if you know because I no longer have

any idea.

The recent Pandora-Alex and Ani

dispute demonstrated to me that the

JAA has continued to lose its way and

is close to becoming irrelevant.

By remaining silent over the

Australian Competition and Consumer

Commission (ACCC) investigation into

Pandora’s anti-competitive behaviour,

the JAA seems to stand for nothing.

Well, at least nothing important.

Soapbox

Setting the mark once and for all

Reinforcing consumer confidence is key.

The Guild not only enforces the

standards in its membership

constitution but also records all marks

that members use on their pieces. When

consumers can see who made an item

and that this manufacturer complies

with the Australian Standard, it offers

a greater sense that the product is

genuine, safe and reliable. Such peace

of mind is worth a mint!

If we don’t take action now, I see the

industry losing the respect and trust of

the consumer, especially at the retail

end. At the very least, we’ll all have to

work a lot harder to retain that trust if

changes aren’t made in the future.

Tim Peel

Silvermist Studio

Sydney jewellery fair organiser hits

back at JAA

The organiser of the International Jewellery

Fair is seeking to “set the record straight” in

response to the JAA’s announcement that it has

ended ties with the event and will conduct its

own show.

On Monday 23 May, the Jewellers Association of

Australia (JAA) released an industry statement

advising it would organise its own fair, the JAA

Jewellery Fair, in 2017. The decision marks the

end of its 25-year relationship with International

Jewellery Fair (IJF) organiser Expertise Events.

“This landmark announcement is being delivered

amidst great excitement after detailed research,

analysis and discussion by the JAA board and

executive director,” the statement read.

Swarovski dives into synthetic

diamond market

Following its initial foray into ‘fine jewellery’,

Swarovski has launched another jewellery venture

with a seemingly high-end focus – this time,

featuring synthetic diamonds.

According to a statement released by Swarovski,

the new business, Diama, specialises in

jewellery comprising white synthetic diamonds

– called Swarovski Created Diamonds – set in

18-carat white, rose and yellow gold.

The collection has a range of different products,

including rings, necklaces, bracelets and

earrings, with the individual synthetic diamonds

all weighing less than one carat.

While Swarovski has traditionally been

associated with diamond simulants such as

cubic zirconia, this is not the first time it has

dabbled in diamond jewellery.

Jeweller accused of switching

diamonds for fakes

A large jewellery retail chain has been accused of

swapping customers’ diamonds for lower-valued

stones while conducting work such as repairs, resizing

and cleaning.

Kay Jewelers, which describes itself as “the #1

specialty jewellery brand in the United States”, was

at the centre of controversy last week after multiple

media sources reported on the allegations.

Several people left messages on social media

saying they had taken items into Kay Jewelers for

repairs or inspection and found the diamonds had

been changed to those of poorer quality. Some

reports even claimed diamonds were replaced with

moissanite.

Heidi Stier-Rivera is one customer who left a post

on the company’s Facebook page. She stated that

her SI1 diamond had been switched for a different

stone that was “full of inclusions” after sending it in

for re-mounting.

Jewellery, watch brands increase

SEO efforts

An investigation into the search engine practices

of the jewellery and watch industry suggests

spending money to increase online visibility is

not necessarily the best strategy.

The L2 Watches & Jewelry: Search Insights report

analysed the various online practices of 66 jewellery

and watch brands, including Tiffany & Co, De Beers,

Alex and Ani, Pandora, Cartier and Citizen.

Specifically, the study looked at how companies

were employing search engine optimisation (SEO)

and search engine marketing (SEM) – an online

marketing approach involving components like paid

searches and advertisements – to improve rankings

in search results.

24 | May 2026

THE COSTLY MISTAKE JEWELLERS CAN’T AFFORD TO MAKE

POS: Cash Drain, or Profit Gain?

Running a successful jewellery business is about more than making sales.

From managing complex inventory to tracking repairs and appraisals,

jewellers face challenges that most retailers will never encounter. Yet many

stores still rely on generic point-of-sale (POS) systems — the same type

used in cafes or clothing stores — in the hope that ‘one size fits all’.

The Hidden Costs of Generic POS Systems

Inventory Chaos

Each piece of jewellery has unique attributes — metal type, gemstone,

cut, weight, valuation. A generic POS system cannot handle these

details, forcing staff to create manual workarounds in spreadsheets.

This increases the risk of errors, slows down stocktakes, and makes

it harder to know what’s actually selling.

Missed Client Relationships

Jewellers thrive on long-term relationships — think anniversaries,

birthdays, and bespoke designs. A generic POS may capture a

name and phone number, but it won’t track purchase histories,

wish lists, or upcoming milestones. Without this, opportunities

like loyalty programs and personalised service are lost.

Inefficient Repairs and Special Orders

Repairs and custom orders are part of daily life in jewellery stores.

A generic POS rarely has workflows to manage intake, tracking, and

communication. This often leads to paper tickets, confusion, and

missed deadlines, damaging both efficiency and customer trust.

Poor Reporting

Basic sales totals are not enough. Jewellers need reporting that

reveals margin by category, vendor performance, stock ageing,

and open-to-buy insights. Without these, owners can’t make datadriven

decisions to reduce dead stock and improve profitability.

Sparkle without Struggle: Jewellery POS Perfected

Tailored Inventory Management

A jewellery-specific POS allows you to manage pieces with

all their attributes — from diamonds and gold purity to vendor

codes and appraisals. Stocktakes are faster, valuations are

accurate, and replenishment decisions are smarter.

Client Profiling and Loyalty Tools

The best jewellery POS platforms give you a complete client profile

—purchase history, wish lists, repairs, special dates — so your

team can deliver personalised experiences that keep clients for life.

Workshop and Repairs Management

Repairs, resizing, and custom orders are tracked seamlessly

from intake to pickup. Automatic reminders keep clients updated,

and stores stay organised without paper chaos.

Actionable Reporting

Instead of drowning in spreadsheets, jewellers get insights

they can use — like what’s tying up capital, which vendors

are profitable, and how to buy smarter.

A jewellery-specific POS like The Edge is designed with

your business in mind — from the showcase to the workshop.

It saves time, increases accuracy, and empowers you to build

stronger client relationships.

After all, your business isn’t a cafe. Why settle for a POS

that treats it like one?

Don’t let a generic POS drain your profits – experience

tailored efficiency, stronger client loyalty, and smarter

decision. Your business thrives on The Edge.

: Success in 3 Easy Ways

Jewellery

Specific POS

Easy Integration:

Software that Works

Scanners, Printers

& Labels

Book a demonstration with Kim Ridley now.

kim@retailedgeconsultants.com

+61 499 775 708

ENROL NOW

Upskill

Now

We are continually adding short

courses. Please check the website

for the latest offerings.

We also tailor courses for

companies with 8 or more people.

Talk or email us for details.

ADVANCED COURSES

• WEIRD & WONDERFUL

GEMSTONES

• GEMMOLOGY UPDATE

AND SYNTHETICS

• ADVANCED GEMSTONE

INCLUSIONS

• ADVANCED PRACTICAL

DIAMOND GRADING

• ADVANCED OPALS

PRACTICAL COURSES

• PRACTICAL GEMMOLOGY

• PRACTICAL DIAMOND GRADING

• ADVANCED PRACTICAL

DIAMOND GRADING

• GEM HANDLING

• PEARL & BEAD THREADING

• PRACTICAL ANTIQUE

JEWELLERY WORKSHOP

• LABORATORY GROWN OR

NATURAL DIAMOND

Course availability varies

in each state

INTRODUCTORY COURSES

• GEMS & GEMMOLOGY

• ORNAMENTALS & CRYSTALS

• ORNAMENTALS - MINERALS &

ROCKS OF BEAUTY

• COLOURED GEMSTONES

• PEARLS

• PEARLS & PEARL STRINGING

• SEPARATION OF NATURAL

& SYNTHETIC GEMSTONES

(MANDARIN)

• OPAL

• DIAMONDS

• ANTIQUE JEWELLERY

• CRYSTALS

INDUSTRY COURSES

• TAILORED DIAMOND/GEMSTONE

COURSES

• GEMMOLOGY FOR RETAIL

(CORRESPONDENCE)

• JEWELLERY SKETCHING & DESIGN

• DIAMOND CONSULTANT

• DIAMOND TECHNOLOGY THEORY

ONLINE COURSES

• CERTIFICATE IN OPAL STUDIES

Passionately educating the industry, gem enthusiasts and consumers about gemstones since 1945

/GemmologicalAssociationGAA

@gaa_australia

26 | May 2026

GemmologicalAssociationofAustralia

Enquire today!

1300 436 338

learn@gem.org.au

www.gem.org.au

REVIEW

Gems

Victoria: More than meets the eye

The advent of the Victorian gold rush from the

1850s onward also led to the discovery of a

remarkable variety of gem minerals, such as

sapphire and ruby, as well as diamond, gems not

usually associated with Victoria in modern times.

Gold miners panning for gold could also find

colour gemstones in their dish while prospecting,

though they did not always identify them as gems

suitable for cutting and polishing. They had to

seek advice to identify the gems, as some, such

as the colourless, transparent rock crystal quartz,

widespread in Victoria, would often be mistaken

for diamond. This is a common occurrence of

misidentification today.

Diamonds were one of the more significant finds.

While diamonds have been found in several

locations around Victoria, one of the more

significant alluvial deposits was around central

Victoria, including the Beechworth district.

Estimates suggest that hundreds of diamonds

were found in regional Victoria during the gold rush

and the early twentieth century. These diamonds

are mostly yellow, and their source rock has not

been identified.

Sapphires, coloured varieties of the mineral

corundum, were found around the same time as

diamonds and are much more widespread. These

are commonly blue in colour with green, yellow,

brown and purple sapphires also having been

found. Pink sapphires are much rarer. Although

crystal fragments up to 2cm or more in length

have been mentioned, most are small, often less

than 5mm in diameter and usually water-worn and

rounded in shape. Whole crystals are rare.

Rubies are red coloured corundum gems. While

they have been found in places such as Cardinia

Creek and near Trentham, they are extremely rare.

Quartz gems are common across Victoria, and

they were the usual gems and crystals found by

the gold miners. Colourless and transparent rock

crystal, purple amethyst and yellow citrine have

Eye ‘agate’ from the Roy C. Harvey Collection courtesy of GAA House.

all been recovered by fossicking and prospecting,

while the brown (cairngorm) and black (morion)

smoky quartz are the most common of the quartz

varieties.

Gold mining in Victoria is commonly associated

with quartz reefs, and it is probable that much

rock crystal quartz was crushed during mining

to release the gold. Gold specimens on quartz

crystals would be a rare collector’s item.

One spectacular quartz crystal from Victoria is the

‘Crystal King’, a large rock crystal that was faceted

by the legendary facet or Alex Amiss. The original

crystal came from the King Crystal Mine in the

Strathbogie Ranges of central Victoria and weighed

about 14.5 kg before cutting.

Carefully avoiding a fracture in the centre of the

quartz, Amiss cut out the largest transparent

section, which he faceted into a gem of 8,510

carats with 196 facets.

Sapphire from the Melbourne Museum collection.

This gem is sometimes on display at the

Melbourne Museum alongside other gem

minerals from Victoria and elsewhere.

Other Victorian Gems include the colourless and

blue topaz; multicoloured tourmaline, as well

as the more common black tourmaline, also

known as schorl; zircons of various colours,

such as red, brown and orange; garnets;

peridot, and the curious ‘eye agates’ which

consist of banded carbonate concretions.

Blue topaz is of interest as it is rare in nature;

the vast majority of blue topaz in modern

jewellery has been produced by artificial

irradiation and heat treatment.

The broad variety of gems found in Victoria

during the second half of the 19th century led

to some speculation that the gems could be

commercially exploited. As it turned out, the

gems discovered, with few exceptions, did not

occur in commercial quantities.

Except for the mining of piezo electric quartz

from the King Crystal Mine, some mining of

blue turquoise near Cheshunt in central Victoria

for a few years from the 1890’s, and some

extraction of smoky quartz crystals from the

Mooralla Gemstone Reserve, there has not been

significant commercial mining of gems

in Victoria.

Zircon from the Melbourne Museum collection.

While the association between Victoria and gold is better

known among the general public, the state also has a

rich history with gemstones.

David Heiderich is the Victoria Education

Support Officer and a Committee Member

for the Gemmological Association of Australia.

He has been involved with the GAA for more

than 25 years. For more information on jewellery

and gemstones, visit www.gem.org.au

May 2026 | 27

Gems

A NEW STANDARD OF EXCELLENCE

IN DIAMONDS AND GEMSTONES

ADTC GEMS: COLOURS & VIBRANCE

Handpicked quality colour gemstones

Exceptional colour and and variety

28

Calibrated

| May

sets

2026

and melee available

OVERNIGHT DELIVERY

Stones and jewellery in stock to arrive at your doorstep overnight

P +61 3 9650 2243 E SALES@ADTC.COM.AU

L13/227 COLLINS STREET MELBOURNE VIC 3000

ADTC.COM.AU

RICH & RARE

Colours of Australia

The case for colour: SAMUEL ORD explains why colour

gemstones present an extraordinary opportunity for retailers.

Margot McKinney

May 2026 | 29

Colours of Australia | RICH & RARE

Today’s jewellery consumers

are rarely content with the

conventional. Increasingly,

customers are looking for pieces

that feel personal, distinctive, and

shrouded in personal meaning.

These qualities are being discovered

in colour gemstones.

Indeed, we live in an era increasingly shaped by

self-expression and colour gemstone jewellery

has emerged as a defining category in modern

retail. The search for something ‘personal’ has

an easy-to-understand motivation: the thirst for

rarity is embedded in human behaviour.

Scarce resources have long signified power and

advantage, while socially, exclusivity reinforces

identity and individuality. Jewellery has always

reflected these impulses, and today, that

instinct is being reflected through an intensified

appreciation for gemstones with natural

variation and character.

For younger consumers in particular, this shift

is pronounced. Personalisation and individuality

do not need to be aspirational, and can, in fact,

be expected – and jewellery stores can deliver.

Consumers want jewellery that tells a story,

reflects their personality, and offers a way to

differentiate the wearer from the ‘mainstream.’

Unlike mass-produced designs or uniform

materials, each colour gemstone is inherently

unique, shaped by geological processes that

cannot be replicated.

Fortunately, Australian jewellers are uniquely

positioned to meet this demand. The ancient

landscape, formed over billions of years,

hosts a remarkable diversity of gemstones,

many of which are deeply embedded in the

nation’s cultural and economic history. This

connection between land, history, and material

is increasingly valuable in a market that prizes

authenticity.

In many ways, we’ve found that at the forefront

of this narrative is opal, a gemstone that

occupies a singular place in Australia’s identity.

More than a visually striking material, opal is

the nation’s officially recognised gemstone,

acknowledged alongside the flag, coat of arms,

and floral emblem as a symbol of national

significance. This designation reflects not

only its beauty but also its profound ties to the

country and its people.

Although opal is found in other parts of the

world, Australian precious opal is widely

regarded as unmatched in both quality and

character. Its famed ‘play of colour’ is a shifting

display of spectral hues and sets it apart from

all other gemstones.

This phenomenon occurs as light diffracts

through an orderly array of silica spheres within

the gemstone’s amorphous structure, producing

flashes of colour that can range from cool

blues and greens to the highly prized reds and

oranges, often referred to as the stone’s ‘fire’.

30 | May 2026

MARGOT MCKINNEY

The ancient landscape, formed

over billions of years, hosts

a remarkable diversity of

gemstones, many of which

are deeply embedded in the

nation’s cultural and economic

history. This connection between

land, history, and material is

increasingly valuable in a market

that prizes authenticity.

SAPPHIRE DREAMS

The origins of Australian opal stretch back

millions of years, to a time when much of

central Australia was covered by an inland

sea and formed part of the supercontinent

Gondwana. These ancient geological conditions

laid the foundation for opal deposits, creating

gemstones that are, quite literally, fragments of

deep time.

Opal’s significance extends beyond science into

culture. It features in First Nations storytelling,

including accounts of the Rainbow Serpent,

and appears as opalised fossils. These are

extraordinary specimens that preserve ancient

plants and animals in luminous detail. Such

connections enrich the gemstone’s narrative,

offering retailers a powerful story that resonates

with consumers seeking both meaning and beauty.

From a gemmological perspective, opal is

classified into two primary types: common opal

and precious opal. Precious opal, which displays

play of colour, is the more valuable and widely

recognised variety. Common opal, while lacking

this optical effect, can still exhibit appealing

body colours and patterns, and is sometimes

described as ‘ornamental’ rather than ‘common’

to better reflect its aesthetic qualities.

Valuing precious opal is a complex process

involving multiple factors. Body tone is a key

consideration, ranging from light to dark to

black, with black opal generally commanding

the highest prices due to its dramatic contrast

and vivid colour display.

Additional factors include brightness, colour

range, pattern, and the consistency of colour

play across the stone. Crucially, no two opals

are alike, a defining characteristic that

enhances their desirability in a market

driven by individuality.

ELLENDALE DIAMONDS

Proudly Australian.

Proudly Female-Owned.

PASPALEY

Australia’s opal fields, located across New South Wales,

Queensland, and South Australia, have dominated global supply

since mining began in the late 19th century. Iconic regions such as

Lightning Ridge, Coober Pedy, and Andamooka are synonymous

with opal production, their remote and often harsh environments

contributing to the mythology and romance of the gemstone.

These landscapes, shaped by isolation and extremes, mirror

the qualities that define Australia itself.

While opal may be the most emblematic of Australia’s

gemstones, sapphire tells an equally compelling story.

First discovered during the gold rush of the 1850s, Australian

sapphires initially attracted little attention as miners focused

on gold. It was not until the early 20th century that commercial

sapphire mining began in earnest.

What distinguishes Australian sapphires is their geological origin.

Unlike the metamorphic sapphires of Kashmir or Sri Lanka,

Australian gemstones are primarily basalt-related and classified as

xenocrysts.

These are crystals that formed deep within the Earth’s upper

mantle before being transported to the surface by volcanic activity

during the Cenozoic era. This unusual journey imparts a unique

chemical signature, characterised by higher iron content.

This composition gives rise to the so-called ‘BGY suite’ of colours—

blue, green, and yellow—that defines much of Australia’s sapphire

output. Historically, these darker, iron-rich stones were considered

less desirable than the lighter ‘cornflower blue’ sapphires of

other regions. However, changing consumer preferences have

dramatically reshaped this perception.

Today, Australian sapphires are enjoying a resurgence in popularity,

driven in part by the rise of unconventional engagement rings and a

broader embrace of colour in jewellery design.

Parti-coloured sapphires, which display two or three distinct

colours within a single crystal, have become especially sought

after. Once overlooked, these gemstones are now celebrated for

their individuality and visual complexity. These are qualities that

align perfectly with contemporary tastes.

May 2026 | 31

wholesale.ikecho.com.au | enquiries@ikecho.com.au | +(612) 9266 0636

Colours of Australia | RICH & RARE

IKECHO AUSTRALIA

Australia’s principal sapphire-producing regions include the

gemfields of Central Queensland, as well as areas in northern

Queensland and the New England region of New South Wales.

At its peak, New South Wales supplied a significant proportion

of the world’s sapphires, although many operations have since

declined due to rising costs and lower yields.

From a gemmological standpoint, Australian sapphires are notable

for their distinctive internal characteristics. Strong colour zoning,

caused by variations in chemical conditions during crystal growth,

is common. Inclusions such as rutile ‘silk’, zircon, and feldspar

provide further evidence of their magmatic origin. Additionally,

many gemstones exhibit pronounced dichroism, shifting between

blue and greenish-blue depending on the viewing angle. This

feature requires careful cutting to maximise visual appeal.

Alongside opal and sapphire, pearls form a third pillar of

Australia’s gemstone heritage. The country is internationally

recognised as a leading producer of South Sea pearls, cultivated

primarily from the oyster Pinctada maxima. These pearls are

prized for their large size, exceptional lustre, and subtle natural

colours, which range from white and silver to champagne and

deep gold.

Australia’s pearling history dates back to the late 19th century,

when divers sought mother-of-pearl shells along the north-west

coast, particularly around Broome. Initially valued for their use in

decorative objects, these shells occasionally yielded natural pearls

of extraordinary worth. These treasures were so valuable that they

were carefully guarded during transport.

The industry underwent a dramatic transformation in the mid-

20th century with the decline of the shell market, brought about

by the introduction of plastics. In response, Australian producers

turned to pearl cultivation, drawing on techniques developed in

Japan. By the 1950s, the first successful pearl farms had been

established, and Australia soon emerged as a major player in

the global market.

32

| May 2026

PinkKimberley.com.au

Become a stockist today 02 9290 2199

Today, Australian South Sea pearls are among the most soughtafter

in the world. The industry has evolved to incorporate

advanced cultivation methods and place a strong emphasis on

sustainability and traceability, attributes that resonate with

modern consumers.

2023 - 2025 MISS UNIVERSE

AUSTRALIA TIARA

STELIOS JEWELLERS

Farms along the Kimberley coast and

beyond operate in pristine environments,

ensuring quality and integrity.

The pearling sector has also demonstrated

a capacity for innovation and adaptation. In

recent years, many producers have embraced

eco-tourism, offering visitors insight into the

intricate process of pearl cultivation. These

experiences not only generate additional

revenue but also deepen consumer appreciation

for the craftsmanship and care involved.

As with other gemstones, pearls offer a

significant variety. Australian South Sea

pearls can reach sizes of 21mm and display

natural hues, while Akoya pearls, cultivated

along the east coast, are smaller but valued

for their lustre and classic appearance. Even

within specialised categories such as keshi

pearls—non-bead-cultured pearls formed as

by-products of the grafting process – there is

nuance that underscores the importance of

education in the trade.

Taken together, opals, sapphires, and

pearls illustrate the extraordinary breadth

of Australia’s gemstone resources. More

importantly, they embody qualities that are

increasingly valued in today’s marketplace:

authenticity, individuality, and a connection

to origin.

For jewellery retailers, this presents a

clear opportunity. The demand for colour

gemstone jewellery is not a passing trend

but a reflection of deeper shifts in consumer

behaviour. Younger consumers, in particular,

are prioritising pieces that feel meaningful

and unique, and they are willing to invest in

products that align with these values.

Australia’s gemstones offer a compelling

proposition in this context.

Their geological history, cultural significance,

and natural diversity provide rich material

for storytelling. This remains an essential

component of modern retail. By highlighting

these attributes, jewellers can differentiate

their offerings and engage customers on a

more emotional level.

At the same time, the emphasis on ethical

sourcing and traceability plays to Australia’s

strengths. With well-regulated industries and

a reputation for quality, Australian gemstones

meet the expectations of consumers who are

increasingly concerned about the origins of

their purchases.

The challenge and the opportunity for the

trade lies in recognising the full potential

of this category. Colour gemstones are not

merely an alternative to traditional diamond

jewellery; they represent a distinct segment

with its own appeal. By embracing this shift

and investing in education, design, and

storytelling, retailers can position themselves

at the forefront of an evolving market.

Ultimately, the appeal of colour gemstones

lies in their individuality. No two gemstones

are ever identical, and it is this inherent

uniqueness that resonates so strongly

with today’s consumers. In a world where

personal expression is paramount, jewellery

that reflects the wearer’s identity holds value.

Australia’s long and storied connection

with colour gemstones provides a powerful

foundation for the future. From the ancient

origins of opal to the volcanic journeys of

sapphire and the enduring allure of pearls,

these materials tell stories that are as rich

and varied as the landscape itself. For an

industry seeking to engage a new generation

of consumers, the message is clear: colour is

no longer optional, it is essential.

May 2026 | 33

STOCK-UP

Chains & Necklaces

ALAIA NECKLACE

IKECHO AUSTRALIA

wholesale.ikecho.com.au

The Alaia Necklace is a timeless

pearl design with a modern

golden touch, featuring luminous

white freshwater pearls accented

with polished yellow gold-plated

sterling silver beads. Each pearl

is naturally unique, chosen for

its soft lustre and gentle glow,

beautifully balanced by the

warmth of gold.

AUSTRALIAN DIAMOND

TRADING CORPORATION

adtc.com.au

ADTC introduces a curated range

of gemstone and diamond jewellery

set in 9 and 18 carat gold. Spanning

everyday wearability to elevated

design, the collection offers retailers

a reliable source of quality stone-set

pieces with broad customer appeal.

BUYERS CATALOGUE: CHAINS & NECKLACES

The long &

short of it

Fresh links, new lengths and plenty of neck

candy — here’s what to stock this season.

ANIA HAIE

DURAFLEX

dgau.com.au/ania-haie

Inspired by this season’s relaxed

coastal-bohemian trend, this lariat

necklace combines freedom and

elegance through its open-ended

design. Two fluid chains flow from a

textured rope accent, while a discreet

back-adjustment offers a customisable

fit. Perfect for layering or wearing solo,

it captures the effortless charm of sunbleached

shores and endless summers.

ATHAN WHOLESALE JEWELLERS

athan.com.au

Athan Wholesale Jewellers has expanded its

offering across two strong categories. Its chain

range now spans traditional curb, Franco and

wheat alongside anchor and fancy link styles,

available in 9, 14 and 18 carat yellow, white and

rose gold. Complementing this, a refined baby

ID bracelet range — engravable and available

in the same carat options — targets christening

and milestone gifting.

DANIEL WELLINGTON

DURAFLEX

dgau.com.au/daniel-wellington

The Crystal Link Necklace Gold is a bold

yet refined piece, featuring a chunky

gold chain and a distinctive crystal-

embellished link for a touch of brilliance.

Crafted from high-quality stainless steel

with a gold PVD finish, it offers both

durability and timeless elegance.

34 | May 2026

STOCK UP | Chains & Necklaces

DIAMONDS BY DGA

DURAFLEX

dgau.com.au/diamonds-by-dga

Diamond round necklace with

0.25-carat diamonds in 9-carat

yellow gold. The perfect glistening

diamond piece for an intricate look.

MORRIS & WATSON

morrisandwatson.com

Morris & Watson chains are

manufactured in New Zealand

using the highest quality metals

and expert technique. Each

piece is made-to-order and is

hand assembled with the utmost

attention, care and detail.

PINK KIMBERLEY

SAMS GROUP AUSTRALIA

pinkkimberley.com.au

The Kimberley Adaira Necklace is a refined

celebration of Australian design, where

flowing form and expert craftsmanship

honour the extraordinary beauty of Argyle

pink diamonds. Set in 18-carat gold, each

pink diamond reveals a captivating depth

of colour inspired by the landscapes of

Australia’s East Kimberley region.

ROSEFIELD

DESIGNA ACCESSORIES

designaaccessories.com.au/rosefield

Rosefield’s Pearl Link Necklace pairs lustrous

pearls with bold rectangular chain links

in gold-plated stainless steel. Adjustable

36–44cm length and a rectangular lobster

clasp with pendant (0.94 cm) ensure

versatile, secure wear. Durable plating and

contemporary silhouette make it a high-

margin, trend-right addition for retailers

seeking timeless yet modern jewellery.

SAPPHIRE DREAMS

SAMS GROUP AUSTRALIA

sapphiredreams.com.au

These 9-carat Sapphire Dreams

necklaces are thoughtfully designed

to embody refined simplicity and

enduring beauty. Each piece is

meticulously crafted to let the natural

brilliance of Australian sapphires

from Central Queensland take centre

stage. With clean, elegant settings

and a contemporary Australian design

approach, our pieces celebrate the

uniqueness of every stone.

SOKLICH & CO.

soklichco.com.au

Soklich & Co celebrates distinctly Australian

fine jewellery, pairing pearls, native gold

nuggets, opals and Argyle-sourced diamonds

to create pendants that carry both provenance

and craftsmanship in equal measure.

THOMAS SABO

DURAFLEX

dgau.com.au/thomas-sabo

Thomas Sabo’s latest releases pair uniquely shaped

cultured freshwater pearls with an organic clasp for

a modern nature-inspired necklace, alongside the

Elyndra chain — a gold-plated 925 sterling silver

piece set with faceted garnets, emerald, imitation

turquoise, rose and citrine stones celebrating

femininity and spiritual symbolism.

UNODE50

TIMESUPPLY

unode50.com.au

Unode50 brings its signature handmade

craft to two standout necklaces. Crafted

in Spain, the range pairs 18 carat

gold-plated rectangular links, and also

features a sterling silver style featuring

a blue faceted crystal. Look no further

for bold, geometric designs built around

creativity and wearable confidence.

May 2026 | 35

TO LAB OR NOT TO LAB?

A Complex Affair

VRAI

SAMUEL ORD on why the consumer love affair with lab-created

diamonds is more complicated than it first appeared.

Few products carry the same

mixture of emotion, symbolism,

and financial significance

as diamonds. Yet, like any retail

product, jewellery remains subject to

commercial pressures, and in today’s

market, while sentiment may shape the

story, price determines the outcome.

It’s a commercial reality: price typically

outweighs not only narrative, but every

other factor in a purchasing decision.

The Great Diamond Debate has waged on for

the better part of a decade, yet this fundamental

truth continues to underpin the conversation.

Every consumer has principles that influence

the products they do and do not purchase.

For some, it may be tradition; for others,

sustainability. Broadly speaking, however,

most gravitate towards the most financially

accessible option, and it’s a dynamic that

continues to shape the jewellery market.

In a review interview with Vogue, a Pandora

spokesperson made a rather bold statement.

Senior vice president Mads Twomey Madsen

suggested that eventually, lab-created diamonds

will become ‘the norm’. In effect, she is

positioning lab-created stones as the default

choice for future consumers.

“Lab-grown diamonds offer better value and

lower impact on the environment. Simply

because the products are identical, they will

become the norm,” Madsen said.

“Many would not have considered buying a

diamond before, but can do it now. And some

choose to get a bigger diamond without

compromising on quality.”

It would be foolish not to acknowledge that this is

exactly what Madsen should be expected to say,

given that Pandora has been exclusively selling

lab-created diamonds for several years. Even so,

the broader premise is difficult to ignore.

It’s debatable whether or not lab-created

diamonds are a lower-impact product when it

comes to environmentalism, and it’s equally

important to question whether ‘sustainability’ is

a genuinely significant criterion for consumers

when shopping for jewellery. The commercial

argument (budget) is far clearer.

For some, it may be tradition;

for others, sustainability.

Broadly speaking, however,

most gravitate towards the most

financially accessible option, and

it’s a dynamic that continues to

shape the jewellery market.

With that said, it’s worth asking if Madsen

reached the correct conclusion while using

the ‘wrong maths’. There is, after all, mounting

evidence to support her prediction.

For example, a large survey of recently married

couples highlighted the rising popularity of

lab-created diamond jewellery. The study,

conducted by The Knot, a wedding-planning

company, surveyed more than 10,000 US

couples who married in 2025.

The 2026 Real Weddings Study found that

61 per cent of consumers who participated

in the survey had purchased an engagement

ring featuring a lab-created diamond,

a 239 per cent increase since 2020.

That figure also represented a significant

increase from 2024, when the number of

consumers purchasing a lab-grown centre

stone surpassed 50 per cent for the first time.

Among many factors, the report attributed this

change to “economic pragmatism.” In other

words, price is proving decisive.

In a recent interview with the ABC, it was

suggested that younger consumers would

drive sales of lab-created diamond jewellery

to new heights in the coming years. Marty

Hurwitz, founder of the Global Diamond Trade

Organisation (GDTO), said market share for

lab-created diamonds could be as high as

70 per cent by the end of 2026.

“These buyers prize sustainability, transparency,

and digital fluency — values that are already

reshaping every corner of discretionary

spending,” Hurwitz said.

“Our research estimates show the current retail

market share between 50 and 60 per cent in

favour of lab-grown diamonds in Australia.”

This shift is not only theoretical. In the same

report, penned by business reporter Yiying Li,

Justin Linney of Linneys in Western Australia

noted a decline in sales of natural diamond

rings priced between $4,000 and $8,000. Within

this bracket, consumers appear increasingly

willing to consider lab-created alternatives.

Myrtle Polymenopoulos, the operations manager

for Austen & Blake in Australia and New

Zealand, offered a more balanced interpretation

of this trend.

36 | May 2026

IKECHO AUSTRALIA

She suggested that lab-created diamonds are not replacing

natural stones but rather expanding the market.

“Lab-grown diamonds are reshaping the world of jewellery,”

Polymenopoulos said.

“They have made larger stones, distinctive settings or bespoke

creations accessible without stretching a customer’s spend.

“It should be a considered choice with consumers fully aware of

the facts and, importantly, the origin of their diamond.”

For some retailers, the rise of lab-created diamonds signals

something broader than price competition. Secrets Shhh, the

23-store fashion jewellery retailer, was sold to overseas interests

after being placed into voluntary administration in December 2025.

Under the management of the insolvency firm FTI Consulting,

Secrets International Pty Limited and its subsidiaries (trading

as Secrets Shhh) were sold to Amaar Jewels, a privately owned

jewellery group headquartered in Dubai.

The company has been rebranded as Secrets by Amaar, and

in a recent interview with 7News, co-founder Mihika Kothari

said the rise of lab-created diamond jewellery represented a

broader cultural shift in how consumers perceive luxury.

“Lab-grown diamonds sit at the centre of that shift, not as an

alternative to fine jewellery, but as its next evolution,” she said.

“The customer who chooses a lab-grown diamond isn’t settling;

she’s investing with intention. She wants something genuinely

beautiful, lasting and aligned with what she believes without

compromising on luxury craftsmanship or modern design.”

“Beyond the ethics, lab-grown diamonds mean buyers can

access larger, higher-grade stones without compromise.

That shift in perception is also reflected at the sales counter.

9News recently published a report detailing the market tension

between natural and lab-created diamonds, which was aired on

A Current Affair.

A contributor to the report was Talitha Cummins of The Cut, who

estimated that lab-created diamond jewellery accounted for more

than half of her business.

(02) 9417 0177 | dgau.com.au May 2026 | 37

To Lab or Not To Lab? | A COMPLEX AFFAIR

“Even up to a couple of years ago, there was a

real stigma around lab-grown diamonds, but

that’s dissipated in the last couple of years

as people understand more about what they

actually are,” she said.

“There’s really a strong demand for lab-grown

diamonds. They’ve democratised the market, and

they just essentially mean that you can get a larger

stone for your money.

“I think lab-growns can make people’s dreams

come true. It’s a difficult time that we’re living in.

People are struggling to make ends meet, and I

think this gives younger people a great option.”

However, the story is not one-directional. Reporters

also spoke with George Bakoulas of the Australian

Diamond Company, who said he has observed

growing consumer interest in natural diamonds.

“So I think that creates a bit of a dilemma for a

lot of people, because it’s not like you’re getting a

fake handbag or a fake watch or anything like that.

They’re ultimately exactly the same thing,” he said.

“I would say the lab-grown diamonds are probably

about 70 per cent to 80 per cent more affordable. I

really think the introduction of lab-grown diamonds

has been a positive thing for our industry, because

it gives the consumer choice.

“Ever since there was a big take-up of lab-grown

diamonds, we’ve started to see the pricing of

natural diamonds come down considerably. In fact,

I think it’s probably the lowest I’ve seen natural

diamonds in terms of pricing for quite a long time.

“It’s been a bit of a win-win for everybody if

you ask me.”

In January, INSTORE published the findings of a

survey of more than 100 jewellery retailers,

gauging sentiment on a range of questions

concerning lab-created and natural diamonds.

More than half (51 per cent) of participants weren’t

worried about lab-created diamonds being a threat

to natural stones. A further 25 per cent said the

category could ‘possibly’ be a threat, while 18 per

cent expressed direct concern.

“Lab-grown diamonds are firmly in the product mix

right now, and numerous jewellers have found a

way to profit from them,” the report explains.

“But the market hasn’t finished having its say

— one jeweller already sees a two-tier market

now: lab for fashion or young buyers. If that split

persists, the category may further diverge, with

lab-grown diamonds potentially moving towards

lower price segments, following the lead of

The key issue remains consumer

confusion around lab-created

and natural diamonds. More

than 70 per cent of participants

acknowledged that the

coexistence of the two categories

led to consumer confusion.

former diamond substitutes like cubic zirconia or

moissanite, while natural diamonds become the

higher-end signal.”

Alongside these shifts, one issue continues

to surface: confusion. The key issue remains

consumer confusion around lab-created and

natural diamonds. More than 70 per cent of

participants acknowledged that the coexistence of

the two categories led to consumer confusion.

When it comes to confusion, there are many

things that likely confuse people. The most

obvious difference is between the two; however,

resale value may be the more confronting reality.

A report, admittedly somewhat unusual, recently

illustrated this. One widely shared example,

reported by Yahoo, highlighted the disconnect. A

Sydney teacher was emotionally stunned when she

discovered what the resale value of her lab-created

diamond engagement ring was. Purchasing for

$9,000 in 2021, it was now valued at just $500.

LAB DIAMONDS

BY DGA

Rob Bates of The Jewelry Wire

highlighted

this report as an example of the ongoing confusion

among consumers.

“Labs are a legitimate product and are here to stay.

However, it is fair to note that they are different

from products jewellers have traditionally carried,

because of their steep price decreases and limited

trade-in value. Perhaps it’s time to discuss—in a

respectful, non-disparaging way—how jewellers

should handle this issue,” Bates explained.

“In 2024, Signet added a note to its lab-grown

jewellery stipulating the stones may lose their

value. I’ve talked to smaller jewellers who offer

similar warnings, and they’re mostly met with

shrugs. People don’t buy engagement rings

expecting to get divorced.”

He continued: “That said, some consumers

clearly do consider diamonds a store of value.

While I don’t believe it should be mandatory, I do

think that jewellers should inform shoppers that

the diamond they’re buying has limited trade-in

value, just as a best practice. It probably won’t

affect sales, but buyers should still know, just

in case. The last thing you want is a customer

having their jaw hit the floor.”

For retailers, this creates a practical challenge.

It’s not just what to sell, but how to explain it.

That challenge points to a broader shift in the role

of the jeweller. Product knowledge is no longer

enough; interpretation is now part of the service.

Education builds trust, and trust builds value.

In this environment, education is emerging as a

key differentiator. Customers today are not afraid

to ask questions. In fact, they expect answers.

Whether it’s understanding the difference

between diamond types, metal choices, or design

considerations, the jeweller who can clearly and

confidently guide that conversation immediately

stands apart.

But this is not about overwhelming the customer

with technical detail; it’s about clarity. It is about

giving customers the confidence to proceed.

Because while price may be driving the shift

towards lab-created diamonds, it is confidence

- in the product, in the information, and in the

retailer - that will ultimately determine where

that sale is made.

2017 2018 2018 2019 2024

2024

Lady Gaga

Emma Watson

Penelope Cruz

Cara Delevingne

ANABELA CHAN

VRAI X ORO ATELIER SWAROVSKI VRAI X STELLA MCCARTNEY

Rihanna

ANABELA CHAN

Pamela Anderson

PANDORA

38 | May 2026

FAIR WRAP UP

Amazing Adelaide

2026 AUSTRALIAN JEWELLERY FAIR

Adelaide delivered. ANGELA HAN reviews an

Australian Jewellery Fair that surpassed all expectations.

T

he local jewellery trade gathered

in Adelaide, with the Australian

Jewellery Fair closing with a

pervasive sense of optimism.

Sentiment among suppliers and retailers at

the Adelaide Convention Centre was broadly

positive, with general feedback once again

centred around being ‘pleasantly surprised’

with the enthusiasm around trading despite

ongoing adverse economic conditions.

As is so often the case, much of the feedback was

also centred on the ‘small details’ – food, drink,

entertainment, and networking opportunities –

which, despite serving as an entrée at trade shows,

often leave a lasting impression. These elements,

while secondary to business on paper, once again

played a critical role in shaping the experience.

This should perhaps come as no surprise,

given Adelaide’s stellar reputation as the

‘Festival City’, renowned for its world-class

food, wine, and scenery.

This year’s event marked a notable shift in

direction, with organiser Expertise Events

relocating the fair from its Gold Coast base.

It was a move that managing director Gary Fitz-

Roy described as a calculated reflection of a

broader strategy to keep the event dynamic

and responsive to industry needs.

Early feedback suggests the industry has

responded enthusiastically, embracing both

the new setting and the opportunity to

engage in a refreshed format.

“The industry truly embraced Adelaide and

everything it has to offer,” Fitz-Roy told Jeweller.

“These events are a conduit that brings buyers

and sellers together under one roof, and we

strive to do that in a professional manner

that works for everyone. After a number of

discussions with people on Monday afternoon

and the positive feedback received, we left

Adelaide feeling that was achieved.”

That sentiment was echoed by exhibitors, many

of whom viewed the Adelaide edition as both a

logistical success and a meaningful opportunity

to reconnect with customers.

The Australian Jewellery Fair was an important

moment in time for BECKS, a major sponsor of

the event.

The South Australian industry supplier

celebrated its 50th anniversary on ‘home turf’.

BECKS CEO Gavin Baird said it was fantastic to

see the industry hit the road.

“We were really pleased with the event, with

strong attendance, particularly on Sunday, and a

valuable opportunity to connect with customers

and buying groups while showcasing our latest

releases,” Baird explained.

"Having the fair in Adelaide also allowed us to

welcome customers into our factory, adding

a deeper, more personal dimension to those

conversations.”

A similar appreciation for the fair’s ability to

foster meaningful connections was shared by

other suppliers. Indeed, the same could be

said for the staff at Timesupply – distributors of

Coeur de Lion, Nomination Italy, and Unode50,

among others – and Ken Abbott said it was

terrific to see buyers and suppliers right from

across the country embrace the change.

"The Adelaide Jewellery Fair was a resounding

success for Timesupply, offering a unique chance

to reconnect with retail partners in a warm and

welcoming setting," Abbott said.

“We once again had a

successful fair; it was

nice to see a positive

atmosphere, strong

attendance, and

meaningful connections

across the industry.”

“A terrific two-day event,

thoughtfully hosted by the

team at Expertise Events.

Very well attended and

good to see everyone and

hear how their businesses

are performing.”

“It was a very successful

show, positive feedback from

customers, great to connect

with existing clients and

meet a lot of new customers

from South Australia,

which we probably wouldn’t

have connected with so

efficiently.”

“It was wonderful

to connect with our

customers and suppliers,

new and old, and to

celebrate at what was a

fabulous turnout, proving

once again how much

Jewellery can lift our

spirits for a lifetime.”

“We were delighted with

attendance numbers

and the overall buzz of

the show; it felt like an

encouraging boost a

lot of people need at

the moment. It’s always

great to connect with the

industry face-to-face, and

the venue was fantastic.”

Mark McAskill

Mark McAskill Jewellery

Dave Paterson

Paterson Fine Jewellery

Steve der Bedrossian

SAMS Group

Gerri Maunder

Gerrim

Brendan McCreesh

O'Neil's

May 2026 | 39

Fair Wrap Up | AMAZING ADELAIDE

"The event's theme, We Gather to Grow, was

perfectly encapsulated as we caught up with

retail partners from across Australia - including the

Northern Territory, Queensland, Western Australia,

Victoria, Tasmania, New South Wales, South

Australia - and seven retailers from New Zealand.

"It was heartening to see so many familiar faces."

Looking ahead, the momentum generated in

Adelaide appears set to carry forward as the

event continues to evolve. The new strategy

of rotating trade show locations will continue

next year, with attendees informed that the

2027 Australian Jewellery Fair will be hosted in

Cairns, Queensland. Dee Bolton of Bolton Gems

said the countdown was already on.

“The Adelaide show was absolutely brilliant. Such

a great energy across the floor, with an exceptional

mix of exhibitors and really engaged buyers, which

made it a standout for us,” Bolton said.

“It’s always a highlight on our calendar, and

we came away feeling really positive about the

industry and what’s ahead. Already looking

forward to the next one.”

This forward-looking optimism was a consistent

refrain among exhibitors. This sentiment was

echoed by Erica Miller at Ikecho, who said

spending one-on-one time with buyers was an

invaluable opportunity for exhibitors.

“It was great to be in Adelaide for this year’s

Australian Jewellery Fair, catching up with all our

stockists, reconnecting with long-time customers

and meeting new faces in the industry,” she said.

“It’s always a highlight to strengthen these

relationships and welcome new customers to

the Ikecho community. Our new pieces were

very well received, and we’re grateful for the

positive feedback.

Miller added: “We look forward to continuing

the momentum and being in Cairns next year.”

Beyond individual exhibitor experiences,

the broader structure and format of the fair

also drew praise. The contrast between the

Australian Jewellery Fair and its ‘big brother’,

the International Jewellery Fair, has been noted

in recent years, with suppliers and retailers

alike enjoying the tabletop, informal format that

encourages more casual communication among

participants.

“We love the casual, friendly vibe; the fair ran

smoothly and was well organised. Everyone, buyers

and sellers, loved that you were provided with food

and drinks. Because of this, the sales staff and

customers could focus on what they were there

for, making sales and purchases,” explained Lexie

Soklich of Ellendale Diamonds.

“The sales staff to buyer's ratio was great as

a business; it was worth every penny. Unlike

the International Jewellery Fair, it was more

personable and well-priced. We are looking

forward to the 2027 Cairns Jewellery Fair.”

Innovation within the event layout also

continued to gain traction. Taking inspiration from

international trade shows, The Village returned

after a strong debut in Sydney last year. Led by

Retail Edge Consultants, the grouping of multiple

exhibitors, with an emphasis on technology, was

well received.

“AJF Adelaide showcased the strength of the

independent jewellery industry, underpinned by

strong collaboration between Expertise Events

and the industry buying groups,” general manager

Leon van Megen said.

“It provided Retail Edge, alongside our technology

partners Zeller and Podium, with a valuable

opportunity to connect with our retail and supplier

community, showcase our upcoming Edge release,

and gather qualitative feedback to help us deliver

the best jewellery-specific products and services

for the independent jewellery industry.”

Duraflex Group Australia – distributor of the

brand such as Thomas SABO, Baume & Mercier,

and Connoisseurs, among others - was another

major sponsor of the event. Managing director

Phil Edwards echoed the sentiments of other

exhibitors, saying it was great to see the industry

embrace the sea change.

“Whilst there was initially some mixed sentiment

around hosting the fair in Adelaide, the strength

of attendance and overall success clearly

demonstrated that rotating locations at this

time of year is both well accepted and

beneficial for the trade,” he said.

“The recent AJF trade fair in Adelaide was

an outstanding success for DGA, with strong

attendance generating a vibrant and highly

positive atmosphere on the Saturday. This energy

made for a very productive and successful event.”

“These events are a

conduit that brings

buyers and sellers

together under one roof,

and we strive to do that in

a professional manner that

works for everyone.”

“It was great to be in

Adelaide for this year’s

Australian Jewellery Fair,

catching up with all our

stockists, reconnecting

with long-time customers

and meeting new faces in

the industry.”

"The Adelaide Jewellery Fair

was a resounding success for

Timesupply, offering a unique

chance to reconnect with

retail partners in a warm and

welcoming setting."

"Perfect weather, and

the overall atmosphere

was upbeat and

enthusiastic. The fair

was so well laid out, and

I am sure everyone was

delighted with how well it

was supported."

"I think the fair was a

hit! We had our whole

conference group turn up

and assemble in our hotel

lobby just prior to the

fair opening – they were

raring to go! So yeah, the

buzz was definitely there."

Gary Fitz-Roy

Expertise Events

40 | May 2026

Erica Miller

Ikecho

Ken Abbott

Timesupply

Josh Zarb

Independent Jewellers

Collective

Glen Pocklington

Nationwide Jewellers

SCAN FOR

COMPLETE

IMAGES &

FULL REVIEW

Industry alignment was another notable

outcome highlighted during the fair. Edwards

praised the three buying groups – Nationwide

Jewellers, Showcase Jewellers, and the

Independent Jewellers Collective – for continuing

recent-year trends and presenting a united front

at a single location.

“A particularly significant highlight was the

presence of all three buying groups under one

roof, united in their full endorsement and

support of a single fair,” Edwards said.

“This level of alignment is a major step

forward for the industry and contributed

greatly to the event’s success.”

Indeed, the second day began on a high

note, with the buying groups hosting an

educational seminar on upcoming changes to

financial reporting requirements affecting the

jewellery trade. The strong attendance further

underscored the industry’s appetite for both

commercial and educational engagement.

Despite an early start time

ahead of a busy second

day, the seminar was

attended by more than

twice the anticipated

number of visitors, and

Nationwide Jewellers

general manager Glen

Pocklington said it was

great to see so many

jewellers taking the

changes seriously.

“I think the fair was

a hit! We had our

whole conference

group turn up and

assemble in our

hotel lobby just prior to the fair opening – they

were raring to go! So yeah, the buzz was

definitely there,” Pocklington said.

“Following on from two days at our Time Out

conference, where we re-focused members’

attention on social media as an essential

marketing channel, our members turned up to

the fair really open to seeking out newness for

their stores. The energy from our members and

preferred suppliers was great throughout.”

The ‘Collective Gems App’ was launched by

IJC in Adelaide, and CEO Joshua Zarb described

the voyage to South Australia as a sensational

experience.

“Perfect weather, and the overall atmosphere was

upbeat and enthusiastic. The fair was so well laid

out, and I am sure everyone was delighted with how

well it was supported,” Zarb said.

“Sunday was a blur, and people were

everywhere - it was such a great event for

our industry. Well done to all concerned.”

With Adelaide setting a high benchmark,

attention has already turned to the fair’s next

destination. The next time the industry gathers

for the Australian Jewellery Fair, it will be

in Cairns, the world-famous gateway to two

UNESCO World Heritage sites: the Great

Barrier Reef and the Daintree Rainforest.

Cairns is a logical ‘next stop’ for this version of the

Australian Jewellery Fair – with the city’s legendary

‘laidback’ atmosphere and consistently pleasant

climate an ideal backdrop for the informal format

of the trade shows. Expertise Events has outlined

a plan to rotate between metropolitan and regional

locations in the years ahead, and Fitz-Roy said that

“It might sound a bit old school, but my personal

highlight from Adelaide was the feedback we

received on the final day. Exhibitors going out of

their way to find you before they leave and say

thank you,” he said.

“Moving forward, visitors will get the chance to

see new destinations, the show will remain

engaging and fresh, and our focus will remain

consistent – doing what’s right for the industry."

Before then, the International Jewellery Fair will

be hosted at the International Convention and

Exhibition Centre in Sydney’s Darling Harbour,

beginning on 22 August.

"We were really pleased

with the event, with

strong attendance,

particularly on Sunday,

and a valuable opportunity

to connect with customers

and buying groups while

showcasing our latest

releases."

"AJF Adelaide showcased

the strength of the

independent jewellery

industry, underpinned

by strong collaboration

between Expertise Events

and the industry buying

groups."

"A particularly significant

highlight was the presence

of all three buying groups

under one roof, united in their

full endorsement and support

of a single fair."

"The Adelaide show was

absolutely brilliant. Such

a great energy across the

floor, with an exceptional

mix of exhibitors and

really engaged buyers,

which made it a standout

for us."

"We love the casual,

friendly vibe; the fair ran

smoothly and was well

organised. Everyone,

buyers and sellers, loved

that you were provided

with food and drinks."

Gavin Baird

Becks Group

Leon Van Megen

Retail Edge

Phil Edwards

Duraflex Group

Dee Bolton

Bolton Gems

Lexie & Chris Soklich

Soklich & Co

May 2026 | 41

BUSINESS

Strategy

Retain: Talented employees

are always in short supply

Worried about losing your key performers?

RYAN ESTIS reveals the keys to keeping talent in your store.

Which of your people, if they told

you they were leaving for a job at a

competitor, would you fight to keep?

I mean the person whose presence

makes the work better — who challenges

your thinking, creates clarity where

others add noise, and has shaped the

business in ways no job description

could have anticipated.

The gap between what exceptional

people produce and what everyone else

produces has never been wider. McKinsey

research shows that in complex roles

— sales, management, knowledge work

— top performers are 800 per cent more

productive than average performers.

And the leaders who treat a soft hiring

market as permission to relax on

attracting and retaining high performers

are making a very expensive mistake

when it comes to the people who matter

most. Turnover at the top is not just a

people problem — it's a bottom-line

problem. The cost compounds.

Many leaders are telling themselves a

dangerous story right now: AI is closing

the gap between top performers and

everyone else, so the stakes around talent

are lower than they used to be. It's a

reasonable story. It's also wrong.

Yes, AI boosts lower performers on

routine, bounded tasks — writing

drafts, processing information, handling

structured workflows. That's documented

and real. But that is not where strategic

value gets created. In complex, judgmentintensive

work, the kind your best people

are actually doing, the research tells a

different story.

Top talent and exceptional performers

are always in short supply. The world's

best people don't sit still waiting for the

market to recover. They move toward

opportunity, toward growth, toward

leaders who share their ambition.

The leaders who keep exceptional people

understand that a deliberate retention

strategy is a competitive advantage — and

it's available to any leader willing to build.

I've spent a great deal of time in rooms

with exceptional people, and I've watched

many of them leave organisations that

should have kept them. When employees

leave, it's rarely about one thing.

The pattern is almost never about

compensation alone. It's about the work

environment and company culture they're

being asked to operate in — whether they

feel like the place is built for people who

want to win.

Clarity first, then freedom: We define

expectations precisely, make winning

obvious, and then get out of the way.

The best performers don't want to be

managed into results — they want to be

trusted to find their own path to them.

Ambiguity doesn't humble them; it

frustrates them. They know what they

can produce. They want a target worth

running at — and a work-life balance that

lets them sustain the pace and perform.

A future worth running toward:

Exceptional people want to win, and

progress builds confidence. The more

clearly we paint where we're going —

and make it compelling enough to build

toward together — the more they lean in.

In complex,

judgmentintensive

work,

the kind your

best people are

actually doing,

the research

tells a different

story entirely.

They're not just choosing a job.

They're choosing a chapter.

Make the next chapter worth choosing.

Culture where the best idea wins:

I'm wrong all the time. When we create

an environment where people feel

safe to challenge, contribute, and lead

regardless of title, the best thinking

rises. That's how we win in the market.

Exceptional performers don't want

hierarchy — they want merit. If the

person with the best idea in the room

isn't the one being heard, you'll lose

them to someone who will listen.

Real partnership: The exceptional

people on our staff aren't just executing

job descriptions. They're shaping

the business. They want meaningful

work — the sense that what they do

here matters and that they belong to

something worth building.

The more we treat them that way — with

real ownership, real input, real stakes

— the harder it becomes for them to

imagine being anywhere else.

The secrets to retaining top talent

Understanding what top performers

want and building for it are two

different things.

Start with your employer value

proposition. The best organisations I've

studied are deliberate about the promise

they make to exceptional people.

Mayo Clinic calls theirs "a life-changing

career" — and they mean it literally.

Not just a job that saves lives, but a

place that transforms the employee

experience of everyone who works there.

42 | May 2026

That promise is front and centre in

every recruiting conversation and every

retention decision.

What's your version of that promise?

If you can't articulate it, your best people

will find someone who can.

Have the stay conversation before you

need it. Most leaders wait until someone

is already out the door to ask what would

have made them stay — or, worse, find

out in exit interviews what they could

have fixed six months earlier. By then,

something has broken down.

Retaining employees starts long before

there's a resignation on the table. I

make it a practice to check in with my

key people throughout the year — not in

formal reviews, but in real conversations.

What are you working on that excites

you? What's getting in your way? Where

do you want to go? When you ask those

questions before there's a problem, you

can do something about the answers.

Always be recruiting. Top talent doesn't

wait for an open requisition. I pipeline

talent constantly — it's part of my

weekly rhythm. When a role opens,

I want options already in motion,

not a blank page.

And I want a reputation as the kind

of leader people want to work for,

long before they need a job. If your

competitors have someone exceptional,

you should know who they are. That's

how you build a team that consistently

operates above the market.

Develop relentlessly. The best sales

organisations train every day. The best

performers on any team are investing in

their own career growth.

They expect their leaders to invest in

it too. Professional development isn't

a perk.

It's the agreement we make with

exceptional people when they choose to

give us their best. If I'm going to ask a lot

of my people, I have a responsibility to

make them better. Coaching, feedback,

real growth opportunities — that's how

you earn the right to keep asking.

Don't be afraid of courageous

conversations. Top performers thrive in

environments where expectations are

clear, and nothing festers.

What drives them out is leaders who

avoid the direct conversations that

high performance requires. That

means the courage to tell someone

they're falling short before it becomes

a pattern. The courage to ask a star

player what they need before they've

already decided to leave.

Leaders who build that kind of honest

environment don't just retain their best

people — they give them a reason to

raise their own standard. Courageous

conversations aren't the hard part of the

job. Avoiding them is.

Finally, make growth the offer. I tell the

young talent in my orbit the same thing:

hire your boss. Make sure the person

you're going to work for will pour into

you, develop you, and spend real time

with you.

That's a career accelerant — or a

significant setback — and it matters far

more than the company name. When

I bring exceptional people into my

organisation, I make them a version

of that promise.

WHAT ARE

TALENTED

WORKERS

LOOKING FOR?

Clarity then

freedom

The best

performers

don't want to be

managed into

results; they want

to be trusted.

A promising

future

The more clearly

we paint where

we're going, the

more they lean in.

Let the best

idea win

When we create

an environment

where people feel

safe to challenge

and contribute,

the best thinking

rises.

Authentic

investment

When a talented

employee

feels personal

ownership over

a business, the

harder it becomes

for them to leave.

You give me everything you have,

compete, and contribute, and I will be an

ambassador for you for the rest of your

life. That's an offer that's hard to walk

away from.

Who are the leaders who keep

exceptional people?

The leaders who consistently retain top

talent don't treat retention as a program.

It's not an initiative you launch when

someone resigns. It's the natural result of

leading well — building clarity, investing

in growth, and creating a culture where

the best ideas win, and people feel like

genuine partners in what's being built.

Those businesses don't just keep their

best people. They attract more of them.

Exceptional people talk. They refer their

best colleagues to leaders they trust and

organisations where they've seen what

good looks like.

That compounding effect — on

performance, on culture, on your ability to

compete — is the real return on humancentred

leadership.

Build the culture that retains exceptional

people. The leaders who retain top talent

aren't running better programs. They're

building better environments — where

expectations are clear, growth is the

offer, and people feel like partners in

something worth building.

RYAN ESTIS is keynote speaker and

management consultant with more

than 20 years’ experience as a sales

professional and leader.

Visit: ryanestis.com

May 2026 | 43

BUSINESS

Selling

Building sales credibility the easy way

How can you convince potential customers that your business is right for them?

TOM MARTIN explains the secrets behind credibility in sales.

During a recent webinar I hosted,

an attendee asked an interesting

question about building credibility

as a salesperson.

Truthfully, I told him, if you're waiting until

the ‘discovery’ phase to create credibility,

you may already be too late.

Before the customer ever agreed to

meet with you, they researched you online,

and that is where the first impression was

formed.

Removing them makes you sound more

authoritative, competent, and most

importantly, confident.

It’s hard. This is possibly the hardest

presenting trick to master; however, the

first step is to try.

Being aware of the ‘words between the

words’ will help you tune in to your own

speech. Then develop an approach to help

you break the habit.

Dress for success

With that said, assuming you’ve already

achieved a strong first impression,

there are many things you can do

when speaking with potential customers

to build your credibility and authority.

Consultation and not performance

You’re not there to perform for them or

win their approval. They’ve already

formed a first impression of you and

your business, so your goal is to

reinforce the impression.

Unless, of course, you haven’t done

the work to create a great first

digital impression, but that’s another

conversation.

If they are in your store, they’ve already

assumed you’re qualified to help –

your goal is to ensure that they head

home convinced they were right.

Direct questions get direct answers

Even if the answer isn't in your ‘best

interests’ or might endanger your chances

of winning the sale, don’t obfuscate.

I still remember a pitch I made to a

law firm more than 20 years ago.

The managing partner had a few

very direct questions.

My answers didn’t paint our business

in the most compelling light; however,

I sucked it up and gave honest answers.

Later, after we’d won the business,

I asked why they picked us.

Talk in Tweets

Succinct sells! Did you see what I did

there? Everyone struggles to state their

thoughts concisely.

Practice answering questions and

talking about your business using as

few words as possible while maintaining

clarity.

Customers will notice. There should be

no wasted words. Everything is short,

simple, and most importantly, memorable.

I promise you'll never struggle to build

credibility with customers.

Not everything is relevant

You may have a great example to share,

perhaps a story about an experience

with another customer.

Unless it speaks directly to this

customer’s specific request,

save it for another day.

Sometimes, sharing anecdotes sends the

subconscious message that you see the

customer and their request as a ‘category’

rather than as a unique, individual matter.

This is possibly

the hardest

presenting

trick to master;

however, the

first step is to try.

I'll be honest, this one is my personal pet

peeve. Ever since COVID-19, people have

become far too comfortable with dressing

very casually.

Dress in a manner that matches your

customer’s expectations – that may be

different for every jewellery store. And if

you don't know their expectation, go with

business casual, or better, classic business.

I've never met a serious business leader

who penalises people for overdressing,

but lately, I’ve met far too many people

who step into work looking like they

should be at the gym.

Credibility is built one interaction at a time

Credibility is a higher form of trust and,

in my opinion, the key driver of business

success, especially when it comes to sales.

Remember, you’re selling the promise of

a future outcome. Who is better suited to

deliver that outcome than your business?

The answer, in your mind, should be no one.

So, leave nothing to chance. Every

conversation, email, and text you send to

a customer either builds or detracts from

your credibility.

When you’re speaking face-to-face, that

credibility impact is magnified.

So, focus on the details, the little things

that subconsciously make or break your

credibility-building efforts.

Your business will thank you later.

Without missing a beat, the managing

partner said that it was my direct and

honest answers to his questions.

Those are the people, he told me,

that you can rely on. You should approach

your customers with the same attitude

and position your business accordingly.

Every customer feels that they are

different and should be treated as such.

Umm…don't hesitate

Practice speaking without using filler

words: um, err, eh, etc. Science shows

they silently destroy your credibility.

TOM MARTIN is an author, keynote

speaker, and the founder of Converse

Digital, a sales and marketing agency.

Learn more: conversedigital.com

44 | May 2026

BUSINESS

Management

Mastering the art of the ‘micro moment’

As the old saying goes, from small things, big things grow.

JEANNIE WALTERS discusses the importance of conquering the little details.

What are ‘micromoments’? In any

customer journey, there are countless

small efforts. These include efforts from

the company serving the customer and

effort from the customer themself.

After all, the customer journey is really the

journey of a relationship. The customer

might be buying a product, but they’re also

engaging with the business in a thousand

small ways.

Think of the simple act of buying

something through a digital channel:

The customer must seek out the business

somehow. The customer must start by

making the effort to find where to buy.

The customer must ensure it’s the right

product. The business should be putting

in some effort to provide ways to explore

these questions and communicate that

it’s in stock, ready to ship, and so on.

The customer must then trust the entire

process enough to make a payment. If

the customer wants to use a specific

payment option and it isn’t offered, that

could be enough to prompt the customer

to abandon the process.

And while it’s tempting to create big

moments for every big thing along the way,

the customer journey itself is full of small,

almost forgettable ones.

Those forgettable moments are

sometimes designed to be forgotten;

however, some are just waiting for a little

attention. Those moments can serve

an amazing purpose in your customer

experience goals.

I call these ‘micromoments’. These are the

moments that are easily overlooked but

have the potential to build trust with your

customers. They also have the power to

erode trust along the way.

Do you know your customer experience

micromoments? Most business

owners don’t; however, they are what

lead to the most amazing customer

journeys. It’s worth taking a look at

your customer’s journey to identify

what is working, what’s not, and what is

most likely being overlooked.

Because they’re small, micro moments

are easy to overlook or neglect. They

can also be easy to dismiss for the

same reason.

But these moments have a big impact

— so keep an open mind about how they,

when transformed into positive steps

along the journey, build a more trusted

relationship with your customers.

When working with clients on their

own micro-moments, we’ll create lists

of potential points of neglect along

their journey. These are moments that

are “fine” or sometimes what I call

“meh moments.”

They are the places where it doesn’t

feel worth it to invest in making things

better because “it’s fine the way it is”,

or “we don’t get complaints”, or “it’s

how everyone in our industry does

it.” Those are all excuses! They aren’t

acceptable reasons to neglect the

moment and the customer.

Once these are identified, they are

noticed. These moments need to go

from being neglected to being noticed in

your customer’s journey. Consider the

following examples.

The ‘Whatever’ Welcome: In many

customer journeys, the emphasis is on

attracting the customer to join. There are

huge investments in marketing, wooing

people into becoming customers.

Then, once the customer makes the

purchase and responds to the call, much

of the attention dies away. They don’t

feel welcomed - they feel sold to. This

happens in business-to-consumer (B2C)

and business-to-business (B2B) contexts,

usually because the organisation's

priorities shift toward operational

delivery rather than acknowledging,

thanking, and guiding the customer.

The customer

might be

buying a

product, but

they’re also

engaging with

the business

in a thousand

small ways.

Punitive Payments: In an ideal world,

payment is so easy that the customer

doesn’t notice it, except for knowing what

they paid and when.

With that said, far too often this moment is

full of punitive language and obstacles the

customer is forced to jump through.

In B2C, this can happen when the

customer must set up an account in ways

that don’t reflect their time. It can show up

when the payment options the customer

prefers aren’t available to them, and they

don’t see that until the payment page.

This moment, while the one most

organisations and customers want to think

about the least, is such a ripe opportunity

to show gratitude and make things just a

bit easier for the customer.

Drifting Customer Moments: What are

the moments of neglect that prompt a

customer to be open to shopping around?

Business leaders often don’t know what

these moments are. They say things

like “that customer left us because

we increased our prices.” But that

customer may have been threatening to

leave for a long time, but possibly not in

so many words.

The grass is often greener, at least for a

little while. Identifying these moments

is a way to provide more than expected

at each point of the journey, not just the

obvious ones.

Why are micro moments so important?

For all these reasons, customer

experience is important to your

organisation.

Investing in micro moments means

showing up for customers in positive,

surprising ways. That means keeping

customers happier, which leads them

to spend more with your brand. Not

only that, but these moments can drive

positive word-of-mouth marketing and

increased referrals.

For such a small thing, micro moments

can pay off in big ways.

JEANNIE WALTERS is founder and

CEO of Experience Investigators.

Learn more: experienceinvestigators.com

May 2026 | 45

BUSINESS

Marketing & PR

The role of social media in business trust

Consumers may see your business, but do they trust it?

SIMON DELL discusses the inner workings of trust on social media.

Social media has become a vital tool

for building and maintaining trust with

consumers. The way your company

engages on social platforms can directly

influence public perception, customer

loyalty, and even revenue growth.

While these numbers indicate

engagement, they don’t necessarily

correlate with trust. Business leaders

should look at metrics that reflect

sentiment, business perception, and

customer satisfaction.

Understanding the strategic role of social

media in cultivating trust is essential

for any organisation seeking to maintain

credibility in a competitive market.

Social media is a trust amplifier. Trust is

the cornerstone of any lasting relationship

between a business and its consumers.

Social media provides a platform

where businesses can communicate

authentically, respond to customer

concerns, and demonstrate transparency.

When executed strategically, social

engagement conveys consistency,

reliability, and a commitment to customer

satisfaction, qualities that are key

indicators of trustworthiness.

Unlike traditional advertising, which can

feel one-sided and scripted, social media

allows for two-way communication.

Customers expect businesses to listen as

well as speak.

Consistency across channels:

One of the most critical aspects of trust

is consistency. Inconsistent messaging,

irregular posting, or conflicting content

can quickly erode customer confidence.

Social media specialists play a key role

in aligning content with broader brand

messaging, ensuring that every post

reinforces the values and voice of the

business.

Transparency and responsiveness:

Transparency has become non-negotiable

in the eyes of consumers.

Businesses that acknowledge

mistakes, clarify misunderstandings,

or proactively share updates are

more likely to earn customer loyalty.

Social media provides a direct line of

communication for these moments.

Business leaders should recognise that

responsiveness, quickly addressing

inquiries or complaints, signals a

commitment to accountability.

Social proof and community validation:

Trust is often reinforced by what others

say about a business.

Social media gives businesses the

opportunity to showcase customer

experiences through comments,

reviews, and user-generated content.

When audiences see genuine interactions

and positive feedback, it strengthens

credibility far more than traditional

advertising.

Encouraging these conversations requires

consistent community engagement.

Businesses that work with experienced

freelance marketers are often better

positioned to highlight customer

stories, respond to feedback, and build

a supportive online community that

reinforces trust.

Aligning social media with strategy:

Social media builds trust most effectively

when it aligns with the broader marketing

strategy. When messaging across

channels is inconsistent, it can create

confusion and weaken credibility.

Building authority through leadership:

Another dimension of trust is authority.

When your business demonstrates

expertise in its field, audiences are more

likely to trust your products or services.

Social media is an ideal platform

for showcasing thought leadership,

whether through insightful posts, expert

commentary, or engaging content series.

Business owners who actively support

this strategy reinforce the credibility of

their brand and the leadership team itself.

Trust beyond likes and follows:

It’s easy to fall into the trap of measuring

social media success solely by vanity

metrics such as likes, shares,

or follower counts.

Businesses that

acknowledge

mistakes,

clarify misunderstandings,

or proactively

share updates

are more likely

to earn

customer

loyalty.

Key indicators include response time to

customer queries, sentiment analysis

of comments and mentions, and the

increase of user-generated content

endorsing your business. Advanced

analytics tools can quantify these aspects,

helping leadership make informed

decisions about social media investments.

Combining these insights with a strategic

approach ensures that social media

activity contributes to brand trust,

rather than just superficial engagement.

Crisis and reputation protection:

Social media is a double-edged sword.

A single negative post or viral incident can

threaten hard-earned trust. Preparing for

such scenarios is required for protecting

brand reputation. Having a plan in place,

guided by experienced social media

professionals, allows companies to

respond swiftly and appropriately.

Social media managers often bring

crisis management expertise without the

overhead of a full-time hire. By managing

crises proactively, businesses can turn

potentially damaging situations into

opportunities to demonstrate integrity

and accountability.

Cultivating long-term relationships:

Ultimately, social media trust-building

is about relationships. Business owners

should encourage initiatives that foster

ongoing engagement rather than one-off

campaigns. Authenticity, consistency,

responsiveness, and thought leadership

collectively contribute to a business image

that customers respect and rely on.

By investing in social media strategically,

organisations reinforce credibility,

inspire loyalty, and enhance customer

lifetime value.

SIMON DELL is co-founder and CEO

of Cemoh, a Brisbane-based firm that

provides marketing staff on demand.

He specialises in digital marketing and

brand management. Visit: cemoh.com

46 | May 2026

BUSINESS

Logged On

Don’t let negative comments hurt your business

Everyone has an opinion - but don't let the leak turn into a flood.

BARRY URQUHART reveals the secrets to managing negative feedback.

We live in cautious and uncertain times.

Negative reviews can be destructive.

Non-edited and unmonitored

comments, perceptions, allegations,

contentions, and attitudes on social

media channels, are damaging

businesses on a daily basis.

For jewellery retailers in particular,

where trust, craftsmanship, and emotional

purchases intersect, the reputational

stakes are especially high. A single

unresolved complaint can undermine

years of brand-building.

The democratisation of technology

empowers consumers, exposes

businesses, and provides platforms

for the aggrieved with little or no

editorial oversight, fact-checking,

moderating or critical analysis. While this

accessibility has benefits, it also creates

an environment where opinion can be

mistaken for fact.

The most vulnerable to these potentially

toxic missives are small to medium-sized

enterprises, which typically lack the

capacity and capital to effectively address,

neutralise, refine, remove, and moderate

these contentions and emotive statements.

Disturbingly, the consequences can

be profound, immediate, widespread,

ongoing, and expensive. In a trade driven

by referrals and repeat business, even

short-term reputational damage can

have long-term commercial implications.

Indeed, dealing with negative reviews

can be complex, resource-intensive,

and time-consuming. Therefore,

monitoring social media channels and

all other platforms is imperative and

non-negotiable. They are an integrated,

disciplined presence that needs to be

respected and protected.

Plan it out: Respecting, and protecting

businesses from online comments has

strategic implications and consequences.

It warrants the documentation and

implementation of a social media

management plan that is part of and

contributes to the broader company

strategic plan.

The content and context should be uniform

and universal.

It is personal: For consumers, customers,

and clients who are sufficiently motivated

to enter social media comments, the

issues are personal. Authenticity and

accountability resonate far more strongly

than corporate language.

In many instances, a key underlying factor

is the perception that they and their issues

are not being recognised, respected

and responded to. Therefore, responses

need to be individualised, personal and

personable. Use of collective nouns,

including “we”, “the team” and “our group”

needs to be set aside.

Presume nothing: Comments, allegations,

and contentions are often unsubstantiated,

not fact-checked, and have questionable

justifications.

Therefore, initial responses should not

necessarily imply acceptance of guilt,

sorrow, shame, or apology.

It is reasonable for a dedicated,

experienced, and authorised individual

who is responsible for addressing,

mediating, and resolving issues to pose

several probing questions to establish the

facts and basis of online commentaries.

Discipline and objectivity are virtues.

Address the specifics: Many negative

social media comments are emotive,

non-specific, subjective, and reflect a

“victim mentality.”

Disturbingly,

the

consequences

can be

profound,

immediate,

widespread,

ongoing, and

expensive.

Avoid and minimise emotional – often

personal – distractions.

Get offline: As a sweeping generalisation,

it is preferable to get the issue, the

complainant, and the issue resolution

process offline.

Indeed, ideally, the text should be removed

to enable, encourage, and facilitate

addressing the matter at hand personally,

privately, and confidently.

Adjectives should be minimised, and

emotions contained. Nuances, inherent

in the spoken word, project intent and

can establish integrity. Verbal exchange

is immediate, and pauses are powerful

instruments in making statements. It’s an

artform, which cannot be utilised online.

Secure agreement: Achieving consensus,

agreement, and resolution is challenging.

Maintaining it is also complex. Keeping the

topic offline is typically advisable.

Therefore, detailing what has been agreed

and concluded is fundamental. Re-entering

the social media channel is relatively easy,

prompt and can be destructive.

Rekindling the matter is usually perceived

to be an elevation. Hence, the company

need to be considered, reasoned and

reasonable – but above all, structured.

Follow-up: Placating “ruffled” emotions

is fulfilling. It is usually the first step in a

longer journey. Personal verbal follow-ups

help maintain equilibrium.

Confirming, reassuring, and reinforcing are

the foundations of peace of mind. Utilise

them. There are no shortcuts.

The overall process of monitoring,

addressing, redressing, moderating,

and managing online comments about

brands is involved. It requires commitment,

discipline, and diligence. Your business

deserves nothing less.

Even negative feedback can become an

opportunity to demonstrate integrity,

strengthen relationships, and differentiate

your business.

In isolation, care must be given to

considering, determining, and carrying

out the essential fundamentals relating

to online presence, including purpose,

short-term targets and specific tactics.

Resolution of such is difficult, if not

impossible. Therefore, a strong focus on

what is justifiable, resolvable, equitable

and appropriate is important. Fairness and

equity do not necessarily come easy.

BARRY URQUHART is managing

director of Marketing Focus. He has been

a consultant to the retail industry since

1980. Visit: marketingfocus.net.au

May 2026 | 47

My Bench

Hannah Saxton

Jewellery by Hannah Mimosa

• AGE: 27 • YEARS IN TRADE : 1 • FIRST JOB: Certificate II Engineering (Jewellery), Certificate III Jewellery • FIRST JOB: Making my own beaded jewellery

FAVOURITE GEMSTONE Australian Parti

Sapphire.

FAVOURITE METAL Yellow Gold.

FAVOURITE TOOL Needle Files.

BEST NEW TOOL DISCOVERY Cutting discs

on the micro motor.

BEST PART OF THE JOB Getting to work with

beautiful gemstones and making beautiful

things for people to enjoy.

WORST PART OF THE JOB Dirty hands

from polishing!

BEST TIP FROM A JEWELLER Don’t let

perfection get in the way of good.

BEST TIP TO A JEWELLER It’s not always a

race! Quality over pace.

BIGGEST HEALTH CONCERN ON THE BENCH:

Posture.

LOVE JEWELLERY BECAUSE It brings people

joy, and it’s such a fun and creative outlet. I

love making gifts for family and friends with

my skills in jewellery, and the options for

creativity are endless.

48 | May 2026

May 2026 | 49

OPINION

Soapbox

The future of jewellery retail is not

product, but consultation

Relationships are worth more than transactions.

JOHNNY SHERRY reveals key changes in the modern market.

For decades, retail jewellery has been

built around product. Display cases filled

with rings, branded cabinets, stock on

hand, seasonal promotions, and

discount events to drive traffic.

It’s a model that has worked; however,

I believe it’s also the very reason many

jewellers are now finding themselves

under pressure. Because the truth is,

the traditional product-led retail model

is no longer where the real value lies.

The jewellers who recognise that, and act

on it, will define the next era of our industry.

The shift is already happening

Today’s customer is not the same as the one

we served 10 or 20 years ago. They are more

informed and more considered. They are

more emotionally invested in what they buy.

Particularly in categories like engagement

rings, they are not just purchasing an item

- they are marking a life moment. And with

that comes a different set of expectations.

They want to understand what they are

buying, and they want to be involved in the

process. They want jewellery that reflects

them and not something from a tray.

Said another way, they want guidance, and

they want collaboration. They want trust,

and that doesn’t come from a cabinet

full of finished product. It comes from

conversation.

The problem with product-led retail

The traditional model places the product

at the centre of the experience. When the

product becomes the focus, it inevitably

leads to comparison, which in turn leads to

commoditisation.

We’ve all seen it happen. Customers walk

in, take photos, ask for prices, and then

continue their search online. Or they wait

for the next sale. Or they compare you to a

retailer willing to compromise on quality or

margin.

At that point, the conversation is no longer

about craftsmanship, design, or meaning.

It becomes about price. And price is a race

most jewellers cannot, and should not,

try to win.

Consider consultation as the core product.

What we have found in our own business is

that the most valuable part of what we offer

is not the jewellery. It is the consultation.

It’s the process of sitting down with a client,

understanding their story, guiding them

through their decisions, and helping them

create something uniquely theirs.

When done properly, the consultation

becomes the product. The ring, or the

finished piece, is simply the outcome of

that process. This changes everything.

Because when a customer is involved in

creating their jewellery, they are no longer

comparing like-for-like products. There

is no direct price comparison. There is no

same ring somewhere else. There is only

their ring.

Never forget the workshop

The workshop is the most underutilised

asset in our industry. One of the key missed

opportunities I see across the trade is the

underutilisation of the in-house workshop.

At a time when online retailers and offshore

manufacturers can compete aggressively on

price, the one thing they cannot replicate is

craftsmanship combined with consultation.

Repairs, remodelling, and custom design

are not just services; they are points of

difference. They are where trust is built.

They are where long-term relationships

are formed.

And importantly, they are often the highestmargin

areas of a jewellery business, and

yet many jewellers continue to treat them

as secondary to retail product sales. In my

view, that needs to be reversed.

Helping with homework

Education builds trust, and trust builds

value. Another key shift is the role of

education. Customers today are not afraid to

ask questions. In fact, they expect answers!

Whether it’s understanding the difference

between diamond types, metal choices,

or design considerations, the jeweller

who can clearly and confidently guide that

conversation immediately stands apart.

But this is not about overwhelming the

customer with technical detail; it’s about

clarity.

It’s about helping them feel confident in

their decision. And when a customer feels

confident, they are far less likely to focus

purely on price.

They are investing in certainty.

Customers

today are not

afraid to ask

questions.

In fact, they

expect answers!

Breaking the branded dependence

There is no doubt that branded jewellery

has played an important role in many

businesses; however, it also creates a

dependency.

When your offering is the same as the store

down the road, or the website online, your

ability to differentiate becomes limited.

A consultation-led model reduces that

dependency. It allows you to build your own

identity, your own value proposition, and

your own client relationships, independent

of external brands. You are no longer just a

retailer. You are a creator.

The next jeweller generation

Looking ahead, I believe the jewellers who

will thrive are not necessarily those with the

largest range or the most stock.

They will be the ones who will prioritise

consultation over transaction and integrate

their workshop into the customer

experience. The jewellers who succeed

in the future will provide customers with

education defined by clarity and confidence,

and focus on long-term relationships rather

than immediate sales.

Because ultimately, jewellery has never

just been about the object itself. It is about

what it represents, and that meaning is not

created in a display cabinet.

It is created through conversation,

understanding, and craftsmanship.

Final thought

Our industry is not in decline; however,

it is changing. The opportunity is still

very much there. But it requires a shift in

thinking - from product to process, from

selling to guidance, and from transactions

to relationships.

The jewellers who embrace that shift will

not only remain relevant, they will lead.

Because in the end, the future of jewellery

retail will not be defined by what we sell.

It will be defined by how we serve.

Name: Johnny Sherry

Business: Fishers Jewellers

Position: Owner

Location: Whangarei, New Zealand

Years in the industry: 40

50 | May 2026

International

Jewellery Fair

AUGUST 22-24, 2026


Where trends are

set. Where the

future takes shape.

Define, Connect, Elevate.

Discover more at www.jewelleryfair.com.au/ijf or scan the QR code

Proudly supported by

Organised by

May 2026 | 51

Pink Kimberley pieces go beyond traditional jewellery, capturing the enduring allure of the exceptionally

rare Argyle pink diamond. Every design is intentionally crafted to express individuality and refined

elegance, transforming each creation into a lasting heirloom.

Guided by an unwavering dedication to precision and artistry, we produce pieces that balance luxury

with timeless style. Each design celebrates the distinct character of these highly coveted diamonds,

resulting in jewellery that is not only visually striking but also deeply meaningful.

02 9290 2199

pink@samsgroup.com.au

PinkKimberley.com.au

Become a stockist today!

52 | May 2026

Jeweller - May 2026

Transform your PDFs into Flipbooks and boost your revenue!

Jeweller - May 2026

Transform your PDFs into Flipbooks and boost your revenue!

Delete template?

Save as template ?