JCK 2017 Profiles in Jewelry

THE INDUSTRY AUTHORITY

NOVEMBER/DECEMBER 2017

JCKONLINE.COM

PROFILES IN JEWELRY

ART AND COMMERCE

GO BEHIND THE GEMS WITH YOUR FAVORITE BRANDS

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WHAT

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2018

S E O , S O C I A L M E D I A M A R K E T I N G , A N D T R E N D S S U C H A S Y E L L OW G O L D A N D C O L O R E D S TO N E S W I L L D O M I N AT E T H E R E TA I L J E W E L RY L A N D S C A P E . A N D D O N ’ T F O RG E T A B O U T T H O S E A L L - P OW E R F U L M I L L E N N I A L S !

by Martha C. White

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s the jewelry industry looks ahead to 2018, there are plenty of changes on the horizon. Owners, executives, and experts express optimism even as they contend with disruptions ranging from technology to trends.

Here are the new ideas and top priorities they’re embracing for the coming year.

MARKETING DOMINATED BY SOCIAL AND SEARCH

Corey, co-owner and vice president of marketing at Day’s Jewelers, which is headquartered in Waterville, Maine, and has seven stores across Maine and New Hampshire. “The opportunities today with social networks are tremendous,” he adds. “You can deliver multiple messages to multiple demographics.”

Many jewelers turn to the trinity of social channels—Pinterest, Facebook, and Instagram—to stimulate demand. “That’s the only way to create that desire,” says Lynn McCary Thomas, co-owner and president at McCary’s Jewelers in Shreveport, La. But there’s much more to digital advertising than social media. “We’re also working with influencers,” says Scott Berg, president of Lee Michaels Fine Jewelry, with stores in Louisiana, Mississippi, and Texas, of the social-media marketing technique. “We have a network of people and make sure they’re out there promoting our jewelry.”

The digital domain is increasingly important for reaching customers and delivering messaging that will resonate with shoppers. That begins with establishing a web presence, but merely having a website is not enough.

“We worked hard on improving the functionality of our site because we believe a client wants to engage on your website in a manner that’s convenient,” says Lane Schiffman, co-owner of Schiffman’s, headquartered in Greensboro, N.C., with 11 stores in four states. “We’re E-COMMERCE AS A DRIVER producing blogs and content that are FOR IN-STORE SALES genuinely interesting to our clientele.”

Although e-commerce has been Increasingly, investing in an online around for decades, jewelry retailers presence means getting a handle on have been slow to adopt the practice. search engine optimization, aka SEO, Now, however, more are realizing that according to Shane O’Neill, vice preshaving an online sales platform can —Jeff Corey, Day’s Jewelers ident at Fruchtman Marketing in be beneficial—as much for its role in Toledo, Ohio. facilitating in-person sales as for sell“One of the things that’s old but ing online. now new is SEO,” he says, adding that search is growing in importance because “The actual transactional revenue is not the critical aspect of the online segmore customers do online research prior to shopping, and many use their mobile ment; it’s the influence on upcoming purchasing decisions that really impacts,” devices to find physical stores near them. “Fifty-plus percent of traffic is coming says Harold Dupuy, vice president of strategic analysis at Lafayette, La.–based from mobile devices to websites, and that’s all led by search. And now you’ve got Stuller Inc. “Online has a direct impact on consumers’ buying decisions.” much more competition at local levels.”

The big question: How can jewelers track the customers who come into their Social media advertising helps jewelers cut through the clutter because these store after spending time on their site? platforms give brands the tools to target the most receptive consumers, says Jeff Sophisticated technology capable of performing this kind of tracking does exist,

“Colored gemstones give us a great opportunity to attract younger females to our store. They’re unique— there’s a story behind them.”

(Opposite page) Dancing in the Rain ring in 18k yellow gold with diamonds; $1,401; Nanis; america@nanis.it; nanis.it

9.93 ct. Lightning Ridge black opal ring with 0.74 ct. t.w. paraiba tourmaline and 3.45 cts. t.w. diamonds in 18k gold; $62,000; Pamela Huizenga; 772-871-0033, pamelahuizenga.com

11.65 ct. rose tourmaline flower necklace in 22k gold with white enamel and 0.73 ct. t.w. diamonds; $13,100; Buddha Mama; 305-4392059; buddhamama.com

Liz collection handmade white gold earrings with ruby, tourmaline, aquamarine, and sapphire; $9,800; Nana Fink; contact@ nanafink.com; nanafink.com

18k gold cuff with 4.4 cts. t.w. moonstones; $15,000; Victor Velyan; 213-955-5950; victorvelyan.com

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says jewelry website and marketing expert Matthew Perosi, but the cost and complexity can make it unattainable for smaller stores. So savvy retailers are finding new ways to quantify how an investment in their digital footprint will pay off.

“We need to have more product that’s available online and tell people where they can find it, because we really see it as a tool that enables shopping,” says Marc Bridge, vice president of marketing at Seattle-based Ben Bridge Jeweler. “For a long time, we optimized against direct sales—either they bought something or they didn’t,” Bridge says. “Now we’re optimizing against other metrics like a findin-store lookup. We’ve invested in that as a success metric.”

STORES EMBRACING ENGAGING EXPERIENCES Getting shoppers into stores is a perennial challenge for retailers. These days, jewelers are finding inventive ways to usher a new generation of customers through the door of a brick-and-mortar store after bringing them to the retailer’s “virtual doorstep.”

“Obviously, the internet is a disruptor, but I think what it does is raise the question, How do we offer an experience that can’t be replicated on the internet?”

Berg says. “We’ve had to make sure that every customer who walks through our door has an extraordinary experience.”

Thomas echoes that sentiment, saying that a recent renovation was designed to make McCary’s Jewelers more approachable, with the showroom decked out in white tones; sleek, flush cases; and private rooms for personal consultations. The effect, she says, is similar to that of an Apple store, where products are front and center and customers are encouraged to browse and linger.

Corey says Day’s Jewelers has put out pets’ water bowls and tennis balls printed with the brand’s logo so customers feel comfortable bringing in their four-legged friends. “We remove the intimidation factor,” he says. Encouraging customers to post photos of their cute pooches with the store’s logo in close proximity is an added bonus.

Another critical component of making customers feel comfortable is hiring sales associates who project a welcoming mix of friendliness and expertise.

“A trend that we’re seeing and that will likely move forward over the next five years is investment in employees that really know what they’re doing,” says Anya Cohen, an analyst at research firm IBISWorld. “Having a knowledgeable employee base is increasingly important,” she adds, since store shoppers expect the person behind the counter to know even more than they were able to learn from online resources.

Dream collection 18k rose gold ring with 6.2 ct. Brazilian kunzite and 0.75 ct. t.w. diamonds; $2,980; Mia Katrin for Jewel Couture LLC; 336-329-9341; jeweljewel.com

Drop earrings in 18k yellow gold with 1.99 cts. t.w. sapphire and 0.39 ct. t.w. diamonds; $4,685; Maria Canale; info@maria canale.com; mariacanale.com

SHOPPERS WHO CRAVE COLOR AND VALUE VARIETY When jewelers describe product trends they expect to be strong through 2018, an overarching theme is the industry’s greater focus on the needs and preferences of millennials, aka Generation Y, shoppers who were born in the 1980s and ’90s.

“Millennials don’t want their mother’s jewelry,” says Rick Moore, store director at Bellusso Jewelers in Las Vegas.

Stackables are hot with this group of consumers, according to Blaire Hovis, a fine-jewelry product manager at Stuller. “We’re still seeing a strong trend in stacking and layering, not just with rings, but bangles and cuffs and…necklaces.”

This is appealing to retailers as well as their customers, because the price point to entry is often less than for a single, larger piece. And the nature of the trend encourages multiple purchases and an eclectic variety.

“The trendy stuff can be mixed and matched all day long,” says Thomas, adding that the stackable trend is practically a staple in the bridal space, with women layering multiple bands—such as eternity bands and bands commemorating the birth of children—along with the traditional engagement ring and wedding band.

Customers are seeking out unconventional gemstones, from moonstone and morganite to tsavorite and tourmaline, in a quest to achieve a unique look—a key priority of the millennial shopper, many jewelers say.

“Colored gemstones give us a great opportunity to attract younger females to our store because they’re less traditional,” Corey says. “They’re unique—there’s an intrigue, a story behind them.”

Adds Thomas: “You show a young person a long rectangular tourmaline, they think that’s the greatest. And they love opals—those really are having a moment.”

Lindsay Daunell, co-owner and president at D&H Jewelers in San Francisco, says more customers today want to add color to engagement rings, with blue, blue-green, and yellow sapphires in cuts like squares, Asschers, and ovals growing in popularity.

Shoppers also are gravitating toward yellow gold, retailers say. After years of being relegated to also-ran status, yellow gold has burnished its image in fashion jewelry.

Some of these alternatives are driven by pricing pressure, as retailers look for ways to dazzle and delight a generation that has not yet adopted their parents’ spending habits. Even top luxury brands are experimenting with ways to woo these younger shoppers, notes Bellusso Jewelers’ Moore. Earlier this year, for example, Cartier reintroduced its iconic Panthère watch in stainless steel.

“We’re competing with an experience,” says Moore, who believes the industry has a duty to educate millennials about the intrinsic and sentimental worth of fine jewelry. “We’re trying to give people a greater value.”

Pendant in 14k yellow gold with 0.25 ct. diamond; $599; Magnificence; info@magnifyyourlove.co; magnifyyourlove.co

Ella stack rings in 18k gold, $680, with one diamond, $800, with four diamonds, $1,120; Ilana Ariel; sales@ilanaarielcollections.com; ilanaarielcollections.com

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more than 15-carats in diamond equivalent weight, they are like nothing you’ve ever seen.

HOW HAS YOUR BUSINESS CHANGED, IF AT ALL, IN RECENT YEARS? Our industry has been

experiencing a shift toward responsible sourcing and eco-friendly products. I’m very passionate about this and it’s what drew me to Charles & Colvard.

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Expand in retail stores, both online and internationally, and continue to increase awareness for our brand.

JEWELRY SPOTLIGHT

CHARLES

& COLVARD Charles & Colvard‰ is a renowned producer of lab-grown moissanite revolutionizing the diamond alternative market. Don O’Connell, COO and Senior VP of Supply Chain, opens up about the ethically responsible and environmental attributes of its trademarked Forever One™ moissanite collection.

Q&A NUMBER OF YEARS IN THE BUSINESS: 30.

NUMBER OF EMPLOYEES:

Approximately 70.

WHAT JEWELRY OR PRODUCT ARE YOU BEST KNOWN FOR? I’ve

been focused on supply chain and operations, so I’m not really known for a certain product. My expertise is in precious and semi-precious fine jewelry.

AS THE NEW YEAR APPROACHES, WHAT ARE YOU HOPING TO ACHIEVE IN THE COMING YEAR?

FOR SOMEONE WHO HAS NEVER SEEN YOUR WORK, HOW DO YOU DESCRIBE YOUR DESIGNS/YOUR BUSINESS? I’m in the moissanite

business, which is redefining the meaning of luxury. Moissanite is a mineral that is found in the earth in very small amounts. It has more fire and brilliance than any other gem and is a fraction of the cost of a comparable diamond.

TELL US ABOUT YOUR LATEST COLLECTION: I’m excited about

our Exotic Gems. They are madeto-order gemstones, finely crafted to emphasize the brilliance of moissanite. Ranging from six to

ANYTHING NEW AND EXCITING ON THE HORIZON? Charles &

Colvard is constantly innovating.

There’s a huge opportunity for moissanite in today’s market, and we’re thrilled consumers are taking notice.

DESIGNER OR JEWELRY MAKER WHOSE WORK HAS HAD THE GREATEST INFLUENCE ON YOU:

My mother is my greatest inspiration.

She was a jewelry expert and industry leader. I learned the business from her!

FIRST MAJOR PIECE OF JEWELRY YOU EVER PURCHASED (FOR YOURSELF OR SOMEONE ELSE): My

wife’s engagement ring.

DESCRIBE YOUR PERSONAL STYLE:

I’m fairly traditional in the way I dress and I like a sophisticated look.

JEWELRY YOU’RE WEARING RIGHT NOW: None.

IF YOU COULD HAVE DINNER WITH THREE PEOPLE (LIVING OR DEAD), WHO WOULD THEY BE? First would

business partners. Understand the challenges of creating and selling environmentally and socially responsible products. It takes time, energy, and money, but it’s worth it.

IF YOU WEREN’T IN THE JEWELRY BUSINESS, WHAT WOULD YOU BE DOING? TV broadcasting.

TELL US ABOUT YOUR FAMILY AND PETS: My wife and I have two kids,

three dogs, a chicken, and a bird.

FAVORITE PASTIME: Baseball.

GUILTY PLEASURE: Being pampered.

WHAT IS ON YOUR BUCKET LIST?

Becoming a grandfather is at the top of my list.

TV SHOW YOU’RE BINGEWATCHING: The Blacklist.

BEST CONCERT YOU EVER ATTENDED: Phil Collins.

WINE: RED, WHITE, ROSÉ, OR SPARKLING? Red. FIRST APP YOU OPEN ON YOUR PHONE: MarketWatch.

FAVORITE TRAVEL DESTINATION:

Cabo, Mexico.

BOOK YOU’RE READING: The

Whistler by John Grisham.

PREFERRED NEWS SOURCE: The

Wall Street Journal.

FAVORITE MOVIE: Scarface.

WHO WOULD PLAY YOU IN YOUR LIFE STORY? Alec Baldwin or Robert

De Niro.

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be my father, an incredible man and mentor. I also think Sean Connery may be an interesting dinner guest. Finally, I’d choose Facebook COO Sheryl Sandberg.

WHAT ADVICE WOULD YOU OFFER SOMEONE WHO WANTS TO BREAK INTO THE BUSINESS?

Being authentic and transparent about business practices builds trust with customers and

1. From top to bottom: Forever One 1.01CTW Emerald Colorless Moissanite Solitaire Engagement Ring in 14K White Gold, $969; Forever One 1.00CTW Square Colorless Moissanite Split Shank Solitaire Engagement Ring in 14K White Gold, $949; Forever One 0.90CTW Oval Colorless Moissanite Solitaire Bypass Engagement Ring in 14K White Gold, $799 2. Forever One 18.41CTW Radiant Colorless Moissanite Halo Ring in 14K White Gold, price upon request

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Charles & Colvard creates the world’s most brilliant gem, while leading the way for environmentally responsible choices in the jewelry industry.

Discover a new approach to jewelry for a new century.

For a complete list of authorized distributors, please visit: www.charlesandcolvard.com/trade-partners/authorized-dealers

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JEWELRY SPOTLIGHT

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MASTOLONI From humble beginnings dating back nearly a century ago as a coral and cameo business in Italy to the third-generation familyrun American success story it is today, MASTOLONI™ has evolved into one of the most-trusted, respected, and renowned pearl purveyors in the world. The company’s patriarch Frank Mastoloni Sr., along with his brothers, dedicated their lives traveling the globe to source, discover and foster relationships allowing them direct access to ‘The Most Beautiful Pearls in The World™’. Decades later, MASTOLONI™ branched out into its own designed pearl jewelry and beloved brand. Now, celebrating 85 years in business this year, partners Ed Mastoloni Sr. of the second generation, as well as third generation Fran and Ray Mastoloni and most recently Ed Jr., look back on what has kept the company leaders in the category for decades.

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orn as adornment for millennia on everyone from Cleopatra to Coco Chanel to Kate Middleton, pearls have long been cherished for their natural beauty and mystery which continues to captivate us to this day. In the mid-1930s, MASTOLONI™ was born, a company that would become one of the top pearl experts, suppliers, and pearl jewelry purveyors in the world. Its decades-long success story is an impressive one and one that has been rooted with one guiding principal. “I suppose the best way to describe our achievements is that we never have, or never will, compromise on quality,” Fran explains, noting craftsmanship and value have always been equally important to the family’s business and reputation. “My father always taught me to buy the very best for our customers because we can never be criticized for that, but rather we will become known for it.”

In the ’70s, the pearl business expanded from Akoya pearls in Japan to other parts of the world, including China, Australia, Indonesia and Tahiti. Today, with offices in Hong Kong, China, and Japan, MASTOLONI™ sources everything from classic Akoya pearls to giant South Sea white and goldens as well as captivating black-lipped Tahitian pearls.

“From one generation to the next, we have always been experts in our field,” Ed Sr. shared.

“Since the pearl category is not regulated by certificates like other categories in the industry, our customers look to us to provide that expertise.

There are so many factors that go into the understanding of pearls, it is critical that buyers trust who they are working with and they rely on MASTOLONI™ for our unique knowledge.”

That trust has enabled MASTOLONI™ to become leaders in the field, says the family. In the

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late ’70s and ’80s, MASTOLONI™ expanded to a private label business and eventually into their own branded collections. The company has always stayed true to its commitment to deliver the finest cultured pearls to the industry.

Early on, the MASTOLONI™ collections were basic, such as pearl necklaces, pearl studs, and pearl bracelets. “We were always known as a house that makes basic product with a modern touch,” says Fran.

Today, the MASTOLONI™ brand offers a far broader and more design-forward collection that includes pieces like its stunning Viva Tahitian pearl strand necklace featuring multiple shades and sizes of Tahitian black round pearls as well one of their newer pieces, a limited-edition Tahitian pearl drop pair of earrings featuring 110 white diamonds set in 18K white gold.

“We never have intended to be a mega brand, but rather a reputable boutique brand with unparalleled offerings,” says Ray. “Our focus has been to be a trailblazer providing top of the line in quality no matter what. This business philosophy has helped anchor our reputation for having ‘The Most Beautiful Pearls in The World™’ and for that we incredibly proud.”

1. Mastoloni Caprice Multiway Soleil Earrings featuring 9-9.5MM white round cultured pearls with diamonds (0.78 TCW) set in 18KT yellow gold. (E3298-8) SRP: $3695 2. Mastoloni Limited Edition Cut Out Drop Earrings featuring 11.5-12.2MM black drop shaped Tahitian pearl clip/lever back with 110 diamonds (1.49 TCW) set in 18KT White Gold. (SBE-3167) SRP: $9350.00 3. Mastoloni Viva Tahitian Pearl Strand necklace featuring 8-14+MM multiple shades of black round Tahitian pearls. 40 inches. (SBN-5510) SRP: $4840.00

62 NOVEMBER / DECEMBER 2017

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every piece of jewelry is designed and manufactured in-house and its quality level is monitored during the entire production process, I am proud of all Mira Style pieces.

TELL US ABOUT THE LATEST MIRA STYLE COLLECTION: The

JEWELRY SPOTLIGHT

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MIRA STYLE

Mira Style Jewellery Company Limited is a worldwide purveyor of exquisite diamond jewelry set in gold and platinum to fine jewelry retailers. In addition to its delicate designs—the company prides itself on providing the highest quality at competitive prices. Mira Style is a member of a number of jewelry associations and has been a finalist in the JCK Jewelers’ Choice Awards since 2013. Throw in superior customer service and it’s not hard to see why Mira Style has amassed a dedicated following.

JCK magazine discussed Mira Style’s rise with director Ray Wong.

Q&A

NUMBER OF YEARS IN THE BUSINESS: 17.

NUMBER OF EMPLOYEES: 20 in

Hong Kong and 8 in the U.S.

FOR SOMEONE WHO HAS NEVER

SEEN YOUR WORK, HOW DO YOU DESCRIBE YOUR DESIGNS/YOUR BUSINESS? We are a professional

diamond jewelry manufacturer in Hong Kong and Guangzhou. We design jewelry that is not only elegant but fashionable.

SINCE WE LAST PROFILED MIRA, CAN YOU RECAP SOME OF THE SUCCESSES YOU’VE HAD? Since

diamond series is one of our best. Yellow gold designs are often mixed with other metals and consist of white diamonds combined with fancy colored diamonds.

WHAT TRENDS ARE INSPIRING YOUR WORK? I have an enduring

passion for colored diamonds.

HOW HAS YOUR BUSINESS CHANGED, IF AT ALL, IN RECENT YEARS? We are all in the midst of a

globalizing age in which geographical limitations have already been transcended by technology. Thus, the Internet jewelry business will undoubtedly play a dominant role in the future.

HOW WAS YOUR EXPERIENCE AT THIS YEAR’S JCK LAS VEGAS SHOW? ANY TAKEAWAYS OR KEY LEARNINGS YOU FOUND VALUABLE FOR FUTURE PLANNING?

FAVORITE CUT OF DIAMOND: The

emerald-cut diamond. If you’re all about glamour, this is your diamond.

THE ONE DIAMOND PIECE EVERY WOMAN SHOULD HAVE IN HER JEWELRY BOX: Single diamond stud

earrings perfectly complement every woman.

DESCRIBE YOUR PERSONAL STYLE:

I wear clothes that are practical, simple, timeless, and memorable.

I always put color harmony and proportion as my first priorities.

FIRST MAJOR PIECE OF JEWELRY YOU EVER PURCHASED (FOR YOURSELF OR SOMEONE ELSE):

The eternity diamond band, which is a fashion ring.

WHAT PIECE OF JEWELRY ARE YOU WEARING RIGHT NOW? An 18K gold

diamond men’s bracelet.

IF YOU COULD HAVE DINNER WITH THREE PEOPLE (LIVING OR DEAD), WHO WOULD THEY BE? Tom Cruise,

Denzel Washington, and Will Smith, as I am a movie enthusiast.

GUILTY PLEASURE: A cigarette every

now and then.

The show offers me a superior way to find out more about world’s most influential designers, new products, and trends from around the world.

WHAT IS ON YOUR BUCKET LIST?

AS THE NEW YEAR APPROACHES, WHAT ARE YOU HOPING TO ACHIEVE IN THE COMING YEAR? In

BEST CONCERT YOU EVER ATTENDED: Andrea Bocelli.

recent years, the local economy has been gradually deteriorating. To cope with the downturn, we constantly make innovations in our designs and pricing strategy to meet the demands of the transforming market structure.

WHAT ADVICE WOULD YOU OFFER SOMEONE JUST GETTING STARTED IN THE BUSINESS? Have good

I think I may get a tattoo, learn to fly in a wingsuit and try to become a bodybuilder.

WINE: RED, WHITE, ROSÉ, OR SPARKLING? I seldom drink wine.

FIRST APP YOU DOWNLOADED ON YOUR PHONE: Facebook.

FAVORITE TRAVEL DESTINATION:

Hawaii.

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marketing skills and expertise in sales and online sales.

WHAT FINE JEWELRY DESIGNER HAS HAD THE GREATEST INFLUENCE ON YOU?

Kai-Yin Lo, a world-renowned jewelry and accessories designer.

1. 18K White Gold Diamond Fashion Band Ring Contains Round Brilliant White Diamonds ( 2.52cts. t.w.) 2. 18K White Gold Trendy Diamond Bangle Contains Round Brilliant White Diamonds ( 2.54cts. t.w.)

64 NOVEMBER / DECEMBER 2017

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TELL US ABOUT YOUR LATEST COLLECTION:

You Me We™ is our latest, offering complete customization with our norisk 100% Sell Thru Guarantee.

HOW HAS YOUR BUSINESS CHANGED IN RECENT YEARS? We

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RDI

SINGLE PIECE OF JEWELRY YOU’RE MOST PROUD OF:

DIAMONDS, INC. From a business started in a basement to the powerhouse it is today, RDI Diamonds has been providing loose diamonds, earrings, pendants, and tennis bracelets to the industry since 1992. RDI Diamonds also produces Ariel Diamonds, a collection of diamonds the company can improve through technology, to support the demand for big stones at affordable prices. We sat down with CEO Michael Indelicato to discuss how his business has evolved.

NUMBER OF YEARS IN THE BUSINESS: 25.

NUMBER OF EMPLOYEES: 80.

AS THE NEW YEAR APPROACHES, WHAT ARE YOU HOPING TO ACHIEVE IN THE COMING YEAR?

We are expecting major growth and are celebrating RDI’s 25th year!

JEWELRY SPOTLIGHT

Q&A

have grown quickly and with that comes change. We launched You Me We™, a collection of stud earrings, solitaires, loose tennis bracelets, and basic pendants, and Ariel Diamonds, enhanced diamonds for the jeweler that doesn’t want lab-grown diamonds.

WHAT JEWELRY OR PRODUCT ARE YOU BEST KNOWN FOR?

Loose diamonds in all shapes and sizes certified by the Gemological Institute of America, American Gem Society, and EGL USA Gemological Laboratory.

My wife’s engagement ring. She won’t take anything off and is the handy person in the house, so I knew she needed a simple ring. I decided on one-carat round diamonds on the sides of a round, 3.29-carat diamond set in platinum.

DESCRIBE YOUR PERSONAL STYLE:

Comfortable and casual. I shop at Express and wear Vans. I wear shorts and a polo shirt to work.

JEWELRY YOU’RE WEARING RIGHT NOW: I only wear my wedding ring, a

remainder of his gold to help my family and found my passion.

WHAT ADVICE WOULD YOU OFFER SOMEONE WHO WANTS TO BREAK INTO THE BUSINESS? It takes

passion, long hours, a willingness to learn and, most importantly, the ability to handle criticism and grow from it, not crumble beneath it.

IF YOU WEREN’T IN THE JEWELRY BUSINESS, WHAT WOULD YOU BE DOING?

Real estate.

WHO ARE THE MOST IMPORTANT PEOPLE IN YOUR LIFE? My beautiful

wife Melissa, sons Sam and Doron, and my lovely daughter Maya.

FAVORITE PASTIME: Taking as many

family vacations as we can, like Hilton Head, Italy, San Diego, and Punta Cana.

WHAT IS ON YOUR BUCKET LIST?

A cross-country RV trip with my family.

TV SHOW YOU’RE BINGEWATCHING: Shark Tank.

FIRST (OR BEST) CONCERT YOU EVER ATTENDED: Journey.

WINE: RED, WHITE, ROSÉ, OR SPARKLING? Red.

plain platinum band.

FIRST APP YOU OPEN ON YOUR PHONE: Email…always my email.

IF YOU COULD HAVE DINNER WITH THREE PEOPLE (LIVING OR DEAD), WHO WOULD THEY BE? My father,

PREFERRED NEWS SOURCE: All

grandfather, and Tony Robbins.

HOW DID YOU GET STARTED IN THE JEWELRY BUSINESS?

I didn’t come from money. My parents were immigrants. I was taught hard 2 work. When I was 16, my dad started selling gold chains in addition to his manufacturing job. He was then diagnosed with cancer and died fairly quickly. I began selling the

networks in all mediums—I need to see all the angles.

FAVORITE MOVIE: The Rocky movies.

I’m always attracted to the underdog.

1. Michael Indelicato and wife Melissa Indelicato 2. RDI Diamonds JCK Show Team (from left to right) Aubre Stewart (Account Manager), Andrew Rickard (VP of Operations), Mick Roscoe (Account Manager), Nico Palmieri (Senior Executive Manager), Michael Indelicato and wife Melissa, Michael Sirianni (Sales Manager), Anne Ards (Account Manger), Jen Lu (Administrative Assistant) and Matthew Holzwarth (Operations Manager).

66 NOVEMBER / DECEMBER 2017

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our Cherished collection features elegant and affordable bridal rings.

I realized I loved designing rings and making people happy.

HOW HAS YOUR BUSINESS CHANGED, IF AT ALL, IN RECENT YEARS? As a young designer, I rely

WHAT ADVICE WOULD YOU OFFER SOMEONE WHO WANTS TO BREAK INTO THE BUSINESS? People will

on customer feedback to make my business more customer-friendly. I’ve also updated my website and social media presence.

AS THE NEW YEAR APPROACHES, WHAT ARE YOU HOPING TO ACHIEVE IN THE COMING YEAR?

JEWELRY SPOTLIGHT

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TASHA R Tasha R Somani, a young designer who’s already putting her mark on the fine jewelry market, takes her cues from her friends, travels and, yes, her millennial clients. A millennial herself, Somani designs items like the solitaire enhancer—two wedding bands designed to kick up a simple engagement ring—ornate and fanciful engagement rings dripping in diamonds and a collection of unique platinum bridal jewelry. Here, the designer shares her global influences and her priorities for the coming year.

Q&A NUMBER OF YEARS IN THE BUSINESS: 5.

NUMBER OF EMPLOYEES: 10.

WHAT JEWELRY OR PRODUCT ARE YOU BEST KNOWN FOR? Unique

engagement rings at affordable prices in 14K and 18K gold and platinum.

FOR SOMEONE WHO HAS NEVER SEEN YOUR WORK, HOW DO YOU DESCRIBE YOUR DESIGNS/ YOUR BUSINESS? I am a millennial

designer for the millenial market. I have a different aesthetic than many other bridal companies.

TELL US ABOUT YOUR LATEST COLLECTION: Our Weaved

collection features engagement rings set in a mix of rose gold and white gold, symbolizing couples weaving their lives together. Also,

We are launching our silver samples collection. Our goal is to help retailers lower inventory costs and provide more consumer marketing to bring them into the stores.

ANYTHING NEW AND EXCITING ON THE HORIZON? Inspired by

my trip to the Mediterranean Sea and Europe, I’m using the influences of waves and marble carvings in collections for 2018.

FIRST PIECE OF JEWELRY YOU DESIGNED: An engagement ring for

buy what you make with passion.

IF YOU WEREN’T IN THE JEWELRY BUSINESS, WHAT WOULD YOU BE DOING? I did my MBA in marketing

from Rice University, so probably marketing at a large brand.

FAMILY AND PETS: My husband

Zeeshan, our parents, and siblings.

FAVORITE PASTIME: Making creative

little things or scrapbooks for family.

GUILTY PLEASURE: Watching TV. WHAT IS ON YOUR BUCKET LIST?

Traveling to Australia and Tahiti.

TV SHOW YOU’RE BINGEWATCHING: Game of Thrones.

my cousin.

FIRST (OR BEST) CONCERT YOU EVER ATTENDED: Carrie Underwood.

SINGLE PIECE OF JEWELRY YOU’RE MOST PROUD OF: My engagement

WINE: RED, WHITE, ROSÉ, OR SPARKLING? No alcohol. I have lots

ring. Being a designer, I’ve seen everything so it was challenging to create something I’d love to wear.

DESIGNER OR JEWELRY MAKER WHOSE WORK HAS HAD THE GREATEST INFLUENCE ON YOU: I

love the uniqueness and intricacy of Chopard.

DESCRIBE YOUR PERSONAL STYLE: I

of fun without it.

FIRST APP YOU OPEN ON YOUR PHONE: Facebook.

FAVORITE TRAVEL DESTINATION:

The Costa Rican rainforest.

BOOK YOU’RE READING: Medical

Mysteries.

wear clothes that are elegant, but have a little sparkle.

PREFERRED NEWS SOURCE: NBC.

JEWELRY YOU’RE WEARING RIGHT NOW: My engagement ring, three-line

Sleeping.

geometric ring, and my Fitbit with different bands.

FAVORITE MOVIE: While You Were WHO WOULD PLAY YOU IN YOUR LIFE STORY? Freida Pinto.

IF YOU COULD HAVE DINNER WITH THREE PEOPLE (LIVING OR DEAD), WHO WOULD THEY BE? Princess

Diana, Mother Theresa, and Michelle Obama.

HOW DID YOU GET STARTED IN THE JEWELRY BUSINESS?

My father has been in the business for 30 years. I started working with him, but family and friends would ask me to design their engagement rings.

1. Weaved engagement ring in 14k Rose and White gold with .37 ct diamonds, $1249 (center stone not included) 2. Luxe engagement ring in 18k white gold with 1.64 ct diamonds, $3899 (center stone not included)

68 NOVEMBER / DECEMBER 2017

2

ENGAGEMENT RINGS STARTING AT

“I will cherish our love forever”

$199

CHERISHED COLLECTION UNIQUE SILVER SAMPLE LINE PERFECT FOR MILLENIALS

SEE OUR SHOW SPECIALS AT:

JCK Las Vegas ~ JIS Miami ~ JA New York 1.888.999.1597 - WWW.TASHAR.COM - INFO@TASHAR.COM

ANKE & GUANCHEN HAVE BEEN TOGETHER FOR ONE YEAR. HER DIAMONDS HAVE SPENT TWO BILLION YEARS BENEATH THE EARTH’S SURFACE AND A FEW MONTHS ON HER FINGER.