In a recent LinkedIn post, I joked, “In breaking news, reports suggest retail stores that execute well this holiday season will do better than those that do not.” The humor worked, but the lesson behind it is dead serious.
The post was paired with one of the most unforgettable photos I’ve ever seen: a woman at a baseball game catching a ball in her gloved left hand while cradling her baby in her right. Beyond the remarkable catch, what struck me was the glove—she came prepared, expecting the chance to catch a ball, even while holding her child.
That’s the point for jewelers today. We don’t control the price of gold, tariffs, or economic turbulence. But we do control our readiness, our execution, and whether we create the conditions to “make the catch.”
Vendors across the industry are in mixed territory. Semi-mount specialists have gained from the lower total cost of complete engagement rings featuring lab-grown diamonds, but many others are struggling to stay afloat. The jewelry industry’s middle ground is being squeezed, and too often companies surrender to external factors rather than facing the weaknesses within their own organizations.
Having lived through 2008 and the COVID-19 pandemic, I’ve learned the critical shifts are rarely acts of genius—they are practical, sometimes uncomfortable decisions. One company I worked with lost a key customer after failing to deliver a ring, which led us to overhaul our fulfillment strategy and achieve massive growth. Another time, the lack of strong-selling SKUs pushed us to rethink inventory, and those same SKUs became the engine of future sales.
The lesson? Leaders need the openness to see that past success does not guarantee future relevance, and the honesty to admit they don’t have all the answers. Sometimes, as David Baker said, “It’s hard to see the label when you’re inside the jar.”
The 2025 holiday season will test jewelers like never before. Those who prepare, adapt, and execute with clarity will catch the ball—even while holding the baby. Those who don’t will drop it.
Explore our Jewelry Business Guide for strategies on navigating lab-grown diamonds, sustainable jewelry, and shifting consumer expectations.