Chris Paspaley, executive director of Paspaley Jewelry, explained the motivation behind this expansion, highlighting the different retail landscapes between Australia and the United States. In Australia, primary cities can serve much of the consumer base through a few stores, whereas in the U.S., local multigenerational retailers thrive by providing exceptional customer service to a more distributed population. The quality of these independent retailers gave Paspaley the confidence to entrust their brand to a select group in the U.S.
The decision to expand was influenced by the pandemic, which provided an opportunity for Paspaley to rethink its distribution strategy. After a family board meeting, they concluded that partnering with established retailers would be the best way to enter the U.S. market. During visits with potential partners, Paspaley was surprised to find that their brand was already well-known to some American consumers.
Paspaley is committed to exclusivity in its wholesale expansion, ensuring that its rare Australian South Sea pearls are marketed by retailers who appreciate their uniqueness. The brand aims to partner with about 10 to 15 additional retailers in 2025, with a strong focus on the Lavalier collection, which features necklaces and earrings inspired by the traditional nets used by pearl divers.
The Lavalier collection is central to Paspaley's product offering, with delicate gold mesh designs that hold loose pearls. Items in the collection range from classic pendants and studs starting at $1,500 to more elaborate Lavalier pieces starting at $6,000.
With plans to expand its presence while maintaining exclusivity, Paspaley aims to position itself alongside luxury brands such as Tiffany, Bulgari, and Cartier as it ventures further into the global market.