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Building Long-Term Retail Relationships: Lessons from Plumb Club Distributors

  Building Long-Term Retail Relationships: Lessons from Plumb Club Distributors If you’re a leader at a wholesale jewelry distributor, you know the relentless cycle all too well. The constant pursuit of the next big order, the pressure to compete on ever-shrinking margins, and the nagging fear that a competitor’s slightly better price or faster delivery could instantly undo months of work. This transactional treadmill is not just exhausting; it’s a fundamentally unsustainable strategy for growth. The problem lies in the model itself. When Wholesale Jewelry Distributors compete primarily on price and availability, they position themselves as commodities—easily replaceable cogs in a retail machine. This erodes profitability and creates a business built on shaky ground, where customer loyalty is a myth and every sale is a battle to be won anew. But there is a better way. Within the Plumb Club Association, we observe a distinct class of distributors who have broken this cycle. Their s...
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The New Diamond Consumer: Why Manufacturers Must Adapt to Gen Z Expectations

  The New Diamond Consumer: Why Manufacturers Must Adapt to Gen Z Expectations They are the first true digital natives, wielding an estimated $360 billion in direct spending power and a profound influence on household purchases. They are Generation Z—born between 1997 and 2012—and they are now entering their prime years for acquiring engagement rings and fine jewelry. For decades, the diamond industry has operated on a powerful, time-tested playbook: market the timeless prestige, the unparalleled rarity, and the singular narrative of "forever." But a seismic shift is underway, and the old playbook is becoming obsolete. The traditional messaging that once captivated Baby Boomers and Millennials is failing to resonate with this new, hyper-informed, and values-driven generation. They are not merely consumers; they are investigators, activists, and individualists. For diamond manufacturers , this is not a peripheral trend to be monitored from the bench. It is a fundamental reshap...
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