When it comes to selling colored stones, a retailer’s supply-chain knowledge has tangible benefits at the counter – or wherever the point of sale happens to be.
That’s what Andy Lucas, GIA’s education manager of field gemology, and Dr. Tao Hsu, technical editor and research specialist for Gems & Gemology, told local GIA alumni and Women’s Jewelry Association members at GIA’s Carlsbad campus on Jan. 13. Lucas and Hsu have traveled the world together to discover and document what happens as a gemstone travels from the mine to the market.
The allure of colored stones has not changed much over the centuries, Lucas said, so retailers need to share the romance and adventure. “The people who are more knowledgeable about the story are better at making customers feel comfortable, at gaining their trust and at piquing their interest,” he said. Continue Reading →