Colored gemstones and jewelry are on track to be one of the strongest categories this holiday season. The jewelers who can speak to color with confidence are the ones who close the sale.
Several Conclave sessions go past the basics and into the detail that turns a browsing customer into a buyer. If selling more color is a goal this year, these are worth adding to your schedule:
Creating Collectors the Crayola Way
Shelly Sergent, Somewhere In The Rainbow
- Tuesday, September 15, 10:30 a.m.-11:30 a.m. ET
Gem merchants, retail owners, staff, and clients all agree that describing color can be difficult. We can see it in our mind, we know the saturation we’re seeking, but we can’t quite describe it鈥攊t’s just a half shade darker or lighter or just a tad more purple in the blue, just a touch more pink to the red…
With so many choices of colored gemstones in the world, how does one get it right, every time, when describing their perfect color choice? Join Shelly Sergent, Curator of the award-winning Somewhere In The Rainbow Collection, as she shares her insight into the whimsical yet highly effective color system. Shelly will share how you can create color gemstone collectors using the engaging system created by Crayola and why it works.
Selling to Gen Z in 2026: What Actually Works Now
Moderator: Jen Cullen Williams, Jen Cullen Williams Communications
Panelists: Sophie Broussard, Dianna Rae Jewelry; Dalton Powell, Oz鈥檚 Jewelers; Courtney Sivard, CSA, BC Clark Inc.
- Tuesday, September 15, 10:30 a.m.-11:30 a.m. ET
Gen Z is reshaping how jewelry is discovered, evaluated, and purchased鈥攅specially in the engagement category. In this candid panel, Communications & PR consultant Jen Cullen Williams is joined by Gen Z and young millennial jewelry professionals to break down what鈥檚 resonating now. From shifting engagement ring preferences to the role of social media, authenticity, and in-store experience, this session will explore how to effectively connect with the next generation of buyers.
Panelists will share real-world insights on communication styles, digital touchpoints, and what builds trust (or breaks it) during the sales journey. If you want to stay relevant and competitive, this session offers a clear, unfiltered look at how Gen Z expects to shop and how you can meet them there.
Colored Stone Treatments in the 21st Century
Nicole Ahline, GIA
- Tuesday, September 15, 10:30 a.m-11:30 a.m. ET
- Thursday, September 17, 4:30 p.m.-5:30 p.m. ET
Untreated vs. treated gemstones have very different market values, which makes the disclosure of treatments crucial. From initial discovery to showcasing the treatments’ overall effect, this presentation will explore some of the most significant treatments introduced into the market in the 21st century. Gemstone treatments are not going away, which means educating oneself on them is an important tool for anyone in the trade.
From Mine to Market: Using Tech to Sell Gemstones and the Stories Behind Them
Madeline Fraser, Gemist, and Monica Stephenson, ANZA Gems
- Tuesday, September 15, 4:00 p.m.-5:00 p.m. ET
Are you wondering how much to invest in digital assets? Concerned about the ROI of time and money to implement systems? Luxury gemstone and jewelry sales are built on relationships, but today鈥檚 buyers also expect powerful digital tools. How do you balance both?
ANZA Gems founder Monica Stephenson and Gemist founder Madeline Fraser share a candid look at how a wholesale gemstone company uses digital technology to support ethical-sourcing storytelling and to streamline the sales process.
This practical conversation will cover what works, what鈥檚 challenging, and what luxury jewelry businesses should consider when investing in a digital platform. You’ll leave with an actionable to-do list for scaling your business digitally鈥攁nd successfully.
Speaking the Pearl Language
Tao Hsu, Ph.D., and Lisa Kennedy, GIA
- Wednesday, September 16, 3:00 p.m.-5:00 p.m. ET
- Thursday, September 17, 10:30 am.-12:30 p.m. ET
This Hands-on GIA session will be repeated. Space is limited to 24 participants and is first-come, first-served.
The pearl market is more complex than ever, making precise terminology essential for protecting both your business and your customers. This session offers a concise look at pearl formation before diving into the core of pearl categorization. Using high-quality images and graphics developed by the GIA pearl research and education teams, we will make both the formation and categorization digestible to you.
The session also offers hands-on experience taking advantage of the pearl samples handpicked for the purpose of this seminar. By the end of this session, you will have a professional command of the proper terminology used to accurately describe your pearl products.
Underappreciated Gemstones
Isabelle Corvin, CG, Panowicz Jewelers
- Thursday, September 17, 3:00 p.m.-4:00 p.m. ET
Not all jewels are as popular as diamond, ruby, sapphire, and emerald; some are a bit underappreciated. But that doesn鈥檛 make them any less spectacular. While these gemstones have been gaining recognition in recent years, there’s even more to them than meets the eye. Learn about the lore, history, and science that make peridot, garnet, tourmaline, zircon, and spinel unique.
Selling With Purpose: Controlling the Narrative at the Counter
David Mazer, CG, Marks Jewelers
- Thursday, September 17, 4:30 p.m.-5:30 p.m. ET
We went to school. We received gemological teaching and training. We might even fancy ourselves as well-read. But how do we take all that learning and all that experience and move a client from “just looking” to “I must have it”鈥攁nd have it from you, an AGS store? I’ll cover that and more, as you begin the path to “That’s right鈥擨’ll take it.”