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The Diamond Dispatch: Pricing Reset: What Every Store Should Audit Today | January 05, 2026 (0 comments)
Merrick, NY--Gold prices are at historic highs and tariff shifts are reshaping cost structures in real time. Pay attention because this is a signal to look more closely at your store’s merchandise. Repricing isn’t a task reserved for inventory managers; it’s a frontline opportunity to deepen your product knowledge, uncover margin opportunities, and strengthen customer trust.
Let’s discuss: Email your response to hhauben1@gmail.com. All submissions will remain anonymous. Here are a few ideas/questions to get started:
1. Which categories in your store are most likely to have outdated pricing?
2. How can sales associates partner more effectively with buyers or managers to flag pricing inconsistencies?
3. What signs from customers indicate that your pricing may be out of sync with the current market?
Good, Better, Best… and Sometimes Mismatched
Take the foundational categories you sell constantly: diamond studs, shared-prong wedding bands, tennis bracelets, tennis necklaces. These pieces are the backbone of your cases, the items customers ask for without needing an introduction. But the very familiarity of these goods can lead to blind spots. Because they’re “always in stock,” they’re rarely questioned, and even less frequently recalibrated.
Many stores carry these basics in multiple carat-weight variations and multiple quality tiers; good, better, best. Each tier might come from a different supplier. Some might be memo some owned assets. And each of those factors affects cost, which should affect retail.
When the Numbers Stop Making Sense
When you dig into inventory, it’s common to find pricing that simply doesn’t add up. Like a 7 ctw tennis bracelet priced nearly the same as a 9 ctw. Sometimes the difference is justified by quality or overall make. But more often, the explanation is much simpler: the 9 ctw was tagged years ago when gold was less expensive, or a supplier updated their costs while the retail price never changed. In other cases, the 7 ctw might come from a supplier offering far better pricing (an opportunity worth paying attention to and potentially expanding).
Repricing protects margins and keeps your products aligned with your market. Today’s consumers are more informed than ever, coming in with screenshots, saved posts, and bookmarked competitors. If your prices are outdated, whether too high or too low, they’ll feel the disconnect immediately. Reviewing your categories against the competitive landscape isn’t about being the cheapest; it’s about being consistent, confident, and compelling.
Sell Smarter by Knowing the “Why”
For sales associates, understanding these nuances empowers you to sell smarter. When you know why two similar items are priced differently, or why something recently increased in price, you speak with authority. Customers appreciate transparency. They buy from people who know their business.
Repricing starts with awareness on the floor. You are the eyes and ears of the store. You notice what turns quickly, what sits, and what customers compare most often. Your insights can catch pricing mismatches long before they show up in reports.
So here’s your next task: pick one category in your case today and pull five comparable items. Look at their cost, retail tag, quality, and supplier. Does everything align? If not, you’ve just identified your first repricing opportunity.
Our Mission: The Diamond Dispatch column is crafted to inspire and equip retail sales associates and store managers with practical tools to elevate the in-store experience. Each edition blends proven sales training techniques, creative merchandising ideas, and real-world customer engagement strategies, helping teams deliver memorable, personalized service. By focusing on the art of storytelling, effective communication, and hands-on product knowledge, this column aims to empower professionals to build lasting client relationships and drive store success from the sales floor.
About the Author: Megan Crabtree is the Founder & CEO of Crabtree Consulting, a boutique consulting firm with a proven track record of successfully growing jewelry retailers and manufacturers for over two decades. Known for their unique data-driven approach, they flawlessly identify barriers and create tailored growth opportunities, fueling unprecedented success and helping clients reach their goals in the industry. For more information, visit https://www.crabtreeadvisory.com/.