January 2026 — Monthly Market Commentary
January closed with strong momentum across independently owned and operated jewelry retailers. Total sales, including products and services, finished +16% versus last January, driven largely by higher transaction values. Average retail sale climbed approximately 20%, even as overall units sold were modestly challenged. This continues to highlight premiumization and purposeful buying as key drivers in today’s jewelry retail environment.Category performance was not uniform. Colored stones and pearls were meaningful contributors to average retail growth, reflecting continued consumer interest in distinctive, higher-value designs. Diamond categories, while important to overall sales, were less influential in driving average ticket expansion, underscoring the role of mix and category emphasis in current results.
A recent Reuters retail trend report noted that “U.S. consumers are prioritizing value and experience in their discretionary spending, and higher-quality purchases are holding up better than bargain-centric products in many categories.” That observation aligns closely with what our data is signaling for fine jewelry — buyers are trading up more than they are trading out.
Takeaways for Your Business
- Lead with value — and convert it: Higher average tickets only matter when opportunities are captured. Focus on intentional selling and closing behaviors to maximize each customer interaction.
- Lean into colored stones and distinctive product: These categories continue to support larger transactions and resonate with experience-driven buyers.
- Be disciplined with category mix: Diamond remains foundational, but growth is being supported by diversification and thoughtful assortment planning.
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