Before You Buy Jewelry: Here's What's Changing - Episode #168

[00:00:00] Welcome to the The Jewelry Reseller's Podcast, your go-to source for all things shiny, sparkly, and of course profitable. I'm your host Desiree and I'll be your guide on this dazzling journey through the world of reselling jewelry. We'll be diving deep into the art and science of reselling, uncovering valuable tips, insider secrets, and sharing stories from successful jewelry resellers. We'll explore market trends, industry news, and even discuss the jewelry resellers.

[00:00:30] How to Find Those Hidden Gems Just Waiting to be Discovered in Thrift Stores, Estate Sales, and Beyond. So if you're dreaming of turning your hobby into a hustle, or if you're a seasoned pro looking to stay at the top of your jewelry reselling game, join me each week for insights, stories, and more on the Jewelry Resellers Podcast.

[00:00:51] If you haven't heard of Shop LC yet, today's the day you'll learn all about it. While many jewelry lovers are familiar with networks like QVC, HSN, and JTV, Shop LC has quietly built a loyal following by offering everything from gemstone jewelry to live shopping events and educational programming. Recently I had the opportunity to sit down with Francesca Kennedy.

[00:01:22] Head of PR at Shop LC to talk about where the jewelry industry is headed. We discussed the explosion of live selling, the rise of lab-grown diamonds, current jewelry trends, and how the way we shop for jewelry is changing. I think you'll find her insights informative and maybe even a little bit surprising.

[00:01:47] As someone who has spent years buying, selling, and studying jewelry, I love hearing directly from the people shaping the industry. So let's go ahead and jump right in to my conversation with Francesca Kennedy from Shop LC. As it relates to your experience in retail and jewelry, what do you think is one of the things that consumers, shoppers, collectors,

[00:02:17] people who are just jewelry enthusiasts, what do you think is something that they really need to know right now? Right now I would say jewelry is more accessible than ever. You have more options than ever. The market is inundated with pieces that are super affordable to very expensive. You know lab-grown has taken over. Natural is still a huge player. So consumers right now, they have options. They can shop from any brand.

[00:02:45] So they get the choice. And I think that this is a moment why actually live shopping is making a comeback. Because there's infinite possibilities out there. That's not the problem. We want to hear from someone that we trust. And I really believe that's why live shopping is becoming really popular again. We want to connect with someone. We want to hear the story behind the product. Why this gemstone? Why this medal? Why was this chosen? Why this mine? We want to know why.

[00:03:13] And we can't really get that from a product page on an e-commerce site. So I really believe that live shopping is having a comeback. Because we really, it's overwhelming the options we have. So I feel like consumers are really demanding that. We want to find Desiree. We want to come to you. The people that we trust. And learn more about the pieces that are out there. Yeah. And I'm so glad you touched upon live selling, live shopping. Because we definitely will be talking about that today.

[00:03:44] And I've been very vocal that that's my favorite way to sell jewelry. Both new, modern, vintage, whatever. And I just love the energy that comes with live selling. Because like you said, not only are people looking for more information. They really want to connect. You know, they want to connect with someone. They want to get to know not only what you're selling. But they want to know the person behind the brand.

[00:04:13] And so I think that's something that is becoming more the norm. And it's actually kind of making the expectation of the consumer or the buyer a little bit, you know, more elevated. Right? Desiree, we should have you on Shop LC. You need to come on and tell your story. Definitely. All right. So moving on to the rise of live shopping.

[00:04:40] So one of the questions that I thought about was that many people assume live shopping peaked during the QVC era. So I know we talked a little bit about why we think it's making a comeback. But how do you think that the whole landscape of live selling, like really, what is it right now? Yeah, I agree with you. Many people think live TV is outdated. But if you look at TikTok Live, you know that's absolutely not true.

[00:05:07] This is coming whether you want it or not. Everyone is on TikTok Live. Like grandmas, people who barely know how to use their phones. They're all there shopping. So it's here. So definitely I see this being the future. And I think that we just have to jump on the bandwagon and just get engaged with it. And it's all about community, too, right? People want to engage with peers and see, okay, what's trending?

[00:05:35] And they want to see the consumer trends out there. And TikTok Live makes it super easy to determine your tastes. And they sell, like, everything that you want. The algorithm knows your taste. And it will deliver on your taste. And I think it's a place where you go, you feel your community, you know you're being served the pieces that you want. And then you connect with the people who can educate you more about those pieces. Yeah. So let's talk about the buyers then for a second.

[00:06:01] Because I know that depending on where people are shopping, like the TikTok buyer is very different than, say, the ShopLC buyer maybe. Have you noticed any differences either with buying habits or patterns? With different ages or different demographics or anything like that? I definitely, it's kind of funny to see grandmas on TikTok. They're taking over.

[00:06:29] So I used to think it was just for Gen Z. And I see all these orders coming in. And we look at the demographics. It's not Gen Z anymore. Everyone is on TikTok Live. Everyone. So it's definitely changing. And I think that there is a huge demand for it, whatever age you are. And it's coming. It's here. Yeah. What type of jewelry, in your experience, sells best via the live selling format? Definitely.

[00:06:58] I would say pieces with a story. So a gemstone from a specific mine, a discovery story will outsell almost anything else. So we want to hear, like, why this piece, like, why is Tanzania so important? Why? Because of all of the circumstances that made Tanzanite possible. And hearing, like, that backstory is so important to consumers. It's not just another gemstone. It's such a unique quality. And hearing someone come and tell you why this gemstone is so limited and one of a kind,

[00:07:28] I think, will always outsell other gems or perhaps other products that don't really have that story. You know, like an Amazon product with no backstory. Oh, it looks great. That's wonderful. And there's a place for that as well. But hearing about a piece with a story or even the provenance, who owned it and how it's been passed down or who it's a copy of a Kate Middleton piece. Like, we want to know who inspired this.

[00:07:55] And we want to hear the behind the scenes stories, like, about what it took to come alive. And I think those things will always outperform. All right. So what do you see as it relates to live selling projections? Like, within the next, say, two years, next five years, what do you see or what do you predict how things will be?

[00:08:21] I think it's going, like I said, TikTok did 23 billion in sales this year. That's incredible. I can only see that multiplying year on year. So it's a huge force. And I think that that's why we are dedicating here at ShopLC. We have a whole TikTok live studio. And I know that a lot of brands, if they're not doing it, they really should jump on the bandwagon because this is the future. E-commerce, it's flat. It's static. There's a place for it.

[00:08:49] But it's moving in a different direction. People want, like we said, they want the entertainment. They want the education. They want a sense of community. There's so many reasons why live shopping is taking over. And it's here to stay. And I think that all brands need to, if they haven't already, wake up and really focus and invest in their capabilities for live shopping. Yeah, that's really exciting too.

[00:09:16] Because as a jewelry seller, that creates a lot of opportunity for us too, right? Like not only are you limited to your own website, you can do a live show and then you can do a live show in so many places now. So, all right. Well, that's cool. I'm excited. I'm excited to see how things go because like I said, I've always been a big proponent of live selling.

[00:09:42] I always try to encourage my audience to at least consider it. Maybe you don't have to do it every day, but maybe once a week, once a month or something, just to kind of get out there and really tap into the potential that live selling can offer. Live selling is only one part of a much bigger shift in the jewelry industry.

[00:10:07] Another topic that has generated even more debate is lab-grown diamonds. I guess I don't even know where to start because I don't know anything. So, I'm going to let you kind of give us an overview and then we'll go from there. So, lab-grown retail prices have fallen 88% since 2020. So, it's incredibly affordable. So, it's hard to compete with that.

[00:10:35] And lab-grown is a huge part of ShopLC's business. We also have natural-grown diamonds. We have natural gemstones. We sell both and we love both. I think it's just lab-growns have become more accessible for the masses and I think that's incredible. So, people who couldn't afford it, who was out of reach, they now can and I think it's incredible. And we're actually doing a TV show with Rapoport Diamonds. They're the leader in natural diamonds.

[00:11:02] It's called Heard on the Street where we talk about the positives of natural. So, if you are a proponent of natural, you can go and watch that show and learn everything about why you should still invest in natural. It holds its value. There isn't a secondary market yet for lab-growns. So, if you're someone who is looking to invest, you're buying a ring, you want to pass it down to future generations, you want to make sure that retains its value, obviously, you're going

[00:11:29] to go with a natural diamond and there's no question about that. So, there is a place for both. And like you said, it is a hot topic. There's a lot of people who don't necessarily believe in lab-grown. There are definitely two sides of that coin, but we here at Shop LC, we very much love both. We sell both. Lab-grown. You might buy a diamond ring and let's say you want to travel and you know it's not safe. It can scratch.

[00:11:55] A lot of brands now are offering lab-grown, a free lab-grown with the purchase of a natural diamond ring, which I think is incredible. So, you can then put your real one in the safe and then you can go on your cruise. You can travel wherever and you know if it gets dinged or if someone steals it, you're not going to fall apart. It's not going to ruin your trip. You're not going to have to make calls to the insurance company. You can go on that vacation and just relax. So, I think there's a place for both.

[00:12:24] I think I hear so many incredible stories of people who have both the real diamond and they have the substitute lab-grown just for when they travel. Well, I know for a lot of jewelry resellers specifically, the challenge is being able to identify lab-grown versus natural. Is there a foolproof way to do that?

[00:12:49] Like, you know, can you use some of the gem testing tools to do that? So, I think GIA is still the authority. So, if you have a ring and you're not sure about it, GIA has labs everywhere. You can even just ship it to them and they'll tell you what it is. They'll tell you the cut, the clarity, everything that you need to know if it's lab, if it's natural. They're the authority. That's not going anywhere. They are so trusted.

[00:13:15] So, if you do have any questions, you do want to resell something, you want to buy something, you're not sure, and if it doesn't have a GIA certificate, you can go to them, talk to them. They can definitely assess it and give you some real-time information. Yeah, because I know that's probably the scariest thing is you just don't know, right? And so, you know, and I've even heard horror stories where people take in their real diamond

[00:13:42] jewelry to get cleaned and then the real diamond gets swapped out for a lab-grown one, you know, and people are really worried about stuff like that, right? So, I think that's probably the scariest thing. Or sometimes people sell lab-grown as naturally grown. Like, they don't say that that's what it is. So, I think, you know, the transparency is what makes a lot of people nervous or maybe a lack of transparency with some, you know, sellers.

[00:14:12] Definitely. I would not leave my ring with anyone to clean. Here at Shop LC, we actually have an event. It's called GemFast. And we do free cleaning. And you can just stand there while we clean your ring for free. And we can assess it. We do everything right there. We don't go to a back room. It's right in front of you. We clean it for you. And it's all free. So, we do this about every other month. It's called GemFast. It's open to the public.

[00:14:38] So, I highly recommend finding, whether it's Shop LC or someone else, where they do it in front of you. And you can watch them clean it. Because I agree with you. Don't trust anyone these days. Yeah. Unfortunately. Unfortunately. So, where do you see the diamond market heading over the next decade? That's a great question. I think there's room for both. Like I said, natural and lab-grown. I think there's always going to be people who want to retain their value.

[00:15:07] There are going to be investors in natural diamonds. And there's going to be a market for lab-grown. I think both are going to continue to coexist. I think we're going to, Shop LC will definitely continue selling both. And I can't wait to see what happens in the next decade. I definitely think lab-grown prices are approaching a floor. So, we'll see where they go. Traceability tech, like you said, I think will be very important.

[00:15:31] We won't have this problem of, you know, for example, if you go send your diamond to get clean and it gets swapped out. That won't ever happen in the future. There's going to be so much traceability technology, like including blockchain certificates. This is all going to become standardized. And so, the problems that we're talking about today, they just won't exist in the future, which will be great. You'll be able to leave your ring anywhere and will know exactly if it ever gets stolen. You'll be able to find it.

[00:16:01] If it ever, if someone wants to resell it, you'll be able to trace it. So, I think in the future, we won't be having all of these conversations. It'll be exciting. So, I think the future holds a lot of promise. And I think it's going to be a great place to be in the jewelry space. Yeah. Definitely. I think this traceability technology is the future and it will help everyone. You won't worry about where you go because you'll be able to follow it on a blockchain. You'll be able to see the provenance.

[00:16:28] And, yeah, I think it will just level the playing field. There won't be any, and the markups, they'll, you know, won't be as high anymore. I think there'll just be a lot more knowledge about what we're actually buying and what we're selling. So, I think it's going to be great. I also think that right now, people are wearing more diamonds than ever. So, the pie is growing. Just the slices are kind of changing shape. That's all. So, lab versus natural. So, more diamonds have been sold than ever.

[00:16:57] So, I don't think that's stopping anytime soon. Yeah. I think you're right. And I think, honestly, at least from what I've seen, more people care about the look. And they don't care necessarily if it's lab, if it's real. They just wanted a certain look or a certain style or a certain price point, right? And so, whatever fits all of their criteria, they couldn't care less either way.

[00:17:24] Whether it's diamonds or everyday fashion jewelry, today's buyers are making decisions very differently than they did just a few years ago. I would say people are buying jewelry more for themselves than ever before. So, before, usually you received jewelry as a gift or it was handed down generation to generation. And now, jewelry has become a way to self-express.

[00:17:53] So, you see that more and more. People are buying jewelry for themselves more than ever. So, I feel like that is something that is going to continue. We're not waiting for it as a gift or for your mom or dad to hand it down to you one day. You're going out there and you're buying it yourself and you're expressing yourself who you are through jewelry. So, I think that is something that definitely has changed, obviously, since like the 1950s. And we're going to continue seeing that. It's a form of self-expression.

[00:18:20] I also see people with you're buying your values, right? So, if you care about ethical sourcing, honest pricing, a brand that stands for something, that's something that you see with consumers. That's something that definitely has changed. And you see people who, you know, they might be against Amazon. So, they refuse to buy from there. They look for brands like ShopLC that stands for something. I also see that a lot of consumers, they're channel agnostic. So, a customer who might watch, let's say, ShopLC on cable.

[00:18:49] Then, at lunchtime, they might be on the app. And then, on the weekend, they might just go on social media and end up buying it from TikTok Live. Like, they're completely channel agnostic. We're on every source of media that's out there. And I feel like that is, we've never seen that before. And I think that's really interesting to see that we can't, we don't have real attribution sometimes to exactly where our customer came from. Because they've been everywhere on the entire, every possible channel. So, it's very interesting.

[00:19:19] And I think that is something that a lot of marketers are seeing today. So, do you think social media still has a stronghold as it relates to what buyers are doing and not doing? Absolutely. The content creators are everywhere now. I don't think they're going anywhere anytime soon. And I think they really are producing so much revenue for brands. And they really are the spokesperson for brands.

[00:19:44] They actually do provide a lot of trust and confidence for a lot of consumers. So, some people, some consumers only buy through the people that they trust. And those people just might be influencers. So, I don't think it's going anywhere anytime soon. Yeah. All right. So, do you think that younger generations do shop differently? And I only ask this because we just talked about it.

[00:20:13] But also, I've noticed that, at least in some of my live sales, the younger generations actually want the older style pieces. Right? Like, it's the young kids that want the vintage style and the vintage looks. Which I think is really interesting. Definitely. I think older generations wanted to go and try diamonds or jewelry on in person. And I feel like Gen Z, it's crazy how much trust they have.

[00:20:40] They will buy things without ever trying it on. And I think Olivia from Clear Cut, I don't know if you know her brand, but she's a perfect example of this. She sells engagement rings that are over $10,000, natural diamonds. And Gen Z, they eat it up. And she was just acquired, I want to say, from what was the company that just acquired her? Well, I'll look it up in a minute. But she was acquired for a lot of money.

[00:21:07] And so, it just proves that Gen Z is dry. Imagine that. Like, going and buying a ring without ever trying it on just because you saw it on social media. She sells everything through social media. Wow. So, I do think that this younger generation is definitely shopping differently.

[00:21:26] What's something that's happening inside the jewelry industry that a lot of consumers probably don't realize or maybe are just not thinking about? Oh, there's so many. This is such a good question. Okay. Let's start with, I think people just think that there's a robot out there that just presses a button and boom, your ring is like magically created.

[00:21:51] And they don't realize how many hands touch a traditional piece of jewelry before it reaches the counter. So, the miner, the cutter, the wholesaler, distributor, brand retailer. Like, how many layers there are and that they have to realize that goes into the pricing. So, I think people are so used to just hitting Amazon next day delivery. They don't even realize all of the hands that have touched a piece of jewelry before it reaches them.

[00:22:16] So, I would say that's one thing that maybe younger generations have not realized. I think we're in a new generation, a new era where people are like super, even one hour delivery. So, I think consumers need to realize like there are so many people that have gone into the jewelry making process and just to acknowledge it. That's all.

[00:22:39] I would also say the second thing is we, I think most people are aware of the record gold pricing and metal pricing in general this year. So, I think that's something that a lot of consumers, if they don't know and they go and try to buy something and they get a sticker shock, they're like, what's going on here? So, I don't know if you're not paying attention to the news and you're going in to buy a ring this year, engagement ring, you might be, you might get sticker shock.

[00:23:08] And they might not know what's happening behind the scenes. So, I think that's something that not all consumers realize what's happening out there with metal pricing. And then I'd say there's a thin line between a luxury stone and an affordable one. And often it's just marketing. It's not, it's nothing else. They would think consumers don't necessarily know that. And like we said, it goes back to education, people you trust, learning from them.

[00:23:36] So, you walk into a store, like you said, two rings look identical and one could just be completely not affordable and one can be very affordable. So, there's a thin line from appearance and I think it goes back to what we said, like really just knowing the people that you're buying from, trusting them, getting educated. And in the future, hopefully we won't have that problem with traceability. All of these changing expectations are forcing brands to rethink how they do business.

[00:24:05] Some are adapting well while others are struggling to keep up. Are doing really well right now. You can speak from the perspective of ShopLC too, you know. What do you think is really, really working as it relates to jewelry? I would say showing up in real life is also something that we're seeing right now that's working really well for ShopLC.

[00:24:27] We have this event, we have it about every other month called Gemfest, where we bring in the community of consumers, our existing customers, as well as we open it up to the public. Anyone can come on site here in Austin, Texas. We offer free lunch, free wine, free entertainment. We do workshops. You can do your own, like beading your own jewelry bracelets and necklaces, workshops on different metals, different stones.

[00:24:56] Every other month we switch it up so you always come back and have a new experience. We offer 30% off. We have these crazy discounts that are only available at Gemfest. And so we really want to build a community. We want people to come and make friends here, get to know other ShopLC customers and really show up and just bond. We think that, you know, we're so disconnected and lonely behind our screens. We want people to come together and really understand what ShopLC is all about.

[00:25:26] We're all about delivering joy. We're all about giving back, providing meals to the community. We're really a brand that stands for something and we want that message to come across. And we do that in real life. And I think that brands that are doing that are really the ones that are going to do well in the future. And we see that time and time again with other brands as well. All right. So let's think about the opposite. What do you think brands today are not doing well?

[00:25:54] Or what areas do you see that it's obvious to you this needs to be changed or improved? I would say chasing every trend. So we see a lot of brands are chasing every trend instead of owning a lane. So a brand that sells everything and stands for nothing, you can kind of read through that. Like, so I would say that's one thing. And then another one is hiding behind a vague sourcing.

[00:26:23] So customers can smell evasion. Like, if you can't tell us, like, where it comes from, why it costs that, that's something that is one mistake that I see other jewelry brands do where you want to understand, like, okay, what's the clarity? What's the cut? Tell me more about this diamond. And it's hidden and you don't really know exactly why. That's something that I think I see a lot of brands doing and making that mistake. So customers can see through that. They don't want that. They want transparency.

[00:26:50] And I think that's something that, you know, good brands, they don't do that. All the information is there. And you can get all the information from one product page. Yeah, I agree. I think that the authenticity and transparency is huge because now you have so many options to buy, you know. You know, it's not like there's only one little jewelry store in town. You know, now you've got literally hundreds of options.

[00:27:16] And so if you can't be, you know, you know, honest and upfront, then, you know, the buyer will find someone who is. And I think, you know, I think that's a good thing because it kind of regulates kind of what everybody's doing as it relates to the jewelry brand or the jewelry industry in general. Definitely.

[00:27:39] So if someone wanted to start a jewelry brand, if somebody is looking to get started, maybe selling their own jewelry, maybe wholesaling jewelry, maybe becoming a live seller selling jewelry, they find secondhand like what I do. What tips or advice would you give to somebody who literally is just getting started?

[00:28:05] I would say obsessed, but literally obsessed over getting that second sale. So your packaging for the first product sale that you get from that customer, packaging has to be impeccable. The follow up, the service, calling and writing, even texting your first few customers like you have their information. Instead of an email, text them or even say, hey, could I give you a call and just find out how it went? Like, how was the packaging? How was the delivery?

[00:28:33] People are blown away when the founder picks up the phone and sends a personalized text message and says, hey, you're one of our first customers. Thank you so much for believing in us. We want to hear about your experience and making them feel like a VIP, someone super important. They're going to want to come back and they are going to tell 10,000 people about their experience and they're going to be your biggest ambassador. So I would say obsess over those first few sales and obsess over getting that second sale.

[00:29:00] So make your first customers VIPs, make them feel like they're everything to you. And then the second thing I'd say is pick one category and one niche and really focus on it. You can't be everything to everyone. Find like something that's really special to you that really builds on your story so you can have a great list of tell. And then third, I'd say go live early. Live selling is super cheap. Like we said, you can do it from your car. It's kind of crazy. So small brands are going to win.

[00:29:29] Like you can do it anywhere. So it's crazy. So go live early. So I'd say those are the three things. Obsess over your first sales and those customers. Pick a lane and stay in it. And then definitely go live early. Yeah. And that's the thing, too. You kind of have to be a jack of all trades, right? Like you have to be, you know, the salesperson, the customer service person, the online personality. We better wear all the hats. Yeah, you do.

[00:30:00] You know, and trust me, I've done it all. And, you know, it can be overwhelming, but you don't have to master all of them at once. Right. You start first by, you know, learning how to sell. And then you kind of build from there because people ask me that a lot, too. They say, well, how do I get started? And I said, well, you do need to learn how to sell. And you have to be comfortable with that. Now, how you do it is going to be your own thing.

[00:30:26] But, you know, being comfortable with sales is going to take you really far. Exactly. So do you think technology will, and I know we talked about the security aspect, but do you think technology will make things better, more efficient? Or do you think it will just kind of keep things where they are? Because I think about this a lot, too.

[00:30:55] And I think, well, what more can we do? I mean, have we already capped out as it relates to tech and sales and shopping and selling? I think there's so much that we are going to look forward to in the future. I think, for example, I just demoed a really cool technology company. You can actually, without, if you don't know your pinky ring size, you know how pinky rings are like a trend right now. I don't know my pinky size.

[00:31:24] I know some of, you know, my middle finger and I know my ring finger size, but I don't know my pinky. So I would have to typically ask for someone to mail me a ring size, you know, those little plastic things and measure it. But now with new technology, you can just use your camera and it will tell you what your pinky size is or your other whatever. Maybe you want your thumb ring size. So we're downloading right now and it's incredible. So it takes away that friction of buying jewelry.

[00:31:55] You know, instead of immediately, I'll just know if I'm like dying to buy a pinky ring, which by the way, I am. I now know my pinky size and then I can do it because of this new AI technology. So that's something that is definitely new. Also, AR trying on things will remove the last friction of buying any jewelry. So AI, AR definitely will also, AI will also act as a personal stylist and it's going to start learning your taste and it's going to bring and surface the right pieces at the right time to you.

[00:32:24] So I think those are, you're going to, it's going to just know when you wake up, it's going to read your calendar. It's going to know you have a gala coming up. You have a graduation party. It's going to know things and say, Hey, in a month you have XYZ event. And it's going to say, based on your historical purchases, these are the things that we think you should buy. This is a dress. These are the shoes. Here's the jewelry. Isn't that going to be incredible? It's going to save you so much time. Yeah. All right.

[00:32:52] So, um, before we wrap up, if viewers remember just one thing from today's conversation, what would you want that to be? Yes. I would say buy jewelry for joy, not for status, not as an investment, but because it makes you or someone you love light up. And just remember you have options as a consumer, stand up for the values you believe in buy

[00:33:21] from brands that give back that are, have really great values and represent you as a person. And just remember as a consumer, you have a lot of power. There are a lot of options out there and stand up for what you believe in. Yeah. I think that's really good. And I also want you to tell us too. So what can we look forward to with shop LC as we start moving into, um, Q3 and Q4?

[00:33:49] I know that's always an exciting time for retail, you know, so let us know what's on the docket for shop. I'm so excited. Okay. Okay. So if many of you have heard of Rachel Roy, she's a very famous American designer. She is designing some exclusive jewelry collections for us. So those will be dropping this quarter, um, for the holidays. Look for that. They're a limited edition and she is going to be our brand ambassador and coming out with really fun collections.

[00:34:18] So I'm really excited about that. And definitely she's an incredible designer. She has great taste. Um, vanity fair named her America's best dress to say, you know, she's got the best taste out there. Definitely look for her collection. I can't wait to personally own all of them. Um, so look for that. And then I'd say, um, if you do want to see something really cool to add it unique, if you want to see a collection from big name out there, celebrity, drop me a line. I will make it happen.

[00:34:48] I love reaching out to our, to the press, to celebrities and seeing what we can come up with and not offering our customers something really unique that no one else offers. So let me know what you're thinking. Drop me a line. Stay in touch. I'm on LinkedIn. And I look forward to hearing everything you guys have to say about this episode and give me your feedback. So as we've seen, the jewelry industry is constantly evolving.

[00:35:13] And as you've heard today, the way we buy, sell, and think about jewelry is changing right along with it. My thanks to Francesca Kennedy and the team at Shop LC for sharing their insights. If you enjoyed this conversation, make sure you subscribe for more podcasts. episodes, interviews, and industry news, along with some educational content designed to help you become the smartest jewelry person in the room.

[00:35:41] Thank you so much for watching and I'll see you in the next one.