Lessons from Pandora

One Size Doesn’t Fit All: A Lesson from the Pandora Era

In the years following the Great Financial Crisis, few brands stirred more debate in the jewelry industry than Pandora.

Some independent retailers saw a massive opportunity — opening standalone showrooms and riding the wave of growing demand. Others passed entirely, concerned that the price points and gross margins didn’t align with their positioning or long-term brand vision.

Sound familiar?

This moment in our industry’s history is less about Pandora itself and more about the larger truth it reveals:

Every store is different.

Geography, clientele, brand identity, and sales strategy all shape how successful — or unsuccessful — a product line or supplier relationship will be. A custom bridal specialist in St. Louis may have very different priorities than a high-fashion boutique in Scottsdale, and that’s exactly how it should be. Blanket strategies, one-size-fits-all advice, and ego-driven arguments are simply noise.

Focus on What Matters

• Stay tuned in to your clients' preferences

• Understand your brand positioning

• Protect your profitability

• And make decisions grounded in your local market realities

  
  

The best retailers aren’t chasing trends — they’re serving their communities and delivering on their promises. At Union Gems, we believe in supporting retailers with curated diamond programs and flexible inventory strategies that match the way you do business.

Need a thought partner to refine your diamond assortment or rethink how you’re serving your clients? We’re always here to help.