What you’ll learn in this episode: Why working with jewelry designers is part business, part therapy. Why the jewelry industry is picking up its pace to match the fashion industry, and why this trend might backfire. Why customer feedback on comfort and wearability is essential for jewelry brands. How Lionel defines success for his jewelry clients. What caused so many fashion houses to develop fine jewelry lines in the last few years, and what this trend means for the industry.  About Lionel Geneste Lionel Geneste is a fashion and luxury industry veteran, having worked for John Hardy, Givenchy, Catherine Malandrino and Randolph Duke in various capacities, from global marketing to communications and merchandising. He is also the founder of the gift-giving service b.Sophisticated. Born in Tehran to French parents, Geneste grew up as a modern nomad: Cairo, Istanbul, Lagos, Beirut, Paris are just a few places he once called home. And so he acquired an eclectic eye, at an early age, for the refined and urbane—only further encouraged by his clotheshorse mother and her like-minded friends. Additional Resources Website Instagram Photos Available on TheJewelryJourney.com Transcript: How does an independent jewelry brand get noticed? For some lucky jewelers, the secret is Lionel Geneste. Lionel is a jewelry strategist and advisor who has launched iconic brands, shown new collections at Paris couture week, and gotten small jewelry artists into top stores. He joined the Jewelry Journey Podcast to talk about how the jewelry industry compares to the fashion industry; the trends, opportunities and challenges jewelers are facing today; and how he chooses his clients (and why he has to believe in their work). Read the episode transcript here. Welcome to the Jewelry Journey, exploring the hidden world of art around you. Because every piece of art has a story, and jewelry is no exception. Sharon: Hello, everyone. Welcome to the Jewelry Journey Podcast. This is the second part of a two-part episode. If you haven't heard part one, please head to TheJewelryJourney.com. Today, I'm talking with Lionel Geneste. He's an independent strategist in the jewelry industry. He does this after 15 years in fashion, so he knows fashion and jewelry. Welcome back. Let’s say people haven't seen the lines of these jewels or the independent jewelers that you represent. Do they say, “Oh, I haven't seen this. I want it for my store”? Lionel: Right. They do that. Everybody has access to everything pretty much now, with Instagram or even stores posting on their websites. I tend to have a collection or a certain number of pieces with me, and then I distribute it amongst the stores I work with. I still give the list of everything I have within the U.S. So, if a client has seen something and it's not within their store, I will send it to them to present to the client. It's very interesting. Once the client knows the brand, they really go for it. They dig into the Instagram to see other pieces. I think you have to be very fluid and flexible, and you have to be able to move around your jewelry if you want to accommodate your plan. Sharon: What are the first things you advise people, your new clients, on? Is it to get involved with social media? Lionel: I know we all hear the stories of people selling off Instagram. I think the brick and mortar is still—at a certain level, we're talking about jewelry. It’s different below $8,000. It's very rare when someone buys it from a website. Even a website like Moda Operandi, for example, if there is a piece— Sharon: Which one? Lionel: Moda Operandi. It's a website that was launched on the idea of doing trunk shows on there. For example, they will very often ask for the piece to be sent so they can show it to their clients. It's rare that they buy it directly off the website. I think for pieces that are $500 to $2,000, maybe $3,000, but above a certain price, the clients want to see it, feel it. Sh