Jake Duneier (pictured), CEO of Clyde Duneier Inc., is heading to this week’s JCK Las Vegas show with plans to make new friends, connect with longtime customers, and shake up the industry as only a 115-year-old jewelry manufacturer can.

Wait…a century-old company wants to shake things up? “There is real excitement around a new customer cohort entering the fine jewelry market,” says Duneier. “Younger consumers are still very interested in buying fine jewelry to mark life’s special moments, but they are engaging with the category differently. That creates a big opportunity for the industry, if we are willing to meet them with the right product, the right story, and the right experience.”

At JCK, Duneier will be making sure he has a bead on what veteran vendors want and what he can do for newer entrants in the industry who are still building their jewelry brand.

“The biggest challenges are the obvious ones right now: the price of gold, tariffs, rapid lab-grown diamond price deflation, and how to manage through that volatility while still giving the consumer compelling product and value,” he notes.

Duneier became CEO of the New York City–based jewelry manufacturer founded by his grandfather last summer. Clyde Duneier’s clients range from major retailers to brand management agencies, supporting licensed, celebrity, and fashion-driven collaborations.

JCK spoke to Duneier about what has and hasn’t changed in the fine jewelry marketplace, how brands can find customers, and what he expects in Vegas from a divided (natural versus lab-grown) diamond sector.

What are you looking to do at JCK this year?

What I’m most looking forward to is getting a real pulse on the industry from a few different angles. The JCK show is one of the rare times where you can hear directly from the majors, independents, suppliers, and brands all in one place, and get a better sense of what people are seeing at retail, what’s trending, and where the consumer may be moving.

Of course, a big part of the show for me is visiting with our customers and suppliers, but I also really enjoy just walking the floor. That’s usually where you pick up on the energy of the industry, see interesting product, hear new brand stories, and find ideas or opportunities that we may be able to help bring to life.

Among jewelers you’ve worked with for a while, what do you think they are doing right at present given all the challenges in the marketplace?

The best veteran jewelers are bringing craftsmanship back to the forefront. Fine jewelry is still such an artisan, handmade product relative to so many other industries, and that is a huge advantage when it is communicated well. The jewelers doing it right are helping customers understand the handwork, skill, and care that go into each piece, whether it is setting, finishing, engraving, or simply the craft that comes from years of experience.

They are also paying attention to what newer brands and retailers are doing well, from storytelling to store experience, and applying that innovation in a way that feels authentic to their own business. They already have the trust, history, and relationships. When they combine that with fresh thinking and a renewed focus on craftsmanship, that becomes a real advantage.

On the flip side, what are you seeing from companies you started working with more recently?

The newest clients we’re working with really understand the power of brands and the role they are going to play in the jewelry industry going forward. Consumers today want more than a product. They want a story, a point of view, and an emotional connection behind what they are buying. As an industry, I think we still have a lot of catching up to do on branded product relative to other categories like fashion, beauty, and watches. The clients getting it right are leaning into that. They are looking for branded collections, stronger storytelling, and product that gives the consumer a reason to care beyond the materials alone.

Where do you stand on the lab-grown versus natural diamonds debate? 

I’m not sure there is much of a debate left to be had. The industry may still be talking about “lab versus natural,” but the consumer has already spoken, and the consumer is the only one who really matters.

What they’ve told us is that both have a place. Natural diamonds and lab-grown diamonds can each be meaningful, beautiful, and valuable choices for commemorating life’s important moments. The mistake is trying to force the customer into one camp or the other. Our job is to understand what they value, meet them where they are, and help them celebrate in a way that feels right to them.

For JCK Vegas, I hope the conversation moves beyond the battle lines and into a more constructive discussion about how the industry can support both categories with integrity, transparency, and great product.

(Photo courtesy of Clyde Duneier Inc.)

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