The End Game

In choosing Gareth Penny as JCK's Person of the Year, the magazine's editors created quite a stir among some members of the diamond trade. How could JCK honor someone who, as the architect of the Supplier of Choice program, had wrought such havoc on the industry? I received several phone calls and more than a little good-natured ribbing about his selection. The Person of the Year initially was to be someone who had a significant, positive impact on the industry. This year, however, a repositioning was in order. It's clear that the DTC sent a powerful message to the diamond trade and the jewelry industry with Supplier of Choice. Consequently, JCK editors believed the more appropriate criterion should be "the individual who impacted the industry the most." The real issue is the DTC's message to the trade. Relationships are out. Buying an entire range of goods is in. Advertising and sal

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