Page 1 Page 2 Page 3 Page 4 Page 5 Page 6 Page 7 Page 8 Page 9 Page 10 Page 11 Page 12 Page 13 Page 14 Page 15 Page 16 Page 17 Page 18 Page 19 Page 20 Page 21 Page 22 Page 23 Page 24 Page 25 Page 26 Page 27 Page 28 Page 29 Page 30 Page 31 Page 32 Page 33 Page 34 Page 35 Page 36 Page 37 Page 38 Page 39 Page 40 Page 41 Page 42 Page 43 Page 44 Page 45 Page 46 Page 47 Page 48 Page 49 Page 50 Page 51 Page 52 Page 53 Page 54 Page 55 Page 56 Page 57 Page 58 Page 59 Page 60 Page 61 Page 62 Page 63 Page 64 Page 65 Page 66 Page 67 Page 68NATIONAL JEWELER 13 THE ‘THIRD WAVE’ When examining National Jeweler’s 2016 “$100 Million Supersellers” list (analyzing 2015 sales), the first thing some readers might scan for are the online-only retailers, long the neme- sis of brick-and-mortar store owners. How many more are on this list versus the list National Jeweler published four years ago?And how many brick-and-mortar stores got bumped off because of them? The 2016 “$100 Million Supersellers” list contains four online-only retailers: Inc. (No. 9), Blue Nile Inc. (No. 19), (No. 28) and Inc. (No. 34). That’s two more than were on the list in 2012, with James Allen and Overstock the newcomers. There are two ways to look at these additions. Yes, the number of online-only retailers that are $100 million supersellers technically has doubled, and Amazon has moved up seven spots, from No. 16 in 2012 to No. 9 this year. However, their number remains relatively low—four out of 35 companies, or 11 percent of the list—and Gassman maintains his long- held theory that for the foreseeable future, the amount of jewelry bought online will cap at 10 percent, meaning that he expects 90 percent of jewelry purchases still will take place in stores. Then there’s what we’ll call the “third wave” factor. In its recent white paper, “ Alibaba Saves the Store,” customer experience and marketing agen- cyWD Partners introduced its theory about the three waves of retail in the United States. The first wave began in the late 1700s, when the first formal stores began to replace market bazaars. It consisted of mom-and-pop mer- chants with an emphasis on quality, personal service and ties to the local community. The second wave of retail came crashing in around 1950, with the rise of mass-market retailers, malls and, later, the explosion of big-box retailers like Target and Walmart. The STATE of the MAJORS BIRKS GROUP #21 on $100M #21 on TOP 50 “Retail has become the province of the daring.” —BEN JANOWSKI, JANOS CONSULTANTS Works of Art TheGinkgo’sCollectionbyBrevaniisacollectionofartisan textures,luminousfinishes,earthencoloursandflutteringleavesof lovethatwilltouchone’ssoulandallowanothertofindtheirown. Left to right: W/P Diamond Leaf Ring, .25ctw, BVR1017WP YG Diamond Leaf Ring, .03ctw, BVR1013 Y/W Long Diamond Leaf Earrings, .40ctw, BVE1001YW W/Y/P Pearl & Diamond Leaf Necklace, .46ctw, BVP1007WYP 6 East 45th Street, 17th Floor, New York, NY 10017 800-356-3851