Elizabeth Taylor, Malcolm Forbes and Christie's Love Paper Jewels

The Paper Jewelry Suite on sale as part of The Collection of Elizabeth Taylor auction.

 
The friendship of Malcolm Forbes and Elizabeth Taylor was as legendary as the lives they led. Part of what they shared was a great sense of humor.

This humor and affection toward one another was evident when the founder of Forbes once presented Taylor with a suite of paper jewels. It turns out that Taylor, who has been gifted with some of the most priceless pieces of jewelry in the world, loved the sentiment and recounted the story of it in her 2002 book, My Love Affair with Jewelry.

The paper cut-out of a necklace, a pair of ear pendants and a pair of ear clips will be among the statement jewelry, couture creations, memorabilia and other items that make up “The Collection of Elizabeth Taylor” auction, December 13-16 at Christie’s New York headquarters. It will be sold on December 14 and has an estimate of $200 to $300.

The sale of the paper jewelry gave Christie’s the inspiration for Marissa Wilcox, International creative director at Christie's, to create a paper-jewelry collection as part of the unprecedented auction.

“She has wanted to create a book of paper jewelry for ages because our jewelry clients have told us that they will sometimes cut images of individual jewels out of our sale catalogs and ‘try on’ bracelets, necklaces, rings and brooches,” said Erin McAndrew, head of Communications, Christie’s America. “When the Collection of Elizabeth Taylor came to us, we knew it was the perfect opportunity to launch our first book of paper jewelry.”

Using the Forbes gift as her inspiration, Wilcox selected 15 of Taylor's most iconic jewels to recreate in paper and incorporated them into a full color booklet. Among them is the Peregrina pearl—a historic 16th century pearl that was part of the Spanish crown jewels for generations, the Schlumberger "Night of The Iguana" brooch, the BVLGARI emerald suite, and of course, the 33.19 carat D-color Elizabeth Taylor Diamond. All will be part of the auction.

“Each jewel is perforated around the edges so you can just pop them out and pop them on, so to speak,” McAndrew said.

The book is available for purchase in person only at the New York exhibition (which has begun and will run till Monday) and the four-day auction that follows the exhibit. The auction house created 5,000 books and they are being sold for $25 each, with $5 going to the Elizabeth Taylor AIDS Foundation.

Curiosity Killed the Cat but Gives Birth to Great Sales

This is one of a series of articles by Mónica Arias of Excellence Consulting, a luxury sales and marketing consulting firm based in Buenos Aires, Argentina. These articles will focus on ways that sales and marketing professional in the jewelry and luxury industries can improve their techniques.

How important is it to be curious in the sales profession? It’s very. and for many reasons.

To start, because the more questions you ask your customers, the more chances you will have to gather information about them. This will reflect in more “tailored” or “suitable” options to offer from which they can choose from. No secret here: asking open questions is one of the golden rules in this profession.

But, how do you do it without being “salesy” or sounding pushy? By interacting with your clients in a natural manner—bearing in mind that you need to make them feel comfortable with you, way before making a demonstration. The situation, of course, will vary depending on the sales context itself, but the rule applies to almost all sales situations: first make connection with your clients, then, and only then, start displaying some options according to what you captured could match their wishes or desires.

Secondly, being curious and asking open questions will ease your way to even something more challenging and magical: you could make your client feel a new need or sudden desire to acquire something he did not even think of. Many salespersons stop questioning clients after they closed the sale, or when they are about to, because they do not feel comfortable with a continuous “post sales” dialogue. However, more often than not, you can sell extra items by simply maintaining a natural flow of questions.

Asking open questions is a way to nourish your relationship with clients and provide something they will adore: excellent service.

You will be noticed, acknowledged and remembered by your clients. Your job is not only selling or reaching your goals, but also having in mind that they need to be assisted in the most appropriate manner, even if the sale does not occur. They need to feel your kindness and professionalism all the time, and you must always go the extra mile in order to give good advice and serve them with high quality standards.

Some sales consultants do not believe that curiosity should be applied to the sales profession. They argue that being curious in the sales process may lead to misunderstandings. Although it is true you are not supposed to ask intimate questions or look as if you were trying to interfere in your customers´ private lives, I think it all depends on other factors rather than the questions themselves: you have to pay close attention to your tone or voice, how you look at your clients straight to their eyes, the way in which you listen to them with your full attention, the manner in which you address your clients, the way you gesture and so many other details which make curiosity look like a poor term to apply after all.

If you love sales, you need to keep curiosity alive because, as it happens with all professionals, you must have you skills updated. You will have to read new books, refresh your vocabulary, search the web for online courses and articles and enrich yourself with new materials. In other words: Never disregard curiosity. It may have killed the cat but will it certainly help you give birth to great sales and your best performance.

Mónica M. Arias
Excellence Consultant: Helping you discover how to reach your next level through excellence.
contacto@monicaarias.com.ar
Copyright 2011

A Record-Setting Week for Online Holiday Sales

Online sales for the first full week of what is considered the true holiday shopping season grew 15 percent to a record $5.96 billion, according to comScore, a firm that measures digital data.

The week from November 28 (“Cyber Monday”) to December 2 had three individual days that saw more than $1 billion in online spending, led by Cyber Monday, which was the heaviest online spending day on record at $1.25 billion. November 29 reached $1.12 billion and November 30 reached $1.03 billion. These three billion dollar spending days currently rank as three of the four heaviest online spending days in history.

For the holiday season-to-date (November 1 – December 2 as measured by the Reston, Va.-based company), $18.7 billion has been spent online, a 15-percent increase versus the corresponding days last year.

“As the deals from this week expire, it will be important to see the degree to which consumers return to the same retailers to continue their holiday shopping, thereby helping improve retailers’ profit margins, or if we experience a pullback in consumer spending—which has occurred in previous years—before promotional offers and spending intensity pick back up in earnest around mid-December,” said comScore chairman Gian Fulgoni.

One of the most prevalent holiday season promotions used by online retailers is free shipping, which typically peaks around the Cyber Monday period. More than half of all transactions have included free shipping with rates increasing later into the season, comScore said. The week of Thanksgiving (week ending Nov. 27) saw free shipping occur on 64.4 percent of transactions, while this past week maintained a similar level at 63.2 percent. In each case, these rates were approximately 10 percentage points higher than last year.

“Free shipping is one of the most important incentives that online retailers must provide during the holiday season to ensure that shoppers will convert into buyers,” Fulgoni said.

More than one-third of respondents (36 percent) indicated that free shipping was “very important” and that they would not make a purchase without it, according to comScore’s annual holiday shopping survey. An additional 42 percent said that free shipping was “somewhat important” and that they actively seek out free shipping deals. Only 15 percent of respondents indicated that free shipping was not particularly influential in their purchase decision.

Cyber Monday is a marketing term created in 2005 by online retailers after learning that online shopping activity increased the Monday following Black Friday.

Christie’s Elizabeth Taylor Exhibit is a Big Draw

People line up outside the entrance of Christie's to view the Elizabeth Taylor collection.

The Collection of Elizabeth Taylor opened Saturday to large crowds and long lines outside of Christie’s N.Y. Rockefeller Center headquarters.

“It was a great opening day for us, with a packed house and lots of happy Elizabeth Taylor fans,” Erin McAndrew, head of Communications, Christie’s Americas, said Sunday. “We sold over 15,000 tickets thus far.”

The exhibition continues through December 12, which will be followed by the sale of one of the greatest collections ever amassed by a single person. Tickets are timed, are still available and can be purchased on Christie’s website online for the day and time slot of your choice.



I first went past Christie’s at around 11 a.m. Saturday, an hour before the doors open to the public, and was surprised to see very few people. I returned at 3 p.m., and the line stretched for more than a block and was mixing in with the throngs of holiday tourists at nearby Rockefeller Plaza. 

Follow this link for more coverage of the Elizabeth Taylor exhibition and auction at Christie's.

Also opening Saturday was the online only auction of 950 items from the Taylor collection, including fine jewelry, costume, jewelry, fashion and accessories and decorative arts. Online bidding will run concurrently with the live auction. Lots begin closing on December 15 and all lots will close December 17.

“At 10 a.m. (Sunday) 12,000 bids have been submitted thus far,” McAndrew said. “There are many more items still available at the $250-500 level, including Louis Vuitton bags, Versace coats, Valentino dresses, and my favorite, a 14k gold flashlight by Van Cleef & Arpels.”

A Peek Inside Christie's Elizabeth Taylor Exhibition

Christie's recreates Elizabeth Taylor's jewelry room for the exhibition.

At noon Saturday, the general public will have its first opportunity to view the entire collection of Elizabeth Taylor that will go on auction at Christie’s New York headquarters beginning December 13.

Three outfits worn by Taylor during her Cleopatra days.

Parts of the collection of jewelry, couture, memorabilia, household items and art have been on a world tour. New York is the last stop on the tour prior to the four-day sale. In addition to the live auction, 950 pieces from the collection of more than 2,000 items will be made available in a separate online auction that begins today and will conclude on the same dates as the live auction. All lots will be offered without reserve.

Mike Todd diamond tiara

“All of the items on the online auction have an opening bid of $50,” said Erin McAndrew, head of Communications, Christie’s Americas, who led me through the exhibition Friday. "This allows everyone to participate.”

La Pérégrina -- The Legendary Pearl.

The exhibition ends December 12. This will be the last opportunity to see one of the greatest private collections of jewelry, memorabilia and fashion ever amassed. Tickets are still available and can only be purchased online on Christie’s website.

Cartier ruby and diamond suite and Van Cleef & Arpels ruby and diamond ring. The Cartier pieces were given to Taylor by Mike Todd and the 8.24-carat ruby and diamond ring was a gift from Richard Burton.

For those who have purchased their tickets to the exhibition at Christies Rockefeller Plaza headquarters here’s what to expect.

Wedding dress for first marriage to Richard Burton.

First of all, it’s the first time that Christie’s entire sale and exhibition space will be dedicated to an auction from a private collection. It’s a museum-quality exhibition.

Night of the Iguana brooch by Jean Schlumberger, Tiffany & Co.

The first portion of the space is a hallway dedicated to Taylor’s relationship with Andy Warhol. It includes a lithograph portrait of Taylor and a sketch of lips by the artist. Both were gifts for Taylor. Between them is a thank you note from Taylor to Warhol.

A collection of colorful jewelry pieces organized by Christie's.

On the other side of the passageway there’s a recreation of Taylor’s jewelry closet in her dressing room. Yes, she had a separate room for her jewelry. The original boxes for each piece of jewelry are situated on individual shelves. “Notice all the red boxes,” McAndrew said. “She loved Cartier.” In addition, several boxes were marked with the names of those who gave her the pieces.

A collection of Taylor's watches in a single display case.

Right before entering the main exhibition rooms there are three dresses that were worn by Taylor, two flank each end of the display and one is lifted from the ground with the mannequin’s arms extended. It’s quite a dramatic scene and leads to the first room which is filled with several of Taylor’s signature jewelry pieces.

The Taj Mahal Diamond, Circa 1627 -- 28 with gold and ruby chain by Cartier.

It includes La Peregrina, the pearl, ruby and diamond necklace centered with a 203-grain pear-shaped pearl discovered in the 16th Century as its centerpiece. Taylor and Al Durante of Cartier designed the piece. A collection of diamond and ruby jewelry, including necklace, earrings and bracelet set that was a gift from director Mike Todd, Taylor’s third husband. In the same case is an 8.24-carat ruby and diamond ring that was a Christmas gift from Richard Burton, Taylor’s fifth husband who she married twice. And there are signature sapphires and emerald pieces, many gifts from her husbands that were worn on special occasions, such as the diamond tiara, which she wore to the 1957 Academy Awards, where Todd’s film, Around the World in 80 Days, won for Best Picture.

A room in the exhibition is dedicated to Taylor's acting career, personal life and her humanitarian causes.

From there it became a blur of sparkle as jewelry dominates much of the exhibition. Bulgari, Boucheron, Cartier, JAR, Schlumberger, Tiffany and Van Cleef & Arpels and many more internationally renowned jewelry brands are well represented. It was clear from her collection that Taylor loved colored gems as much as she loved colorless diamonds.

Bob Dylan publicity poster with poem to Taylor.

There’s the 33-carat diamond Asscher Cut diamond ring that was a gift from Richard Burton. It was the ring she wore nearly everyday. The Vacheron Constantin watch and monkey necklace that were gifts from Michael Jackson are included in the exhibit. Then there’s the magnificent Taj Mahal diamond, which comes with a love story nearly four centuries old.

Taylor's handbags are exhibited in a replica of her accessories closet.

Of course, there’s more than jewelry. There’s memorabilia, such as bound copies of movie scripts, a collection of director’s chairs she used during her films and a book she wrote as a child, titled Nibbles and Me. One of the more unusual items is a publicity poster of Bob Dylan, inscribed what could only be described as a love poem to Taylor.

Couture outfits spanning more than 50 years from some of the world's most renowned fashion designers in a dedicated space.

There are her poster collections, furnishings, decorative accessories and a recreation of her accessories closet (yes, she had one of those, too) with shelves filled with designer handbags.

Then there are the outfits—from every major designer spanning more than 50 years of fashion. They are scattered at different areas of the two-story exhibition space but the bulk of her major couture items are located in a dedicated room on the second floor, exhibited in chronological order.

Taylor also had an impressive collection of important old master’s, impressionist and modern art paintings that includes works by Van Gogh, Piassaro and Rembrandt. These paintings while available to view at the exhibition will be sold at a separate auction at Christie’s London in February.

Near the end of the exhibition there’s a room dedicated to Taylor’s life as an actress, an icon and as a humanitarian. It should be noted that a portion of all proceeds from the auction, catalog and related sales will go toward the Elizabeth Taylor AIDS Foundation.

By any measure Elizabeth Taylor lived an extraordinary life and the exhibit is a statement on how she lived. The gifts she received and items she bought for herself were basic and extravagant. She was all American and a contemporary in the way she purchased. She loved things that were big and bold and she never seemed to have enough. However, she also had European and international taste in fashion and design. Her collection shows that when it came to style she was extremely knowledgeable, passionate and compulsive. This collection represents a life well spent. Christie’s presentation of the exhibit makes it seem as if her life’s work was complete.

It’s almost a shame that these items will soon be separated. 

New York Jeweler Offers Customers the Chance to Make Three Wishes Come True

Todd Reed’s 36-ct. diamond necklace.

Greenwich Jewelers launched of a special holiday program intended to make three wishes come true for jewelry lovers and their favorite charities. The New York-based jeweler is offering three inspired pieces of statement jewelry for the holiday season. A portion of the sell price for each piece will go to the qualifying charity of the buyer’s choice.

“We were inspired by each of the pieces of jewelry in our ‘3 Wishes campaign,’” said Jennifer Gandia, co-owner of Greenwich Jewelers. “Receiving any of these extraordinary pieces as a gift would make anyone’s dream come true, and so we thought it was a great opportunity to make some dreams come true for worthwhile, charitable organizations that are close to our customer’s hearts.”

The pieces represent the work of some of the most respected jewelry designers today. The designer and pieces are as follows:

* Todd Reed’s 36-ct. diamond necklace (top picture) combines the concept of the grand necklace as created by the finest jewelry houses with ceremonial breastplates used in ancient Mayan rituals. The diamonds originate from the Diavik mine in Canada. The near colorless crystals are cut in half then set into the 18k gold and sterling silver necklace in their natural state. The suite of diamond crystals is so rare the designer says that creating the necklace was a “once in a lifetime opportunity.” It combines dramatic design, rarity of materials and wearability. Priced at $190,000, $10,000 will be donated to a charity of the buyer’s choice.

* Gurhan, jeweler to stars like Angelina Jolie, Sandra Bullock and Jennifer Lopez, created a 24k gold and rose cut sapphire necklace. Totaling 167 carats of midnight blue sapphires, the play on symmetry in this statement-making necklace gives this piece an unpredictable beauty. Each gold frame was hand hammered by the artist, creating a blend of ancient technique and modern design. Priced at $75,000, $7,500 will be donated to a charity of the buyer’s choice.

* Greenwich Jeweler decided to get into the act of giving by creating the Cashmere diamond cuff bracelet for the special sale. A total of 27 cts. of well-matched pale-brown, black and near-colorless diamonds are set in 18k white gold mesh that creates the look and feel of the fabric that provided the name and inspiration for the piece. The bracelet molds to the shape of the wrist, allowing for a truly unique fit in a piece of statement jewelry. The palette of diamond colors gives the bracelet equal parts uptown elegance and downtown attitude. With a retail price of $50,000, $5,000 will be given to a charity of the buyer’s choice.

Greenwich Jewelers, located in downtown Manhattan, is an independently owned jewelry store that specializes in designer, fashion, fine and bridal jewelry.

Magical Emotions: Source of Luxury Desires

This is one of a series of articles by Mónica Arias of Excellence Consulting, a luxury sales and marketing consulting firm based in Buenos Aires, Argentina. These articles will focus on ways that sales and marketing professional in the jewelry and luxury industries can improve their techniques.

For those of us who love jewels and luxury goods, one thing is certain: we admire not just their beauty and original designs but the many mysteries they usually wrap us up with, sometimes, for many years.

Since a very early age jewels have represented beauty and sophistication: emperors, kings, queens and members of nobility alike have adored them and made a distinctive feature of their usage a sign of power.

Have you ever wondered why? Some historians say because of a “sacred” quality jewels—especially the ones that have been crafted with gold and stones—carry in order to make the body look and feel unique and beautiful in the eternal, infinite lives of a soul´s journey. This is true when you think of Pharaohs buried with their precious belongings, including jewelry, which were thought to accompany them wherever their souls could migrate.

Some others have studied the history of jewelry from a craftsmanship point of view: the more original and handcrafted the piece, the more valuable it has always been and will continue to be for centuries to come.

However, even when these approaches are correct and irrefutable, jewels exert many other “unseen” effects in those who love to wear them because they represent the identity of the person who was captured by their beauty or design. Unseen effects such as: pride, emotional connection to the pieces, joy, ethics, sense of representation of one´s values and likes, power, desire, revelation, very special occasions attached to strong emotions, memories, fulfillment, manifestation of a dream, etc.

There are countless other unseen effects a jewel may represent in our lives because we are all different and we also live different lives and experiences that make us feel different (again) every time we finish a cycle and begin a new one. From my point of view, a jewel will have fulfilled its unseen “objective” when the person who acquires it feels it reflects exactly their mood and the life path they are walking on at the time of the purchase.

That is why it is so important to keep the fire of getting nice jewelry always alive.

In order for you to allow your customers to remain interested in your new collections, you must stress the fact that every stage of their lives represents new ways to adorn themselves and to carry it with them all the time. You need to work with your excellent communication skills and let them know the possible options that coincide with the feelings, attitudes, actions and experiences they are going under.

You need to make them fall in love with your company over and over again. You must fall in love with the precise, beautiful words to use in order to reflect all the magical emotions your jewels will inspire in your customers´ lives every step of their way, forever.

Mónica M. Arias
Excellence Consultant: Helping you discover how to reach your next level through excellence.
contacto@monicaarias.com.ar
Copyright 2011