What you’ll learn in this episode: How Kentshire’s partnership with Ulla Johnson came about and what they hope will come of it Why Matthew doesn’t want his clients to keep their fine jewelry in a safe deposit box Why “Do I love it?” is the first question Matthew asks when looking at jewelry, and why things like designer or carats may not be as important as you think How Covid changed the vintage jewelry market How dealers work together to source the best jewelry for their clients About Matthew Imberman Matthew Imberman, along with his sister Carrie, are the co-presidents of Kentshire Galleries. Established in 1940 and spanning three generations of family ownership, Kentshire Galleries is one of the foremost dealers of fine period and estate jewelry. In 1988, Kentshire established a free-standing boutique in New York’s premier luxury store, Bergdorf Goodman. Their antique and estate jewelry department continues to occupy a select location on the store’s seventh floor. As the third generation of the family to lead Kentshire, Matthew and Carrie continue to refine the gallery’s founding vision: buying and selling outstanding jewelry and objects of enduring design and elegance. Additional resources: Website Facebook Twitter Instagram Pinterest Photos Available on TheJewelryJourney.com Transcript: Through a partnership with fashion designer Ulla Johnson, Kentshire Fine Jewelry will have a permanent presence on the West Coast for the first time. While other dealers might change their approach to appeal to a new market, co-president Matthew Imberman continues to buy jewelry based on one criterium: whether he loves the piece or not. He joined the Jewelry Journey Podcast to talk about the history behind the collaboration with Ulla Johnson; why following trends isn’t the best way to buy jewelry; and how Covid changed his business in surprising ways. Read the episode transcript here. 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, my guest is Matthew Imberman, who, along with his sister, Carrie, is Co-President of Kentshire Fine Jewelry. Welcome back. And that’s what you look for in the jewelry you’re purchasing, whether it’s Bergdorf— Matthew: Absolutely. Look, it’s not to say there aren’t some things that excite that are unusual or might be something we’ve had before, but we still love them. There are certain archetypes of jewelry, like a great French tank bracelet. Those are out there, but there are great ones and then there are O.K. ones. I think we’re always looking to find one of the best or better versions of what we can find in the category. Are we going to say that every single item we get is unique? No, that’s not the case. These things were made in stereo even in their lifetimes, so we’re looking for the best examples, in the best condition and the best materials for those kinds of items. Sharon: Do people bring you jewelry and say, “My mother died, and I want to sell this”? Matthew: Yes, we certainly get that, or “This was in my safe deposit box.” Certainly, it’s part of it, which is a good part of it. There are times when we are able to source good pieces from our clients. I think it depends, because we deal in nostalgia and people who come to us with pieces that were left to them by family members. There’s a nostalgia link, and there can sometimes be a bit of telephone between what they were told. Let’s use, for example, if they say, “My grandmother left this to me, and my grandmother told me that this is where she got it. This is what it was.” The stories sometimes change over time, not from any evil intentions, but just because people didn’t save receipts or they don’t know exactly what it is. So, somebody will come up and say, “Oh, I have this piece. It’s just like what I saw in your store, and my grandmother left it to me. I want to bring it in.” They’ll bring it in, and when you