Before the Show: Preparation
The difference between a productive buying trip and a wasted one often comes down to preparation. Wholesale gem shows are intense, fast-moving environments where the best inventory goes quickly. Having a plan before you arrive makes all the difference.
Get Your Credentials in Order
Trade-only shows require proof of wholesale status. Gather these documents before your trip: your state resale certificate or seller's permit, EIN documentation, a current business license, and professional business cards. Some shows accept a JBT (Jewelers Board of Trade) number instead. Make copies — some badge desks keep originals during the show.
Pre-register online whenever possible. Most major shows offer online registration that saves significant time at the door. AGTA GemFair, GJX, JCK Las Vegas, and the Hardrock Summit all offer advance registration.
Define Your Buying List
Walk into any gem show without a plan and you'll leave overwhelmed and over-budget. Before you go, define what you're looking for: stone types, size ranges, quality grades, and price targets. Review your current inventory gaps and sales trends. If certain stones have been selling well, prioritize sourcing more of those.
Research current market pricing so you can recognize good deals. Wholesale gemstone prices fluctuate with mining output, currency exchange rates, and demand. Knowing the market prevents you from overpaying — or passing on genuine opportunities.
At the Show: Sourcing & Evaluation
Essential Tools to Bring
Every wholesale buyer should carry: a 10x loupe (the industry standard for gemstone grading), a penlight or gem flashlight for checking clarity and color, a portable digital scale, and a Chelsea filter if you deal in emeralds. Bring a UV flashlight for checking fluorescence in diamonds and certain colored stones. A small pair of tweezers helps when examining loose stones.
Working the Floor Efficiently
At large shows like Tucson or JCK, you can't see everything. Do a quick reconnaissance walk first — scan the aisles, note booths that carry what you need, and then return to buy. Many experienced buyers spend the first morning scouting and start purchasing in the afternoon.
Talk to vendors. Ask where their material is sourced. Direct-from-source dealers (mine-to-market) typically offer better pricing than middlemen. Ask about new production, recent finds, and what's selling well. Good vendors are a wealth of market intelligence.
Don't overlook the smaller, less-trafficked venues. At Tucson, some of the best wholesale pricing on rough material and semi-precious parcels is found at the Kino show and Pueblo — away from the premium-priced trade-only venues. The diversity of sourcing options is what makes the Tucson circuit so valuable for buyers who know where to look.
Negotiation & Pricing
Understanding Wholesale Pricing
Wholesale gem pricing is typically quoted per carat for cut stones and per kilo or per lot for rough material. Volume discounts are standard — buying a parcel (a group of matched or similar stones) almost always costs less per carat than buying singles. Ask about parcel pricing even if stones are displayed individually.
Payment method matters. Many vendors offer 5-10% discounts for cash payment since it eliminates credit card processing fees. Wire transfers are common for large purchases. Bring enough cash for opportunistic buys but have backup payment methods ready.
Building Vendor Relationships
The gem trade runs on relationships. Introduce yourself, share what your business focuses on, and be honest about your budget. Vendors who know you as a repeat buyer will hold inventory for you, offer first-look at new material, and provide better pricing over time. Exchange contact information — much of the wholesale gem trade happens between shows via WhatsApp and email.
If a vendor's price is too high, don't dismiss them entirely. Tell them your target price respectfully. Often a vendor will come back to you later in the show when they're more motivated to move inventory, especially in the final days.
Logistics & Shipping
Getting Your Purchases Home
For domestic shows, most buyers carry smaller purchases in their luggage and ship larger items. Many major shows have UPS and FedEx desks on-site — Kino and 22nd Street in Tucson both offer shipping services. Insure anything valuable and keep your receipts organized for customs and tax purposes.
If you're buying mineral specimens, fossils, or large rough lots, arrange freight shipping in advance. Several logistics companies specialize in gem show freight and set up at Tucson and Denver specifically. Get quotes from multiple shippers.
Record Keeping
Keep detailed records of every purchase: vendor name and contact info, item description, weight, quantity, price paid, and payment method. Take photos of items and receipts. This documentation is essential for inventory management, resale pricing, and tax compliance. Many states require resale certificates and invoices matching your purchases to your tax-exempt status.
Show Calendar Strategy
Experienced wholesale buyers plan their year around the gem show calendar. The typical strategy follows this rhythm:
January-February: Tucson is the main buying event. This is where you source the bulk of your annual inventory across all categories. Quartzsite runs concurrently for rough material and budget-friendly stock.
March-May: JA New York for fine jewelry. JCK Las Vegas in late May for premium jewelry and diamonds. These are where you build relationships with jewelry manufacturers and branded lines.
September: Denver for minerals, fossils, and gemstones. Fresh inventory that wasn't available in Tucson. The spring and fall GLW shows fill gaps for East Coast buyers.
Year-round: InterGem touring shows provide regular buying opportunities in 27+ cities. Use these for restocking between major shows.
Frequently Asked Questions
What credentials do I need to buy wholesale at gem shows?
Most wholesale-only shows require a valid state resale certificate, EIN (Employer Identification Number), business license, or JBT number. Bring multiple forms of ID — some shows require photo ID plus your business documentation. Pre-register online when possible to speed up badge pickup.
How do I negotiate prices at wholesale gem shows?
Build relationships first. Introduce yourself, explain your business, and ask about volume pricing. Most vendors expect negotiation on large orders — quantity breaks of 10-20% are common. Ask about parcel pricing for gemstones (buying groups of stones rather than singles). Cash payments often get better pricing. Always be respectful and remember you may want to buy from this vendor again.
What should I bring to a wholesale gem show?
Essential items include: your wholesale credentials and business cards, a loupe (10x minimum), a gem flashlight, a scale (digital gram scale), cash and a backup payment method, comfortable shoes, a rolling bag or cart for purchases, zip-lock bags, and a notebook or phone for recording purchases and vendor contacts.
Which gem show is best for first-time wholesale buyers?
For first-time wholesale buyers, the Tucson 22nd Street Show is an excellent starting point — it has free admission, 400+ vendors, and offers wholesale pricing with credentials while also being public-friendly so you can browse at your own pace. JCK Las Vegas is the premier trade-only event for fine jewelry buyers. For a smaller, more approachable experience, regional InterGem shows are good training grounds.