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Department Store Collaborations: Case Studies & How to Pitch Your Jewelry Brand

jjewelrysales

2026-02-11

10 min read

Learn how to pitch department stores in 2026: sample assortments, omnichannel plans, and buyer outreach drawn from recent retailer collaborations.

Pitching Legacy Department Stores in 2026: Close the Trust Gap with a Data‑First, Omnichannel Collaboration

Hook: You design beautiful jewelry—but department store buyers are asking for more than pretty photos. They want predictable sell‑through, a flawless omnichannel plan, and proof you can move inventory at scale. If you’re struggling with buyer outreach, assortment planning, and packaging a brand pitch that wins trust, this guide translates recent retailer‑brand tie‑ups into a step‑by‑step playbook that departments stores actually respond to in 2026.

Why department stores matter now (and what changed in late 2025)

Legacy department stores have spent 2024–2026 rebuilding relevance. After several years of portfolio rationalization, many chains restructured merchandising teams, prioritized omnichannel execution and pushed for deeper brand collaborations—often with a data or experiential slant. Retail Gazette reported early in 2026 that Fenwick deepened its partnership with Danish brand Selected, highlighting omnichannel activation as a core element of modern tie‑ups. At Liberty, leadership moves signaled renewed emphasis on curated buying and group merchandising strategy—exactly the terrain where boutique jewelry brands can add value.

What this means for your brand pitch: Buyers are not just picking looks. They are choosing partners who can deliver consistent inventory performance online and in‑store, support in‑market experiences, and align with loyalty and CRM programs. Your pitch must show operational readiness and measurable upside.

Case studies that teach: 3 collaboration templates from recent tie‑ups

1) The Omnichannel Capsule — Fenwick + Selected (2026)

Why it mattered: This tie‑up amplified product drops across channels—exclusive in‑store activation with tied online storytelling and easy fulfillment. The strength was coordination: visual merchandising, inventory allocation, and timed campaigns.

Takeaway: Always propose a synchronized online + in‑store launch plan with timed inventory and promotional assets.
Action: Include a 30/60/90 day launch calendar in your deck with SKUs allocated per channel, promotional creative, and fulfillment logistics (BOPIS, ship‑from‑store).

2) Curated Buying with Merchandising Leadership — Liberty (leadership changes, 2026)

Why it mattered: When buying teams reorganize or leadership shifts, buyers seek fewer, higher‑impact partnerships that fit refined merchandising strategies. Liberty’s appointment of a new retail managing director in early 2026 signaled an appetite for tightly curated collections and stronger margin governance.

Takeaway: Make your pitch easy to merchandise—offer capsule assortments that map to existing store floors and merchandising windows. Consider advanced color blending for visual merchandising to help your pieces read clearly on counter displays.
Action: Provide multiple assortment scenarios (core assortment, seasonal add‑ons, exclusive capsule) and show how each fits specific store adjacencies.

3) Designer Collabs & Loyalty Integration (broader industry trend)

Why it mattered: Department stores now treat collaborations as loyalty drivers—limited editions and exclusives are sold via loyalty points promotions and private previews. Your jewelry should not only look desirable but should be framed as an experience for the retailer’s most valuable customers.

Takeaway: Pitch loyalty activations and VIP events as part of your collaboration plan.
Action: Propose an exclusive pre‑launch for top loyalty tiers, with private shopping and repair or engraving experiences. Consider micro‑run merchandising and community tactics from micro‑runs to drive scarcity and repeat visits.

How buyers evaluate a brand pitch in 2026: the checklist they actually use

Retail buyers balance visual curation with hard metrics. Use this list to pre‑qualify your pitch before outreach.

Product market fit: Proof that your pieces meet the store’s demographic—price bands, aesthetic, and quality signals.
Sell‑through and cadence: Historic sell‑through rates, replenishment cadence, and seasonality patterns. Attach analytics or forecast scenarios powered by edge signals & personalization analytics where possible.
Gross margin and pricing ladder: Retail price points, suggested wholesale, MSRP, and margin percentages.
Supply chain & lead times: Realistic production timelines, MOQ, quality control, and contingency plans.
Omnichannel readiness: Photography, inventory feeds, BOPIS capability, returns protocol, and CRM integration ideas. If you lack in‑house capability, reference portable checkout and fulfillment tools from recent field reviews like PocketPrint, Parcel Lockers & Night‑Market Kits.
Marketing support: Paid media plans, influencer partnerships, in‑store events, and creative assets aligned with retailer calendars. Use short, snackable assets from audio + visual mini‑set guides to speed production.
Sustainability & provenance: Certifications, traceability, and circular strategies (repairs, buyback, resale) where applicable. Look to repairable packaging and circular kit approaches as inspiration.
Commercial terms: Suggested PO sizes, consignment vs wholesale, markdown protection, and payment terms.

Build a buyer‑ready pitch deck: Slide‑by‑slide

Keep the deck to 12–18 slides. Buyers sift through dozens of submissions—clarity and concise, data‑rich content wins.

Cover / One‑liner: Your brand statement + why you suit this retailer.
Executive summary: What you’re pitching (wholesale, capsule, exclusive), expected launch window, and top KPI goals (sell‑through %, AUR uplift).
Brand story & credentials: Short origin story, customer persona, notable press, retail partnerships, and 3 proof points (sales numbers, sell‑through, conversion uplift).
Assortment overview: SKU matrix with price bands, cost, suggested retail, fabrications and certifications.
Visual lookbook & merchandising shots: Styled images, scale shots for counters, hero product display mockups. If you’re refining in‑store visuals, read advanced color blending for visual merchandising to make your display language sing.
Omnichannel activation: 30/60/90 day calendar, channel splits, BOPIS and fulfillment plan, loyalty integration, and any AR/virtual try‑on components.
Commercial terms & MOQ: Order options, initial test window (e.g., 6–12‑week test), replenishment cadence, lead times, and return policy preferences.
Forecast & KPIs: Conservative/likely/optimistic sell‑through scenarios, margin expectations, units per store, and sample PO math.
Marketing & amplification: PR plan, paid social budget ranges, influencer activations, and in‑store event ideas.
Operations & QA: Packaging specs, display units required, repair and warranty procedures, and sustainability claims backed by certificates. For compact counter kits and field‑ready display hardware check vendor reviews like vendor tech reviews for portable POS and sampling kits.
References & testimonials: Retail partners, wholesale buyers, or customer metrics.
Close & next steps: Clear CTA—dates for a sample delivery, meeting availability, and contact details.

Assortment planning: how to propose an irresistible sample assortment

Department buyers want assortments that simplify merchandising decisions. Present a 3‑tier assortment that answers risk, reward and replenishment:

Core Range (60% of test PO): 4–6 evergreen SKUs across price points. High availability, consistent margin, designed for steady sell‑through.
Seasonal/Trend Add‑Ons (25%): 3–5 trendier pieces that create headline moments and drive store traffic.
Exclusive Capsule (15%): 2–3 store exclusives or limited editions to drive loyalty sign‑ups and PR.

Sample quantities (initial test): If you’re selling into a 10‑store roll‑out plus online, consider 8–12 units per core SKU per store, 4–6 units per seasonal SKU, and 1–2 pieces of each exclusive. For online stock, hold 20–30% of total test inventory reserved for replenishment and BOPIS fulfillment.

Assortment matrix example (quick)

Price band A (£50–£120): fast‑moving stud rings & chain necklaces
Price band B (£120–£350): everyday gemstone styles and bracelets
Price band C (£350+): occasion pieces and limited editions

Tip: Show buyers simple images of how the assortment looks on a single fixture and across a 4‑bay counter. Visual clarity removes friction.

Omnichannel pitch: what to include (practical checklist)

Your omnichannel pitch should function as the operations manual for a 90‑day launch. Buyers want to know you’ve thought through the customer journey:

Channel split: Recommended inventory allocation (% online vs in‑store) and rationale.
Fulfillment flows: BOPIS, ship‑from‑store, ship‑to‑store, drop‑ship options and expected SLAs. If you’re testing non‑standard fulfillment flows, reference portable fulfillment solutions in the field review of portable checkout & fulfillment tools.
Customer touchpoints: Virtual appointments, live shopping events, in‑store appointment bookings tied to CRM IDs. Use edge signal strategies to plan live events and discovery timing.
Returns & repairs: Clear returns policy and repair SLA—buyers prefer partners who handle repairs or offer easy returns to store.
Data sharing: Agreement to share sales data, sell‑through and customer insights to optimize replenishment and campaigns. Tie your dashboards to personalization playbooks like edge signals & personalization.
Digital assets: High‑res product images (lifestyle and 360°), videos for product pages, AR try‑on files (USDZ/GLB) and structured product feeds (CSV/JSON) compatible with the retailer’s PIM. If you need a modern production workflow, see hybrid photo workflows for 360° and AR delivery.

Commercial terms & negotiation playbook

Understand the levers a buyer expects and where to hold firm. Typical ask/ask range and negotiation notes for jewelry brands in 2026:

Wholesale margin: Aim for 55–65% markup to retail (keeps room for retailer promotions and your margins).
Payment terms: Standard is 30–60 days net. Early payment discounts (1–2%) can accelerate acceptance.
Consignment vs wholesale: Use consignment only if you have case studies of sell‑through; otherwise insist on wholesale with replenishment flexibility.
Markdown protection: Negotiate a cap on retailer-initiated markdowns after the first 12 weeks or agree on a co‑op fund for promotions.
Ship & returns: Clarify who pays for return shipping for online purchases and for in‑store returns on online orders.

Data & KPIs to include in the pitch

Buyers respond to numbers. If you don’t have full retail case studies, show projections with conservative assumptions and a clear path to measurement.

Sell‑through target: Set a conservative 40–60% sell‑through for the first 12 weeks per store, with replenishment triggers.
Average unit retail (AUR): Show expected AUR and how it moves across channels.
GMROI & margin: Provide expected gross margin and simple GMROI scenario.
Conversion rates: Historical e‑commerce conversion, in‑store conversion uplift during events, and footfall correlation if available.
Inventory turn: Expected turns in 6 months and 12 months.

Buyer outreach: tactics that get meetings in 2026

Cold email alone rarely works. Layered outreach with relevance, social proof and timing increases response rates.

Research: Identify the buyer’s category remit, recent campaigns and store events. Reference relevant store windows (e.g., Valentine’s, Mother’s Day, summer wedding season).
Warm intro: Use LinkedIn, trade shows, mutual contacts or wholesale platforms to warm the approach. A shared connection increases open rates dramatically.
Email structure: Subject line with a benefit—"Capsule for your Valentine’s curation: 30% AUR lift potential". First 2 lines explain relevance. Attach a 1‑page PDF one‑pager (not the full deck).
Follow up: Two brief follow ups spaced 5–7 business days apart. Provide new value with each touch—a sell‑through stat, a PR mention, or a sample arrival date.
In‑person & events: Use wholesale weeks and trade shows to meet face‑to‑face. Ask buyers for a 15‑minute counter review appointment rather than a long presentation. Consider micro‑market and pop‑up tactics from the Neighborhood Micro‑Market Playbook.

“Buyers want low‑friction pilots—not all‑in commitments. Offer a short test window with clear success metrics.”

Preparing physical samples & merchandising assets

Samples are still the most influential element of a pitch. Make every sample count.

Presentation: Ship a curated sample set (core + seasonal + 1 exclusive) in retail‑ready packaging. Include hang tags and merchandising labels.
Display mockups: Provide a counter kit mockup—tray inserts, pricing cards and a hero display kit. Buyers equate professionalism with lower onboarding risk. See recent vendor tech reviews for examples of field‑ready kits.
Quality control: Provide QC certificates, metal and gemstone verification, and a small repairs kit or instructions for in‑store staff handling.
Digital twin: Include a USB or secure link with lifestyle images, flat lays, model shots, and 360° spins sized for the retailer’s PDP templates. If you’re building 360° and AR assets, start with hybrid photo workflows to speed delivery.

Future‑proofing: 2026 trends every deck should address

To win collaborations in 2026, show you’re thinking beyond the product:

AI forecasting: Explain how you’ll use demand forecasting to keep stores stocked and reduce markdowns.
AR & virtual try‑on: Offer AR assets or partner recommendations for try‑on tech—buyers prefer brands that reduce return friction. Reference AR and hybrid photo workflows in modern production stacks (see hybrid photo workflows).
Circularity: Propose in‑store repair, refurbishment, or resale pathways—department stores are expanding circular offers to meet customer expectations. Look for inspiration in repairable packaging and collector kit strategies like collector kits that last.
Data sharing agreements: Offer to share anonymized sell‑through and CRM lift data to build trust and refine assortments over time.

Final checklist before you press send

Is the deck under 18 slides? Is there a 1‑page one‑pager?
Did you include a 30/60/90 omnichannel launch plan with channel inventory splits?
Do you have clear PO scenarios and test window KPIs?
Are sample quantities and packaging retail‑ready?
Have you included at least one measurable proof point (sell‑through %, conversion, press pickup)?
Is your ask clear—meeting request + available sample dates + next steps?

Parting advice: position yourself as a low‑risk, high‑payoff partner

Department store buyers no longer bet on looks alone. They invest in partners who can execute technical omnichannel demands, move inventory, and contribute to the store’s customer experience. Use the Fenwick‑Selected example and the procurement shifts at Liberty as reminders: retailers in 2026 prioritize synchronized launches, curated assortments and leaders who can deliver loyalty value.

Be measurable. Be prescriptive. Deliver the assets that make merchandising teams’ lives easier—and you’ll move from introductions to placements far faster.

Ready to pitch? Next steps

Start with a tightly edited one‑page business case and a curated physical sample kit. Book a 15‑minute buyer preview and email a one‑pager first—attach the full deck only after they ask. Want a sample pitch template, an assortment matrix spreadsheet, or a 30/60/90 omnichannel calendar you can reuse? Click the link below to download editable templates and a sample email sequence tailored for department store buyers.

Call to action: Download our Department Store Pitch Kit (templates, assortment spreadsheet, sample email scripts) and get your first buyer meeting scheduled with confidence. Need printed one‑pagers quickly? Consider production and printing promo hacks to stretch your budget.

jewelrysales

Contributor

Senior editor and content strategist. Writing about technology, design, and the future of digital media. Follow along for deep dives into the industry's moving parts.