The 32 Thai companies exhibiting at International Jewelry Tokyo show in February were divided on their opinion of the success of the show. Many of the jewelry manufacturers said the low turnout of wholesale buyers left them frustrated, while stone dealers reported enough on-the-spot sales to cover costs, in addition to new contacts made.

Overall, the number of exhibitors at IJT was slightly down compared to 1992 and many Thai exhibitors said buyers attendance was also lower. In 1992, more than 800 foreign and local companies exhibited, while in 1993 the number fell marginally below 800. Compared to positive reports from buyers and sellers in New York and Tucson in January and February, the Tokyo show remained in the doldrums reminiscent of most international trade show performances in 1992.

Chawan Maleehom, export marketing manager for Platinum & Gold Manufacturer Co, said most buyers at IJT were retailers, not wholesalers which were more prevalent last year. Nevertheless, he said his sales remained steady since he was willing to take orders from retailers. Mr. Chawan reported a good response from Japanese buyers to his gold jewelry line set with semiprecious stones.

Direk Srithai of Anchalee Products, a manufacturer of silver jewelry set with marcasites, cubic zirconia and semiprecious stones, said IJT was much slower this year compared to 1992. At the past two IJT fairs, Mr. Direk said he met many wholesalers who place large orders, however, at this fair most of his business was with retailers who placed only small orders. He added the cost of four days in Tokyo compared to ten days in Basel, which may persuade him to skip IJT in 1994.

Siri Subphon of Essex International Co also experienced an abundance of retailers who wanted to buy one or two pieces, but he prefers to deal strictly with wholesalers.

“So many wholesalers say they want to do business in Bangkok because they don’t want retailers to see them doing business with us,” Mr. Siri said. He added that it was embarrassing when a wholesale client could not sit with him for 30 minutes because of the number of retailers walking around.

Next year he plans to change his strategy. He is thinking about coming before the show and meeting directly with wholesalers for a more productive hit.

While he agreed that sales at IJT last year were better, Mr. Siri said he found that this year the Japanese market was better for jewelry set with larger rubies and sapphires of four to five carats. Before they were buying items priced at US$300-$400 but now they are interested in pieces priced at $1,000 and up, he said.

Thai exhibitors who reported the highest satisfaction with the show were loose stone dealers who experienced good one-the-spot turnover and anticipate more orders in Bangkok from Japanese customers.

Dinesh Agrawal of Real Thai Gems Ltd, who has attended IJT for the past four years, said he has noticed a gradual improvement in the attitude of Japanese buyers towards loose stones. Once the Japanese become more familiar with the gemstones and the competitive prices offered by Bangkok companies they are more willing to buy, he said. “This year the show was better than the previous year.”

The Japanese were most interested in his emeralds, blue topaz and African amethyst, Mr. Agrawal said. And despite the Japanese market’s lack of acceptance of synthetic stones he said many people were asking about his cubic zirconia.

Despite success at the show, Mr. Agrawal said he is uncertain whether he will show at IJT next year because he would rather invest his time in working with his new customers and developing his old contacts before trying to expand his contacts.

Dimple Sukkhadia of Swadi Stit Co, which specializes in rubies and sapphires, said buyers were looking for big sizes, 7 x 5 and up.

“We look for manufacturers and wholesalers, but here there are only retailers. They want very selected pieces and are willing to pay well, but we like to sell big lots,” Ms Sukkhadia said.

Warunee Techarakpong of Blue Star Trading said her major buyers are in New York but the company exhibited at IJT to try to expand their sales of rubies and sapphires in Japan. Princess cut rubies proved popular with the IJT buyers, she said.

Sanjay Ajmera of Color Stone reported that Japanese buyers of semiprecious stones were buying cheaper stones, as compared to 1992. Last year he sold amethyst at $8-$12 per carat, while this year the Tokyo buyers preferred amethyst at $2-$5 per carat. Medium quality blue topaz at $1-$5 per carat also moved well, he said.

For Mr. Ajmera and his wife, Neelam, sales were satisfactory at IJT. They made a fair amount of on-the-spot sales and expect more orders to follow in Bangkok. Japan is their second largest consumer, after the US.