A native of Zhenjiang, southwest of Guangdong province in China, Cai Wen Jiang started his pearl business in his home town in 1999. In 2002, he established Shenzhen Dragon's Pearl Co Ltd, with the aim of expanding his business from limited-scale pearl farming to wholesaling that targets the international market.

He set up his business in Shenzhen, the country's jewellery manufacturing and trading centre, to stay abreast of market trends and ensure that his products and services suit modern preferences.

For Cai, establishing strong relationships with his clients and building professional knowledge are the keys to a successful and sustainable business. “As a pearl dealer, knowledge on the product itself as an organic gem material is crucial,” he continued. In recent years, Cai has focused his efforts on training his staff and improving their level of professionalism, with the end in view of raising the profile of the entire pearl industry.

To realise this goal, he is working with China's leading training and gem-testing organisation, the National Gemstone Testing Center, to establish a set of pearl grading and testing standards. He also organises training courses for pearl traders and frontline sales staff.

“Having more educated players in the pearl industry will result in a brighter future for our business. I am glad that more people in China, especially the younger generation, are realising the need and urgency to improve their professional knowledge. China is still a young market as far as the pearl business is concerned and the road to greatness is long but I am optimistic about the long-term development of this industry,” he said.

Lustrous future

From a freshwater and Chinese Akoya pearls producer and exporter to a major consumer market, China is now one of the world's major markets for different types and qualities of pearl products. In terms of value, about 80 percent of pearls sold in China are imported white and golden South Sea, Tahitian and Japanese Akoya pearls, not to mention the huge domestic market for Chinese freshwater pearls, Cai noted. With the upcoming Tokyo Olympic Games 2020 and the continued increase in disposable income of Chinese consumers, Cai expressed confidence that China's pearl industry will further flourish both on the trade and consumer side.