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The Pleasure Principle: How to Cultivate the Collecting Passion in Your Audience of Shoppers

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Developing the eternal pipeline of your core luxury buyers.

Join us for a lively panel discussion of how clients approach acquiring, curating, and managing collections of fine art and luxury collectibles such as watches, jewelry, and cars. Aficionados of luxury collectibles frequently find themselves developing a passion for the hunt, the joy of discovery and delight in sharing their collection. This panel will examine how luxury brands encourage and support client collecting passions, advisory, service and education. The panelists will include Stephen Pulvirent, Tom Burstein, Boris Pevzner, and Harrice Miller


Our discussion will focus on the following topics:

  • Starting from the first purchase decision journey, heritage brands develop and deepen client relationships, brand loyalty and even peer-to-peer influencing through supporting their needs around their collections.
  • The most successful brands develop strategies and execute tactics that encourage engagement during the entire lifecycle of a collection and across all platforms, events, print, digital and social media.
  • The passion for collecting creates the opportunity for continuous engagement through collecting clubs, loyalty programs, and even bespoke product development of unique pieces.

The Pleasure Principle: How to Cultivate the Collecting Passion in Your Audience of Shoppers

about the speakers

Boris Pevzner



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Boris is a serial entrepreneur, builder of enterprise software companies, and an avid art lover. In 2009 he founded Collectrium, the leading collection management platform for high-value fine art and collectibles. The company was acquired by Christie's in 2015 and continues to operate independently, ensuring client and data privacy. Collectrium was designed specifically for collectors, by a technology expert. Known for innovation, Collectrium has earned the trust of thousands of clients around the world.
Prior to Collectrium, Boris founded Centrata, a pioneer in cloud computing for Fortune 500 data centers. Additionally, Boris co-founded xfire which was later acquired by Viacom. Boris holds undergraduate and graduate degrees in Electrical Engineering and Computer Science from MIT. In addition to his art obsession, Boris is a physics enthusiast, opera lover, and the founder of The New Bohemians, an international circle of friends that celebrates the marriage of intellect and fun. He is also a father to a precocious toddler, whose ability to make sense of his quadrilingual family fascinates his proud papa.

Harrice Miller

Author & Historian

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Author, historian, consultant to Christie's and dealer in collectible fashion jewelry, Miller brings decades of experience working with novice and experienced collectors. Her first book, The Official Identification and Price Guide to Costume Jewelry (Random House, 1990) was considered to be the bible for collectors worldwide. In 1995 she pioneered the international costume jewelry market with an auction at Christie's called "Period Couture Clothing and Costume Jewelry", followed in 2000 by the record-breaking auction "Couture Jewels: The Designs of Robert Goossens" featuring jewelry made for Chanel, Dior, Balenciaga and Madame Grès.
In 2005 Miller purchased the dancer Ann Miller's entire personal collection of costume jewelry, marketing it over two years to both celebrity and jewelry collectors, through auctions, antique shows, private showings and online sales. She was engaged by Christie's in 2011 to appraise Elizabeth Taylor's costume jewelry collection in conjunction with the sale of her estate. Miller's fifth book on jewelry "Fashion Jewelry: The Collection of Barbara Berger" (Assouline, 2013) was published concurrently with an exhibition she curated of the same name at the Museum of Arts and Design in New York City.

Miller has been featured in numerous television broadcasts as well as articles in the New York Times, The Wall Street Journal, Town and Country, Art and Antiques and Japanese Vogue, among others. She resides in New York City, and in addition to her continued passion for fashion jewelry, she presents classical Indian music concerts at the Rubin Museum of Art, where she is the Advisor on South Asian music.

Tom Burstein

Senior International Director


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Tom Burstein is a Senior International Director for Christie's Jewelry Department. Based in New York, Mr. Burstein works with private and trade clients, advisors and institutions regarding valuations of jewelry for sale at auction as well as estate tax, fair market and other formal types of appraisals. He provides bidding advice to buyers and works closely with Christie's clients to assist in curating their collections according to their interests and tastes. Mr. Burstein also heads the Private Sales jewelry division for the Americas, allowing Christie's clients to buy and sell outside of the annual auction calendar.
Mr. Burstein joined Christie's Jewelry Department in August 2011 as a Senior Specialist and Senior Vice President. Prior to joining Christie's, he served as the Vice President and Head of U.S. Retail and Estate Jewelry for Harry Winston. At Harry Winston, he was responsible for their eight U.S. salons, as well as overseeing the Red Carpet dressing of celebrity clients. Mr. Burstein was also highly sought after for his lectures about the history of Harry Winston and the firm's legacy.Tom Burstein graduated summa cum laude from the University of Minnesota with a B.A. in Art History and Economics and holds a Master's Degree in Art History specializing in the Italian Renaissance with an emphasis in Old Master Drawings.
Mr. Burstein lives in Weston, Connecticut with his wife and two kids.

The Pleasure Principle: How to Cultivate the Collecting Passion in Your Audience of Shoppers

about the brands