In The Loupe - May 2015

I N

T H E

LOUPE May 2015

RJO LAUNCHES FOUNDATION TO PROMOTE THE FUTURE OF THE JEWELRY INDUSTRY SEE PAGE 2

RJO IS FAMILY

CEO Mary Peterson shares two stories of members who went above and beyond.

SEE PAGE 2

The Ultimate Jeweler Resource

Issue 61

RJO Jazzed as the next Buying Show heads to the Gateway to the West

ST. LOUIS—HOME OF THE ICE CREAM CONE, 7-Up, the Clydesdales, and a chocolate on your pillow—serves as our host city for RJO’s Fall Buying Show, “Jazzed.” We’ll be gathering in the City of the Arch, where barbecue sauce is more popular than ketchup. The Show location is a few blocks west of the Mississippi River, within walking distance of the city’s top tourist spots.

This show will kick off with a Beer Master Tour at Anheuser-Busch, followed by our popular RJO golf tournament, an evening baseball outing, and a new feature: A treasure hunt. Concurrent with the fun and games is the beginning of a full slate of educational sessions and seminars, keynotes, roundtables, and idea exchanges. Then it’s off to the latest and greatest being offered on the Buying Show floor. You’ll also be our guest at our Sunday Evening Gala, and you’ll end your adventure by being able to choose from two great tour opportunities.

Your Buying Show Registration Packet will be mailed at the end of May, so keep an eye out for it, and be sure to watch for the various deadlines, as RJO gets “Jazzed” August 1-3, in St. Louis, MO.

EARLY REGISTRATION HAS ITS PERKS

Your RJO membership entitles you to great perks, including: up to three consecutive nights complimentary lodging for all qualifying stores; buying discounts; and RJO Purchase Vouchers, allowing you to save up to an additional two percent on what you buy from vendors.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

In the Know with RJO by RJO CEO Mary Peterson

Family

IT HAS BEEN A CHALLENGING FEW MONTHS, as members of our RJO family unexpectedly have passed away. It really hit close to home with the passing of RJO staff member Pauline Berger in March. During these difficult times, members of our RJO family have shown such a great deal of compassion and unity. I would like to share two of those stories with you now.

Last month I lost a longtime friend, Barb. Her three adult children had lost their father just three months earlier, making it a difficult time for them. I was not able to attend the funeral in Kansas, but wanted to do something special for them. Using the RJO directory, I called Glenn Hoover from Hoover Jewelers in nearby Clay Center, KS. I asked if I could get seven chains with a guardian angel charm, so I could give them to Barb’s children and grandchildren. Glenn got on it right away, and he even delivered the gifts to the church for me. When I was expressing my gratitude to Glenn, he simply said, “Isn’t RJO family?

That’s just what you do.” It brought me to tears! The family was so touched by this gesture, and I could not have done it without Glenn.

In a less somber story, Chuck Smith from Morrison Smith Jewelers in Charlotte, NC also went above and beyond. I was in Charlotte to celebrate a tenth

anniversary vow renewal with a longtime friend, North Carolina Panther defensive tackle Colin Cole.

When we arrived, Colin was looking for gifts for some of his friends that were attending. I quickly called Chuck, told him that Colin was coming over to pick something out and asked if he could help on short notice, as the event was the next day? Chuck, of course, did a great job; I was so happy to be able to offer Colin some options. But wait … there’s more.

A half-hour before the renewals, Colin realized he’d forgotten his diamond earrings. So … I called Chuck once again, and without hesitation, he delivered a pair of two-carat CZ earrings. It was Chuck to the rescue again!

I guess I shouldn’t have been surprised by the kindness and generosity I received from both Glenn and Chuck, yet I still was amazed at their willingness to do whatever they had to do, without hesitation. It was customer service at its finest. I’m sure that Glenn and Chuck have done similar things like this for others.

I love these stories, but I also know you have many similar ones, where you have helped someone or vice versa. Please share them with me, so I can share them with the rest of our RJO family.

I am truly blessed to be able to work for all of you!

RJO Foundation to Promote Jewelry Industry’s Future DURING THE UPCOMING “JAZZED” BUYING SHOW in St. Louis, RJO will announce the launch of a new initiative: The RJO Foundation.

According to RJO CEO Mary Peterson, the idea of a foundation had been an idea she’d had for a while: “I was thinking about starting a foundation,” says Peterson, “and then, oddly enough Mike Prybil (an RJO member) e-mailed me and suggested the same idea. That was enough of a prompt for me. I brought it to the Board—who were very enthusiastic and supportive—to move forward.”

The purpose of the RJO Foundation, says Peterson, will be to advance the jewelry industry, by providing scholarships and grants to individuals and programs.

“Our advancement of the jewelry industry,” she says, “provides opportunities to ensure the continued growth of the industry.”

Peterson says that the plan for the foundation is to invest donations and then provide scholarships and grants from interest, creating an endowment. Not all of the funds will be invested at the beginning, in order for the foundation to offer some early scholarships or grants. Amounts and awards will be determined by how much is donated.

An initial campaign for the foundation is planned at the Buying Show, and RJO will be promoting a “Good for Gold” campaign, where members can bring scrap gold to the Show as a donation, as well as simply donate money.

“It will be our first campaign,” says Peterson. “There will be an RJO Foundation booth to drop off your scrap or to donate. Donors will be recognized by getting a ribbon to wear on their badge and, of course, a receipt for their donation.“

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

From the RJO Chat Channel

THE CHAT CHANNEL ON THE RJO WEBSITE (www.rjomembers.com) hosts a variety of interesting discussions each month. Here’s an edited post from this past month—and responses to it—that can be found in the Business— Open to RJO Jewelers Only area, under the heading “Stuller $6.99 next day shipping”

SERVICES Centralized Billing

Patronage Dividend

RJO Website (rjomembers.com)

Buying Shows (Fall/Spring) RJO Chat Channel

In the Loupe – RJO’s newsletter

Free Print and Radio Ad Library (on the RJO website) (at the Buying Shows)

Member-to-Member Incentive Program (Recruitment Program)

Organized Buying Trips to Antwerp and IdarOberstein, and Israel RJO Directory

Travel Vouchers at Shows

(offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational E-mail Blasts

Purchase Vouchers

RJO Membership Certificate

Education on the Go Podcasts and Webinars

Private Label Credit Card Service

JewelConnect

Response One: I just signed up for it. Annual fee is $199, with unlimited next-day afternoon shipping. No minimum purchase. Offer is available now, with the discount starting May 1. It will save us a lot of shipping dollars with them.

Response Two: Have to call May 1 to sign up. The $6.99 flat rate covers up to five pounds. If you need morning delivery, it would be an extra charge.

Response Three: Is the $6.99 price valid for one year from May 1? Or is it May 1 to the end of the year? Still a pretty good deal. We did their last shipping spiff, and we definitely got our money's worth.

Educational Seminars

(at the Buying Shows)

Post: I just read here that Stuller is offering $6.99 for next-day shipping.

Does anyone have a link? I likely deleted the e-mail about it during a recent purge.

Response Four: What I signed up for was valid from 5-1-15 through 5-1-16.

Just give them a phone call to find out if they are still offering it and if you have any additional questions. For me Stuller has been a GREAT company to work with over many years and has rarely ever let me down. They are a great asset to RJO, and I am thrilled to have them a part of the group.

Editor’s Note: For more information about this offer, click here.

Board of Directors Election

The RJO Board of Directors is comprised of nine RJO members, elected by the general membership, to aid management in decision-making, policy review, development and implementation, strategic planning and maintaining the overall viability of the organization. At this time, three seats are up for re-election on the RJO Board of Directors. We are seeking applications from interested members. The elected members will begin their board responsibilities on January 1, 2016.

The Board of Directors requires a great deal of involvement and dedication. If interested, please carefully review the Roles & Responsibilities of the Board.

Applications will not be accepted after Friday, May 22rd at noon. Click here for application.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO Sponsored Trips 2015

This Fall, Go to the Source for Your Customers FOR MORE THAN 25 YEARS, RJO and participating retailers have experienced on-going success buying diamonds directly from the source, beginning in Antwerp. In 2006 RJO extended these trips to include Idar-Oberstein, Germany, the colored gemstone capital of the world. In 2013, RJO initiated a completely new trip to Israel.

While more complete and updated information on all of these trips can be found on trip-dedicated web pages on the RJO website, sometimes it’s best to hear from actual travelers.

Daniel Lee, part owner of Gilbert Jewelers in Webster City, IA, says, “I have traveled to Antwerp three times and have never been disappointed. The experience gained is something you can never buy. Presales or not, this is a great trip to make some great money.

The friendships made with other jewelers and vendors are something you will cherish for a lifetime.

Antwerp is not just a ‘week’ trip we talk about; it’s an everyday experience in our store.”

RJO travelers coming back to Antwerp after day trip to Holland.

Rich Perry, along with wife Nedra, have been on nearly two dozen RJO buying trips on behalf of their store, Geis-Perry Jewelers, in Atlantic, IA.

Rich says, “More than twenty years ago we were approached to go to Antwerp, Belgium on our first annual diamond-buying trip. We were rather skeptical, but decided that since we had never been overseas, WHY NOT? It was the best marketing move that we ever made. We became known in our market as ‘the diamond experts that hand pick their diamonds in Antwerp.’ “

“After twenty-one European buying trips, our customers literally assume that when we have been out of town, that we have been buying diamonds in Antwerp. A few years ago, we took advantage of the colored-stone buying trip to Idar-Oberstein; it was a natural fit and expanded our ‘expertise in overseas In Idar-Oberstein, members of last year’s group posed buying’ to our colored stones. In addition, the in front of the Moselle River educational ‘field trips’ in Germany have given us a story to tell, on the human-interest First Europe Trip Second Europe Trip side of things, above and beyond Hosted by Hosted by the stories on the stones.”

Liz Schlauch & Jeff Horlacher Connie & Steve Matsen Antwerp: October 3-8 Antwerp: October 10-15 (arriving October 4) (arriving October 11) To sign-up for the 2015 trip, please Idar-Oberstein: October 8-12 Idar-Oberstein: October 15-19 contact Connie Matsen in the RJO This year’s RJO-sponsored trip to Israel is scheduled for October 23-31. office at cmatsen@rjomembers.com More details will be coming soon. or (800) 247-1774.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Vendor Profile

Keep Me Connected: Love and Creativity (and Connectivity) in Seattle

JUST A FEW MILES NORTH of Seattle, overlooking Puget Sound, lies Edmonds, Washington. There, in her free time, you’ll find Tiffany Gonzalez, 26, playing word games with her dad.

“I am a fierce competitor,” says Gonzalez, a trait that drives the success of Keep Me Connected, her nonfree time business that was an outgrowth of a family business, Jewelry Ads That Work.

“My parents started their business in 1995,” says Gonzalez. “My mom, brother and sister all work with Keep Me Connected, but we all started working in jewelry advertising long before then. We worked in various capacities in Jewelry Ads That Work with my dad. In 2011, I started Keep Me Connected because I saw a need for jewelers to have a fairly priced, comprehensive service to help them stay on top of the ever-changing social media front. Although I look young, I have been working in marketing at jewelry trade shows for the last 13 years.”

Gonzalez continues, “There are companies that offer completely custom management and often cost an arm-and-a-leg, as well as companies that offer absolutely no customization. We strive to offer what the jewelers really need, so we offer personalization

and customized content, as well as streamlined posts to keep the program affordable. The biggest thing that sets us apart is heart. It’s why our jewelers our successful and why we have found success.”

“We love our customers, and we do our best to help them take care of their customers. We are always striving to take care of our customers; it’s not just a transaction, it’s a relationship. Since our background and focus is in the jewelry industry, we are able to provide the best service to our customers. We bring in the perspective of a consumer, yet are knowledgeable about the jewelry industry. We specialize in social media marketing, so we are always keeping up with trends and the business of social media.”

Gonzalez says that Keep Me Connected shares a philosophy to that of successful retail jewelers: Clients are more than transactions on a balance sheet.

“We consider our clients friends and family,” she says.

“Marketing in this industry, with independent stores, is our expertise, and we are not a flash-in -the-pan.

We are here for the long run to help jewelers, so we are constantly working to create great content and offer solid advice for any social media marketing questions they have. Love and creativity are the driving forces behind Keep Me Connected.”

Keep Me Connected became an RJO member last year, but has made it a priority to participate significantly, including attending the last three Buying Shows.

“RJO is a fabulous organization that really cares about all its members,” says Gonzalez. “RJO provides a great platform for us to network and connect with jewelers, and it offers a great partnership between the jewelers and the vendors.”

Keep Me Connected’s Tiffany Gonzalez (center) with mother Barbara Buley and brother Ryan.

Keep Me Connected is located at 8125 212th St. SW-9, Edmonds, WA.. Phone: 206-316-6909.

E-mail: info.keepmeconnected@gmail.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Jeweler Profile

The Richter & Philips Company: Trusted Jewelers Since 1896 ANY RETAILER THAT HAS BEEN AROUND for nearly 120 years will have seen significant evolution during that time, and it is no different for The Richter & Phillips Company in downtown Cincinnati, OH. What started out as a standalone storefront slowly expanded to include a catalog, drifted into a Depression-era bankruptcy, was purchased out of bankruptcy by the current family, then back to just a storefront, and nowadays a store along with a solid online presence.

“Today we have about 20 employees,” says Frederick W. Fehr, III (aka Rick), who represents the third generation of the same family owning The Richter & Phillips Company, “and that includes four part-time employees.”

Fehr’s grandfather purchased the company outright in the late 1930s, and today the company has let go of the catalog business to focus on jewelry, diamond and giftware sales. Backing up this commitment to jewelry, Fehr became a Graduate Gemologist, as did his brother, Art, who joined the family business in the early 1990s.

As The Richter & Phillips Company has grown, so has the importance of RJO’s buying strength on their business.

“Being part of RJO allows us to spread our reach to vendors we might normally not work with or even come across,” says Rick. “The Buying Shows and the vendor network are a important sources of stock for us. All things being equal, working with RJO just makes sense.”

Fehr says that he appreciates the interactions he has at the Buying Shows, as well as the seminars, access to vendors and the incentives to stores such as his.

“It’s nice that there are no competing jewelers there,” he says. “The advice and strategies I hear about may provide a nice advantage, as it’s exclusive.”

As the The Richter & Phillips Company website notes, you can find Rick and Art Fehr busy at their desks or assisting customers in the storeroom and Fred Fehr Jr. plugging away at the mounds of paperwork in his office a few days a week.

The Fehr tradition may have a good chance of continuing, as well.

“I’m an uncle to quadruplets,” says Rick.

The Richter & Phillips Company is located at 202 East Sixth Street, Cincinnati, Ohio 45202. Phone: 1-800-774-3672 Website: www.richterphillips.com

Art, Rick and Fred Fehr, Jr. and the staff of The Richter & Phillips Company.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

2015 Fall Buying Show August 1-3

The average high temperature in St. Louis in the first part of August is 88 and the low is 69.

Our Host Hotel: Renaissance St. Louis Grand Hotel The Renaissance St. Louis Grand Hotel is located mere blocks from the Mississippi, the Cardinals stadium and the Arch, and it recently completed a $15 million transformation. Travel site TripAdvisor lists The Renaissance as one of St. Louis’ top hotels for business, and the most recent traveler review gave it five stars:

Fabulous in Nearly Every Respect!

We were at the Renaissance Grand this past weekend for a wedding, and our room was gorgeous, as were the hallways and common areas. Lots of thought and planning went into the design, and it's functional too. Brand new everything, and all at a reasonable price. The employees were extremely friendly everywhere we went; several went above and beyond. I would definitely return here next time in St. Louis. Top marks.

Book your rooms early by clicking here.

The Renaissance St. Louis Grand Hotel is located at 800 Washington Ave in downtown St. Louis

Jazzed Buying Show Activity Sneak Peek

FRIDAY, JULY 31

St. Louis Beer Master Tours 11:15 a.m.

RJO Golf Tournament Spencer T. Olin Golf Course Alton, IL 1 p.m. shotgun start

My Name is Sarah Langley …

Treasure Hunt Hunt locations include: The St. Louis Zoo, The St. Louis History Museum, and the St. Louis Art Museum 1 p.m. - 4 p.m.

Night at the Ballpark St. Louis Cardinals vs. Colorado Rockies Game starts at 7:15 p.m.

MONDAY, AUGUST 3

Jazz & Blues Tour 6:30 p.m. - 9:30 p.m.

Sites visited include: Delmar Boulevard, the Majestic Lions Gate, the St. Louis Walk of Fame, Blueberry Hill, The Pageant, The Tivou Theatre, the Pin-Up Bowl, the Scott Joplin House, and The Grand Center.

Haunted History Tour 7 p.m. - 9 p.m.

To view a tentative schedule of events, click here.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

JewelConnect: We’ll Be Growing RJO Vendor Online Catalog Over the Summer

JEWELCONNECT, THE RJO-EXCLUSIVE online marketing system used by more than 600 RJO members, is growing its catalog of items, with new manufacturers and an extended range of items.

“We’re adding more vendors, as well as items and updating the catalog constantly,” says Andrew Boundy, JewelConnect's lead designer. “We want to include more and more unique lines and create a wide variety of choices for the consumer, so we are seeking out—and partnering—with quality RJO vendors to get great products.”

Boundy said there will be several new vendors added to the system by the end of May, and even more items are slated for this summer.

“Our main challenge has always been creating a common data format from so many different manufacturers,” says Thomas Roethling, JewelConnect‘s data specialist. “Imagine 40 or 50 businesses, all giving you different information and having to make it all work on one system; it's always a challenge. But we've pretty much got it down with our propriety ‘Plexus’ data system, so there’s really nothing we can't handle.”

Boundy encourages users to look for new vendors to be featured in the JewelConnect panel over the coming months, as well as featured items and even specials.

“We really want to continue pressing our mission of connecting the RJO vendor to the retailer, and then to the consumer,” he says. “It‘s what we‘re here for. You can always ask your RJO vendor to contact us to include their items. We work closely with the vendors and can offer all sorts of advantages for them and you with JewelConnect.”

JewelConnect: 641-954-5051 www.JewelConnect.com E-mail: sales@JewelConnect.com

NEW MEMBERS

Designs by Aaron Aaron James Machias, ME

Long Jewelers III Steve Long Chesapeake, VA

referred by Mark Cormier, Hager Jewelers, Hutchinson, MN

The Jewelry Shop Beth Utecht New Richmond, WI

referred by Rihners Jewelers, Gretna, LA

Goforth Jewelry Bill, Cindy & Jeremy Tanner Miami, OK

Hogue's Jewelry Inc. Mark & Debbie Parsons Beeville, TX

referred by Laurie Kottke Fine Jewelers, Minneapolis, MN

Thomas Jewelers Ken Thomas, Justin Thomas, Brian Smith Sewickley, PA

Valley Jewelers Craig & Maureen Brady Upper Montclair, NJ Wexford Jewelers Karen Roncari, Julie Terwilliger Cadillac, MI

referred by Diamond Designs by Bodis, Rice Lake, WI

referred by Michael Sirianni, RDI Diamonds, Rochester, NY

Thank you to the jewelers referring new members to our group. These jewelers will receive a $1,000 finder’s fee for their referral, payable after a new member has been in good standing for at least six months.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO Next Generation Experience Meeting in Chicago

THE SECOND ANNUAL Next Generation Experience is planned for this May 16-18, at the Hyatt Lodge in Chicago, IL. Entitled, “The Next Generation Experience: Creating Ultimate Jewelers of the Future,” the Experience is supported by Vendors Stuller, RDI, Ostbye, and Pancis Gems.

Topics covered during the two-day event include: personal development skills, business development and design for the future, and the future of the industry. To ensure maximum participation, all lodging and meal expenses are covered. Participants only need to pay their way to the Experience and a $100 registration fee.

Kate Dickens, a Next Gen Board members, says the experience often ends up being different for each attendee.

“It’s totally up to the person and where they are at in the store,” says Dickens. “So many people have a different experience based on what their specific role is in the store. Some people are just starting out, and some people are already running the business. We try to emphasize to the next generation of owners that they are not alone in the process, that we are all going through similar situations, that some have not yet gone through situations, and some are there to help since they have.”

Like all RJO events, it’s not ALL work, all the time.

“Lots of activities are planned during the sessions, but we like the attendees to come in with an open mind,” says Dickens. “We do so much in a small amount of time! We work hard during the day, and play during the night!”

FREE CLASSIFIEDS

FOR SALE: North Central Florida jewelry store.

With or without inventory. Willing to train. Owners are retiring. Call 352-237-2240.

WANTED: Growth Manager.

Perrywinkle’s is currently recruiting for a Growth Manager to expand our Ithaca, NY, store. With a huge opportunity for growth in the beautiful Finger Lakes region of New York State, this position offers the once-in-a-lifetime chance for a jewelry industry professional who is looking for a long-term opportunity at a growing international jewelry retailer and manufacturing company. The position is highly entrepreneurial and operates autonomously, yet with the backing of an extremely experienced executive team and a competitive marketing and operational budget. The perfect candidate will have experience selling in a high-end product environment, along with strong managerial and marketing skills. There is a relocation allowance for the right candidate. Additionally, the Growth Manager will be responsible for store security, inventory control, meeting store sales goals, creating marketing programs to increase sales, and all aspects of human resources, including leading a small team of sales professional to build clientele. The optimal candidate will be a strong leader and dynamic person who can motivate, sell, and manage all aspects of the store. A minimum of 5+ years of retail/sales experience is required, and experience in the jewelry industry is a must! We offer a competitive benefit package commensurate with experience. Contact Jevan Fox at jevan.fox@perrywinkles.com.

WANTED: Professional Sales Associate.

Do you enjoy making people happy? Are you enthusiastic, flexible, creative, and professional? If you're at-home in a retail environment and you're ready to become a long-term, important part of a respected, quality focused team … we’ve got the perfect situation for you! Send your resume to—or apply in person—at: St. John & Myers, 400 Old Vine Street, Lexington, KY 40507.

To place your FREE classified advertisement in the next issue of In the Loupe, send your items by June 1, 2015, to Christopher Green via e-mail: sheridanavenuedesign@earthlink.net; or via mail: RJO, P.O. Box 1045, Newton, IA 50208.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

MILESTONES

With such a large membership spanning several generations, the passing of former and current RJO members is, unfortunately, a fact of life. So much so, we established this Milestones section to be sure to remember them.

This memoriam is a bit different, though, in that we lost one of our RJO work family, Pauline Berger.

Pauline passed away at the end of March at the age of 56. While those who worked with her in the Newton office knew that she struggled with some health issues, her sudden death was a surprise to many of us.

RJO members may have had interaction with Pauline in her role as an administrative assistant, as she helped on a number of projects over the years, including the Next Gen Experience. She joined RJO on September 1, 2007.

We remember her gentle but competent demeanor, her great customer service skill, her commitment to peace and social justice, and the joy she took in talking about and spending time with her family, including three children, two stepchildren and nine grandchildren.

We will miss Pauline. May she rest in peace.

Christopher Fondell, of Goldsmith Gallery in Sitka, AK, died from a massive brain hemorrhage on March 17. He was 57.

Steven McNeill, of Diamond Designs in Marion, IL, died on May 1. He was 54.

Bob Sirratt, of File-A-Gem in Baxter Springs, KS, passed away on March 11. He was 89. Bob started File-A-Gem with his wife, Doris, in the late 1970s. A WWII veteran, Bob was a lifelong jeweler, watchmaker, entrepreneur and inventor. He also was the recipient of the RJO Lifetime Achievement Award in 2008.

Our thoughts go out to each and every family.

CALENDAR MAY 2015

11 All payments must be received in RJO office

22 All invoices must be received in RJO office

25 Memorial Day Observed—RJO office closed

29 Vendor Show Registration deadline

JUNE 2015

10 All payments must be received in RJO office 21 Father’s Day

23 All invoices must be received in RJO office

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.