December 2016 Issue

I N

T H E

LOUPE

The Ultimate Jeweler Resource

December 2016 Issue 71

PERKS FOR REGISTERING BY DECEMBER 28 • one $250 travel voucher for each qualifying store when you register by December 28, courtesy of your generous RJO vendors • up to three consecutive nights’ stay at the host hotel, the Marriott Tampa Waterside Hotel & Marina • buying discounts, via RJO Purchase Vouchers; qualifying members can save up to an additional two percent on what is purchased from vendors

“Buying Frenzy”

Forecast for Tampa VENDORS’ TABLES WILL BE making a splash, the temperatures will be terrific, and there will be plenty for everyone at the “Buying Frenzy” Winter Buying Show February 4-6 in sunny Tampa.

The show will offer boatloads of excitement, including aisles and aisles of the best in new merchandise, trusted go-tos, great prices, and generous discounts.

Registration Ends December 28.

Just go to: www.rjomembers.com, log in, and go to the Buying Show section.

You may also complete the Registration Form located on the last page of your Registration Packet. Mail or fax it to the RJO office: P.O. Box 1045, Newton, IA 50208. Fax: 641-792-9251.

If you’re a jeweler member, call Kristi Nelson in the RJO office at 800-247-1774 or e-mail: kristi@rjomembers.com If you’re a vendor member, contact Mary Harger at 800-247-1774 or e-mail: mary@rjomembers.com

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In the Know with RJO Gathering

I’M EXCITED FOR OUR UPCOMING Winter Buying Show in Tampa for many reasons, but a big one is the show exemplifies the very mission of RJO. Vendors from around the country come together in one place and offer our jeweler members an amazing array of products, personal service, and Show exclusives, all at price points they couldn’t get on their own.

I sent out an e-mail Blast last week detailing the value of these Buying Shows, but from a different perspective. I came up with a figure for how much RJO spends on each store attending, and that came to nearly $1,400.

I thought if I threw this amount out, it might encourage members who hadn’t registered for the Show yet to maybe do so.

It’s been a week since I sent that Blast out, and I’ve come to realize that, even at $1,400, I’ve sold the value of the Buying Shows way too short. Sure, there are the professional development seminars and workshops, the Idea Center, and the roundtables with the experts.

Yet, one of the great values of the Shows is the gathering itself.

In our post-Show reviews, I remember less vividly any of the staged events and activities; what I remember most is the conversation a member and vendor pulled me into. Or someone visiting me during our Gala to boast about one of their store’s milestones. Or hearing a new vendor tell me she’s never seen such an active retail show.

So it dawns on me the value of our Winter and Summer Buying Shows is not monetary (at least at the front end) but is in the relationship building it provides. I hope you think so as well.

Our registration deadline is this week, and I can’t encourage you enough to sign up and join your RJO family in sunny Florida. Sure, the weather will be warm, the food delicious, and the buying in a frenzy, but mostly it will be about gathering together, starting RJO’s next 50 years on solid footing and growth.

Best wishes for a great end of the year and a happy New Year, Sarah Streb RJO CEO

Four Next Gen Advisory Board Members Appointed

The RJO Board of Directors has announced four new Next Gen Advisory Board members:

• Brandie McCoy, Imperial Jewelers (Hastings, NE) • Jaclyn Christina Iden, Marks Jewelers (Lawrence, KS) • Russ McIntosh, McIntosh Jewelry (O’Neill, NE) • Eddie Bacon, Bacon Jewelers (Perry, IA)

These new members will join current board members: Nick Doland (Doland Jewelers), Ryan Rasmussen (Tenenbaum’s Jewelry), Kate Long (Herteen & Stocker Jewelers) and Will Doland (Doland Jewelers). The Next Gen Advisory Board aids in developing an updated curriculum for the Next Gen Experience, finding ways to connect the Next Gen group with vendors to provide input as to their needs/wants, and also encourage participation from the Next Gen group in the Overseas Branding Trip.

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From RJO’s Facebook Page

THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions each week. Here are edited exchanges from two posts earlier this month:

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) Educational Seminars (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 (at the Buying Shows)

RJO Membership Certificate RJO Next Gen and RJO Succession Experiences

Private Label Credit Card Service JewelConnect

Scholarship Opportunities (from the RJO Foundation)

Post: Okay Facebook pros, I need your help. How do I get a bad review to not appear at the top of our reviews on our page? We have had good reviews, and after they were posted I went in as page administrator and Liked them and commented on those good ones. I had read that it would help keep them on top. But there is one dang bad review that keeps getting to the top.

I know we can turn off our reviews, but I don't want to do that.

Reply One: You need active people to write reviews, people who are socially active on social media. Those ones have bigger impact and will help to knock it down.

Reply Two: Ask each customer to take a minute to write a good review for you while they are in your store. That will push the bad one down in the listing. We are working on a program to offer customers gift certificates for other local businesses in exchange for a good review to our Facebook page, but only if they write it in-store. We swap gift certificates with the other businesses who are doing the same thing, and we hopefully will gain new clients.

Post: I’m trying to plan for next year. Does anyone have any suggestions for big events that really work?

Reply One: I think all events work if they’re fun, and you let the customers browse eat, drink, and have fun!

- Games are great!

- Having customers bring in food for food banks in exchange for prizes works!

- One of my customers hired a carriage ride and got chocolate for a family shopping evening!

- Employees need to invite friends even if they aren't really looking for jewelry! Opportunity to show them what you have!

- I would also suggest in the spring bring to bring high school seniors in for a "senior trip day" and talk about jobs in the industry. Have the students register for graduation gifts (all price points—grad charms and memory bracelets!). This works!

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REGISTER FOR OUR SPRING BUYING SHOW!

Buying Frenzy February 2017 Tampa, FL

Overseas Trip Set for October

FOR MORE THAN 30 YEARS, RJO has hosted annual trips to Europe’s jewelry centers, and during this time the travelers have come back with heartwarming stories of camaraderie and great sights, and tales of memorable adventures.

Beginning in 2016 the trips were promoted for their “Profit Advantage” and supported by new branding and a new “How-To” guide for travelers. This guide enumerates benefits of promoting the trip, keys to running the promotion, tips to create opportunities and sales for your customers, a listing of promotional

materials available, and a helpful guide to closing the sale.

At this time, dates have not been finalized, but they will continue the tradition of beginning in October.

Be sure to attend the Overseas Buying Trip Reception, on Saturday, February 4 in Tampa. Kate Peterson will be launching RJO’s new education program for members traveling to Antwerp and IdarOberstein.

To learn more about this great opportunity, contact RJO trip coordinator Connie Matsen (cmatsen@rjomembers.com)

Future Show Locations

August 2017 Denver, CO

January 2018 Savannah, GA

July 2018 Minneapolis, MN February 2019 Nashville, TN

July 2019 Schaumburg, IL

RJO members who participate in the sponsored trips to Europe find it to be an excellent business decision. The business is also mixed with a nice sampling of Europe, such as the Antwerp Central train station, above.

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Save the Date: Annual Succession Experience Set for May PLANS ARE BEING FINALIZED for RJO’s annual Succession Experience, set for next May 20-22, in Chicago, IL. The three-day Experience is for owners planning to leave the industry within ten years, as well as their potential successor. First offered in October 2014, the Experience curriculum has been created and updated to provide hands-on learning that will produce a viable succession plan to put into practice. It includes:

• Assessing your current situation • Identifying your personal goals • Identifying the needs and goals of other stakeholders • Management succession • Defining your current income and the dependence on the business for future income • Valuation: How much is my company worth and exploring options for selling/transfer of assets

• Exit strategies • Writing your plan

RJO is excited to have Kate Peterson of Performance Concepts, Inc., facilitate the weekend, which will feature updated curriculum and course content. The overall message will stay the same, though: preparing you and your business for succession.

“I am very much looking forward to being a part of the RJO Succession Experience again,” says Peterson. “I have not seen another program in our industry that offers such a comprehensive and practical curriculum in such a comfortable, sensitive, and engaging environment.”

Response from past attendees has been overwhelmingly positive.

Wrote one: ”We went to start the

ball rolling, learning about filling out the proper forms and selling the business to our children. We found out we were further ahead than most others and more than we thought we were. We also found good ideas to implement to help us finish the job.”

To learn more about the costs, expectations of participants, and the goals of the Succession Experience, go to the RJO website.

To register, complete the registration form and contact Hannah Green at: hannah@rjomembers.com or call (800) 247-1774.

JewelConnect Teases New Designs For Tampa

JEWELCONNECT, THE RJO-EXCLUSIVE online marketing system, has a lot going-on for the “Buying Frenzy” Winter Buying Show in Tampa in February, with several changes to their core system, as well as new offerings based on their popular data stream.

“We’re busy with our designers, making changes to the main system,” explains JewelConnect’s designer Andrew Boundy. “We thought it was time for a graphical update, including bringing JewelConnect functionality outside the main system.”

Along with changes to the core system—which includes the main website, retailer profile pages, and the PRO sites—there will be new offerings to capitalize on the manufacturer data stream which powers their system.

“We work very closely with a lot of RJO manufacturers,” says Boundy, ”even supplying technical services to some of them. Of course, when

you have a great stream of reliable data, there are lots of ways it can be of value to the retailers.”

There will be a number of new systems offered in Tampa (like the loose diamond web-app featured in the November issue of In The Loupe) and the JewelConnect team also is conducting a specialized vendor seminar, specifically to demonstrate some of the advantages of the system for vendor connection to the retailers.

“We’re excited to bring some new ideas forward and work with even more RJO vendors in our core mission,” says Boundy, “which is to connect the jewelry consumer with the RJO retailer and finally, the RJO vendor.”

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Jeweler Profile

Haywood’s Jewelers: Someone in Virginia Loves You

“VIRGINIA IS FOR LOVERS” has been the tourism slogan for the state for nearly 50 years, and Haywood’s Jewelers takes the message to heart, as the word comes up often in conversation.

“We really cannot express enough our love for RJO,” says Haywood’s Joanna Hudzik. “We had heard about RJO for years, but it was not until we were in Antwerp—and met the RJO group—that we looked into joining.“

Hudzik is a partner in “part” of Haywood’s stores.

“Let me start by confusing you,” she says. “There are actually two different companies and two separate entities financially. The store Harold Ingram and I are

partners in is Haywood’s Westlake; the store he owns by himself is Haywood’s Jewelers. His daughter Bernice helps him run that one.”

Haywood’s Jewelers was started in 1953 in Rocky Mount, VA, by Rudy Haywood. Shortly after, Haywood hired his son-in-law Harold Ingram. Although he had been running the store for years, it wasn’t until 1998 Harold officially purchased the store. Hudzik says Ingram is tied so closely to the store’s history, many local people still think he is “Mr. Haywood.”

Hudzik started working at Haywood’s Jewelers in Rocky Mount in 1997, during her freshman year of college.

“From day one, I loved working at the store,” she says. “I really love the people and sharing in their lives. While I loved what I was doing, I never thought that was going to be my career,” says Hudzik. “After graduation and several job interviews in my field of study, Mr. Ingram and I started talking about an area within our county called Smith Mountain Lake. We discussed what a great area that would be to put a jewelry store.

Finally, one day Harold looked at me and said, “If Haywood’s Westlake’s Joanna Hudzik and husband Mark.

Financially, RJO membership is a no-brainer.

- Joanna Hudzik Haywood’s Westlake

you can come up with your half, I will put up mine, and we will open a store at Smith Mountain Lake.”

In 2004, Haywood’s Westlake was formed, and it has been growing ever since.“

Once she realized she would actually be able to make a living doing what she loved, Hudzik went to New Approach School for Jewelers to learn the bench. She continued her education through GIA. One of the interesting things about her relationship with Ingram, she says, is they both enjoy running. The two even ran a half-marathon in Brussels during one of their diamond trips.

Still, the two businesses have maintained two different identities. While both have a selfdescribed “warm welcoming feel,” the original store is classic and traditional. It has a large selection of classic styles and gifts and is located in a beautiful downtown setting. At Haywood’s Westlake, customers are similarly greeted by smiling faces, but will find a more modern look, feel, and selection.

“What is special about either Haywood’s is not only what the customer finds in the store, but what the customer experiences in the community,” says Hudzik. “We

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them). We also have leadership roles in Rotary and the Chamber of Commerce. I also am active in Lions, Lake Christian Ministries, starting a new foundation for career and technical education (Making Foundation), and in many other areas throughout the community.”

Haywood’s ability to be so involved is a result of strong support from their communities, as well as RJO.

Hudzik says that although sometimes she and Ingram view things differently, they both have the same love for their customers and community, which she points to as having really helped grow their business.

Harold and Bernice Ingram in the Rocky Mount Store

are fully embedded in—and supportive of—our community.

The community has been so supportive of us and in turn, we think of it as our responsibility to support it. Just last year we raised more than $12,000 at our Diamond Dig for the American Cancer Society. My husband Mark and I have chaired events for the Children’s Miracle Network and American Cancer Society (we just finished chairing on event that raised more than $200,000 for

“I have been fortunate he has let me run our store how I best see fit,” says Hudzik. “I will run ideas by him, but ultimately he lets me decide. We joke because he doesn’t know the alarm code, safe combination, or probably which key opens the door.

“Harold’s daughter Bernice works our store one day a week; the other days most of her time is spent keeping Harold straight at his store,” she continues, jokingly.

“I think most RJO members and vendors would be surprised to know I am not Harold’s daughter.

People we have worked with for 20 years still think I am, as well.

While he has four wonderful daughters,—Bernice being the only one working in the business— I am not one.”

“One regret is we didn’t join RJO sooner,” says Hudzik, noting Haywood’s is a newer member, having joined in 2010. “The biggest benefit is the network of jewelers and friends who you can relate to and learn from. Financially, membership is a no-brainer. The relaxing environment, and the true dedication of the group to support both their jewelers and vendors, is amazing. We look forward to watching the group grow even stronger in the future.”

Haywood’s Jewelers is located at 346 Franklin St., in Rocky Mount, VA. Haywood's Westlake is located at 13020 Booker T. Washington Hwy., in Smith Mountain Lake, VA. Phone: 540-483-5191 Website: www.haywoodsjewelers.com

Tampa RJO Foundation Fundraiser THE SUNDAY OF OUR RJO WINTER BUYING SHOW coincides with the presentation of the NFL’s Super Bowl. RJO is creating a fun environment to enjoy the game during our Sunday evening Gala, whether or not your team is playing, whether or not you know how the game works, or whether or not you think you look better in stripes than the referees.

RJO is using this super opportunity to create an RJO Foundation Fundraiser—Super Bowl Squares.

This game is built around a simple 10 x 10 grid chart that calls for no skill or knowledge of the game of football.

Players are randomly assigned a number (from 0 to 9) for each team.

At the end of each of the game’s four quarters, whatever the last number of the score for each team is, a payout will be given to the person who owns the corresponding square.

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2017 Winter Buying Show February 4-6

Make time this February to recover from the hectic, wonderful holidays while renewing your commitment to create an excellent new business year.

Register today for Buying Frenzy, RJO’s Winter Buying Show in sunny and warm Tampa. You’ll experience waterfront hospitality, comfort, and cuisine, while taking advantage of the benefits of RJO membership.

RJO Members Stay for Free

Sunday Lunch Coupons

Purchase Vouchers

Discount on All Show Purchases

$100,000 - $149,999.99: 1% $150,000 - $199,999.99: 1.5% $200,000 or greater: 2%

Get a $250 Travel Voucher

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Show and Event Schedule Hiring, Training and Managing a Winning Team with Kate Peterson 1 - 5 p.m.

American Victory Guided Ship Tour 1 - 3:30 p.m.

Dolphin & History Tour 1:15 - 3:30 p.m.

RDI Diamond Training Seminar 1 - 4 p.m.

The EDGE Users’ Meeting 3 - 5:30 p.m.

Early Registration 4 - 6 p.m.

Digital Showcase and Custom Design, presented by Star Gems 4 - 6 p.m.

Stuller Presents RJO Special Insights Seminar 4:30 - 6:30 p.m.

Crumb & Cork Jazz Club 5:45 - 9 p.m.

Gems One Pre-RJO Semi-Annual Seminar 7 - 9 p.m.

A Surefire Way to Beat the Internet Diamond Hucksters Presented by Ascend Marketing 7 - 9 p.m.

Educational Seminar Schedule

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Window Display and Case Design Contest Seminar/Show Registration 7:30 a.m. - 12:30 p.m.

Seminar Attendee Continental Breakfast 7:30 - 9 a.m.

New Member Orientation/Breakfast 7:45 - 8:30 a.m.

Seminars 8:30 a.m. - 12:20 p.m.

Membership Meeting and Luncheon 12:30 - 1:15 p.m.

Registration 1 - 7 p.m.

Barbara Nuss - Keynote Address 1:25 - 1:50 p.m.

RJO Idea Center 2 - 6 p.m.

Buying Floor Grand Opening 2 - 7 p.m.

Welcome Reception 5 - 7 p.m.

Next Generation Reception 6 - 7 p.m.

Overseas Buying Trip Reception 7 - 8:30 p.m.

We want to test your creative and competitive spirit with a best display or showcase design. To be in the running, e-mail us a photograph of the favorite window display or case design you’ve had in your store.

We will display all of the submitted images in the RJO Idea Center, where you can vote for your favorite designs. While you’re judging the entries, be sure to borrow a few of the best ideas for your store.

E-mail only jpeg or png files to Linda Brown (linda@rjomembers.com) by Monday, January 4.

Buying Show Excursions SS American Victory Tour Come aboard a fully functioning 1940s era steamship.

12:45 p.m.; depart Marriott lobby for 15-minute walk to destination 1 - 3:30 p.m.; ship tour $25/person.

Minimum of 10 participants; maximum of 40

Dolphin and History Tour

Your captain will take you along the most picturesque harbor in Florida, where you will see museums, shipyards, million-dollar homes, a pirate ship and “The Plant Motel,” the most beautiful building in Tampa.

You will also see the dolphins and their calves up close as they jump out of the water to greet you!

1 p.m.; depart Marriott lobby 1:15 3:30 p.m.; tour $45/person; includes tour, beer, wine, snacks and pickup from hotel lobby. Minimum of 10 participants; maximum of 60

Crumb & Cork Jazz Club

Sunset Tour

5:30 p.m.; depart Marriott lobby for 15-minute walk to destination 5:45 9 p.m.; live jazz $90/person; includes live jazz performance, dinner, beer/wine. Minimum of 5 participants; maximum of 25

5 p.m.; depart Marriott lobby 5:15 9 p.m.; tour and dinner $95/person; includes food, beer or wine, tour and pick up at the hotel lobby; your choice of chicken, salmon or beef must be chosen upon registration. Minimum of 10 participants; maximum of 30

If you enjoy jazz and wine, you are sure to love Crumb & Cork! You will experience a great live jazz performance, superb wines and food in a comfortable environment. You can also enjoy beer from all around the world as you listen to the music.

Spend a magical evening on the water with friends and a glass of wine or beer watching the pink, violet and blue sky as the sun sets across the sea. After a majestic sundown, enjoy dinner aboard.

*Cost of optional excursions is the responsibility of the participant.

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Member/Vendor Breakfast 7:30 - 9 a.m.

Registration 8 a.m. - 5 p.m.

Buying 9 a.m. - 5:30 p.m. (new hours due to Super Bowl) RJO Idea Center 10 a.m. - 5 p.m.

Press Release Program 1 - 3 p.m.

RJO Pre-Game Snack Stop 3 - 4 p.m.

Super Bowl Sunday Tailgate Party 6 - 10 p.m.

RJO Foundation Super Bowl Party Watch the Super Bowl like never before.

We’ll have gigantic screens, total surround sound, comfy chairs, great food and drink, and some of the most companionable companions you’ll find anywhere. We’re hosting this tailgate to bring awareness to the RJO Foundation.

Along with the Super Bowl Squares game (see page 7), we’ll be holding a silent auction for premier seating in the Foundation Fan Cave.

“Sharing the Best of Your Tampa Experience” & Continental Breakfast 8 - 9:30 a.m.

Registration 8 a.m. - 3 p.m.

Buying 9:30 a.m. - 3 p.m.

RJO Idea Center 10 a.m. - 12 p.m.

Farewell Event 2 - 3 p.m.

Sunset Tour 5:15 - 9 p.m.

New Purchase Voucher Frenzy Being on the Show Floor on Monday makes you automatically eligible to win the Purchase Voucher Frenzy.

RJO is teaming up with participating vendors to offer credit vouchers good only the last three hours of the show!

Drawings will be held at noon Monday.

Increase your odds by purchasing extra tickets at the show for $5 each (or 3 for $10).

All proceeds go to the RJO Foundation.

RJO Idea Center

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Cover Story

2017 Jewelry Trends: RJO Members Chime In The November-December issue of JCK Magazine featured the story,

“A Very Good Year: 10 Trends, Topics & Innovations Rocking Retail in 2017.”

The magazine’s contributors offered their take on the upcoming retail jewelry trends, and we shared a few of these trends with RJO jewelers and vendors, asking for their insights.

N

ot all trends were winners, some were weak in their support, and several members even offered some trends of their own, discovered through personal experience, as well as memo tests and performance reports compiled from the majors.

Among the trends on the JCK list that did not resonate with RJO members were: Feminine Wearables, Future Malls, Modern Enamel, Virtual Reality, and Instagram Stories.

From these five, one might gather that RJO jewelers just aren’t high-tech yet. But closer to the truth may

be RJO stores’ geography. As Andy Russakoff, of Russakoff Jewelers in Showhegan, ME, explains, “Many of these trends haven’t hit our backwoods areas in any meaningful way yet!”

So what has hit?

The color pink.

Standalone smartwatches.

Traceable diamonds.

Omnichannel retailing.

Yellow gold engagement rings.

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Pink

“Pink is a color available in so many shades that it’s universal to all women. The latest combination of pinks and rose gold are selling out everywhere!” says Alisa Bunger, of Elle Time & Jewelry.

George Prout of Gems One, agrees.

“Pink is rocking in bridal,” he says. “I met with a major Sightholder recently who shared some interesting sell-through information. Pink accent has been selling for quite some time, but now they’re seeing surprisingly strong sell-through in bridal tests for styles that are completely pink.”

“Pink has always been a favorite of females,” offers Nilesh and Snima Mody Sheth, of Nice Diamonds.

“Pink gemstone and diamond rings are very popular.

Pink diamonds (and most natural-colored diamonds) have been doing exceptionally well at auctions, too.

They’ve appreciated at a much faster rate compared to all other investment instruments.”

Standalone Smartwatches

“Smart watches are taking over the watch industry,” says Sandy Wieman-Morrow, of Shah Luxury. “I think we will see designers coming out with their own versions for better designs than what’s available from the mobile phone retailers. I’m interested to see how this is accomplished.”

“Wearables for women, such as Fitbit, is why this category has become popular lately,” says the Sheths. “Smart watches and fitness wearables are popular with Gen X and Gen Y (Millennials).”

Traceable Diamonds

“Traceable diamonds will add a value to natural diamonds,” says Wieman-Morrow. “We as an industry will see big changes with man-made diamonds coming on the scene, and anything we can do to add value and trust to the consumer will help sell a ‘real is rare’ campaign.”

Says Gems One’s Prout, “The traceable diamond model is proving to be an extremely effective way to de-commoditize loose diamonds. I am hearing that Jared’s ‘Chosen’ is performing incredibly well, as is Helzberg’s ‘My Diamond Story.’ Each uses a ‘Chain of Custody’ tracking system from mine to retailer, to ensure that the diamond is conflict free. Yet there’s an extremely interesting value-added element in the form of a complete biography of the diamond. This includes pictures and information about the mine where it came from, a picture of it as a rough stone, images of cutting and polishing, the story of the Sightholder in whose care it was created, all the way to the retailer. It is inevitable that this approach will work its way into the independent sector in 2017.”

The Sheths agree. “Consumers are going more with retailers selling products sourced from legitimate sources not involved in conflict. Quite a few of the wholesalers (including Nice Diamonds) have now become certified by the RJC (Responsible Jewelry Council) for legitimately sourced diamonds and metals.”

Omnichannel Retailing

The Sheths, from Nice Diamonds, say, “Providing consumers with a seamless shopping experience across all virtual and physical retail channels requires retailers and wholesalers sending similar marketing messages across all social media and other virtual and physical marketing platforms to create a singular company brand and image. The customers will then start viewing the brand as one social entity and interact with you on a personal level.”

“I definitely see successful stores shifting to omnichannel retailing models,” says Prout, “starting with initial advertising messages that flow through multiple channels, and then being integrated

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seamlessly with the overall shopping experience. This even includes internet shopping, where we’re testing interactive digital flyers that link to a Shopify website, so that consumers can shop on a catalog that’s linked to a local independent jeweler’s website. They can then select an item, pay for it online, and then have the jewelry delivered directly to the consumer’s home. So omnichannel, in my view, also means integrating brick and mortar with internet retailing elements, all designed to provide maximum value for the consumer, as well as a great shopping experience.”

Emili Vesilind, who authored this section in the JCK article, has just completed a longer story about this topic for the January-February issue of JCK Magazine, and she offers a little bit more for RJO members:

“Retailers large and small need to embrace the idea of omnichannel retailing immediately if they intend to survive, in my opinion. The good news for small retailers is that cultivating and maintaining a consistent shopping experience across online and instore channels is easier as a small operation than as a huge one. There’s simply less—less inventory, less staffing, less brick-and-mortar square-footage—to unify.”

“I think it’s smart when small retailers start the process of omnichannel-ification (sorry!) through branding—by honing or creating a new logo and nailing down things like the tone of their content on social media and in-direct correspondence. Once you have those elements perfected, you can apply them, with minimal tweaks here and there, to every channel. The goal is to create a very unique signature for your brand, in every way you can.”

Yellow Gold Engagement Rings

“Yellow gold is for sure back!” says Shah Luxury’s Wieman-Morrow. “It has a rich look, and we love to mix gold colors. Two-tone yellow and white makes your engagement rings versatile. The gallery is a great place to add the small hidden detail that makes the ring unique.

Of course custom details are the hottest trend in the industry for engagement. Our company does this with our ‘As You Wish Program.’ It provides custom details in ten days!”

“I’ve seen a small resurgence of yellow gold engagement rings,” says Snima Sheth. “but they still have a long way to go to get back to earlier levels.”

Other Trends

There were a number of trends not noted by JCK, but offered by RJO members, particularly George Prout of Gems One, who confesses, “I eat, breathe, and sleep the jewelry trends.”

So what’s trendy? Memory bracelets. Fancy shape diamonds. Illusion looks. Bolo bracelets.

Memory Bracelets

“Many companies are coming out with their own version of stackable memory bracelets,” says Wieman-Morrow. “I think we will see companies adding their own details to set them apart from the competition. My personal favorite is one that is flexible, comfortable, and adjustable for a three-size wrist. People want jewelry with meaning and to add their personality!”

Fancy Shape Diamonds

RDI’s Aubre Ford says, “One of the biggest changes in the diamond industry—and requests that I receive daily—is the fancy shape diamonds and the change in size. Women no longer want the 1 ct. engagement ring. Size matters, and 2 ct. (plus) diamonds are flying out of my office.”

“Where round brilliants are classic and traditional— and still the number one stone sold from our office—

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the increase of requests we get daily for shapes show that they are back!” says Ford. “Ovals, radiants, cushion brilliants, cushion modified, pears, emeralds—and ... even Marquise.” Say it isn’t so! Who would believe it? Me and every other jeweler that is calling to request them make the joke of ‘You must have a marquise hanging around to send out to me ...’. Sorry Charlie, not always this season.”

Ford continues, “They say trends always come back.

Bellbottoms, Big hair. Combat boots. The list goes on and on. Well, add marquise shape diamonds.

Ironically, it is the number one sell-through diamond shape we sell. During the first quarter of 2016 until our current fourth quarter, the request for ovals became the only request I received daily. I now get daily (somedays hourly) requests for ovals and rectangle-shaped diamonds.”

“Fancies are ‘The Thing’ in 2016, and I don’t think it will be stopping in 2017,” she says.

Snima and Nilesh Sheth, of Nice Diamonds, agree with Ford: “Lately, consumers are looking for unique products when it comes to jewelry, and we have seen more and more calls for special, unique, and antique cuts, besides fancy colors in diamonds.”

Illusion Looks

“Illusion looks in diamonds are on fire,” says Gems One’s George Prout. “The trend started with a memo test that Rosy Blue did with Zales three years ago.

Historically, illusion plates were huge, ugly chunks of white gold surrounding tiny little diamonds, which

made the jewelry look cheap and low end. These plates from Rosy, on the other hand, were precisely 1 mm larger in diameter than the diamond, so they just slightly enhanced the apparent size of the diamond.”

“The results of the memo test were incredible,” Prout continues. “The diamond studs with the plates annihilated the traditional ones without the illusion.

The result is that all of the majors have shifted to the new illusion look (Sterling calls theirs Radiant Reflections if you want to check out their version), and we’re seeing significant sell-through from early adopting independents. Expect this to intensify in 2017, and to migrate into bridal.”

“There’s a second illusion approach that’s in memo test right now with the majors,” says Prout. “Imagine a white gold cap that’s built robotically using a CNC machine that holds a cluster of diamonds so that they appear to be a single stone. I am hearing that initial results are extremely positive, so we’re likely to be seeing big rollouts of this new look in 2017.”

Bolo Bracelets

“Bolo bracelets are also incredibly hot right now,” says Prout. “Sterling did a memo test in this category last Valentine’s Day, with amazing sell-through results, so all of the majors are stocking and advertising these for Christmas. A second memo test being conducted right now using bolos, with line bracelets in carat total weights, is producing rapid sell-through (see the Kay’s flyer that launched on Dec 10 to see some examples), and I’m expecting the trend to move into higher price points in 2017.”

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RJO’s The Inside Track a Hit with Members RJO LAUNCHED A NEW MONTHLY e-publication for members, The Inside Track, this past September, and reaction has been quite positive.

Each issue includes overall RJO bestsellers, along with the most interesting and relevant industry statistics from the previous month’s sales. All information is provided through a partnership with the Edge Retail Academy.

“We understand RJO members have access to many different, wonderful vendors,” says RJO’s Hannah Green, “and with many vendors come many marketing

materials. In order to provide one place for all these advertisements, we have compiled submitted vendor advertisements and specials in one place.”

The December issue of The Inside Track was 58 pages, and stats comprised: Loose Round Cut Diamond Trends, Average Retail Sale Trends for Watch Products, The 4 Best Selling Watch Products, and Hot Selling Items.

“We also plan to provide something similar around Buying Show time,” says Green, “to help cut down on—or at least provide one place for—vendor e-mails advertising show specials.”

Retail jewelers, did you miss the last issue?

Contact Hannah Green (hannah@rjomembers.com) to view the latest edition.

RJO Foundation Acknowledges Recent Support The RJO Foundation would like to thank Anish Desai at Star Gems, Nilesh Sheth at Nice Diamonds, and Alisa Bunger at ELLE for donating more than $1,300 to the Foundation from proceeds of their November sales.

We truly appreciate your support and generosity!.

CALENDAR DECEMBER 2016

JANUARY 2017

RJO office closed: Christmas

RJO office closed: New Year’s Day

Retail Member Winter Buying Show Registration deadline

All payments must be received in RJO office Martin Luther King Jr. Day - No postal service All invoices must be received in RJO office

FEBRUARY 2017 RJO Winter Buying Show, “Buying Frenzy,” in Tampa, FL All payments must be received in RJO office

All invoices must be received in RJO office

Does RJO Have Your Most Up-to-Date E-mail Addresses?

If you’ve changed your e-mail address lately or would prefer to receive RJO communications at a different address, please let us know.

Address updates and changes can be directed to Hannah Green in the RJO office at: hannah@rjomembers.com

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