UNTIL THE END OF THE YEAR, things are busy here in the RJO offices. We're getting ready for the opening of registration for the Winter Buying Show, onboarding new RJO Committee members (see below) and working on improving and shoring up a number of areas reinforced from feedback during our St. Louis Leadership/Retailer Roundtables, reviewed in this issue's cover story.
But I don't have to tell YOU about being busy for the rest of the year. So, I'm keeping this month's message short and sweet.
RJO Board News
THE RJO BOARD OF DIRECTORS recently held their leadership team meetings and reviewed the applications for those retail members willing to serve on the RJO Merchandise Review Committee (MRC).
MERCHANDISE REVIEW COMMITTEE
In their selection, the Board considered the current experience and synergy of the committee. After careful review and deliberation, they have chosen to retain the following MRC members for another term:
• Joanna Gruver, Jo & Co Jewelers
• Cody Miller, Alan Miller Jewelers
• Tom Nelson, Nelson Jewelry
Thank you to these members and vendors for their willingness to serve and support the organization. We highly encourage those applicants not selected to reapply in the coming years.
All of us at RJO are here for you, and we hope your magical season is filled with much foot traffic, a number of customer delights, plenty of sales, good weather, and—afterward—a generous amount of time with family and friends. Happy holidays and have a happy new year,
Sarah Streb RJO CEO
The RJO Board and the MRC held their leadership team meetings and reviewed the applications for those retail members willing to serve on the RJO Vendor Advisory Committee (VAC) and the RJO Next Gen Advisory Committee.
VENDOR ADVISORY COMMITTEE
In their selection, the leadership teams considered a balance of experience and fresh perspectives.
The Board of Directors have chosen to retain the following VAC members for another term:
• Steve Berkowitz, Sterling Reputation
• Patti Fisbeck, Stuller
• Anuj Jain, Gems One
• Craig MacBean, Ostbye
The Board of Directors were also excited to welcome the following to the VAC for the upcoming term:
• Nick Failla, Collected Concepts
• Amish Mehta, Amipi
• Heena Sadhwani, Heera Moti
• Justin VanMatre, National Rarities
The teams also thank the outgoing VAC members for their time, dedication, and valued insights:
• Sanju Bhagwanji, AVA Couture
• Jemini Joshi, IDD
• Nick Mehta, Varsha Diamonds
• Allison Peck, Brevani/Color Merchants
NEXT GEN ADVISORY COMMITTEE
We are incredibly grateful to have had eight of our esteemed young members apply for a position on this committee. In their selection, the leadership teams considered a balance of experience and fresh perspectives. After careful review and deliberation, the Board of Directors have chosen to retain the following Next Gen Advisory Committee members for another term:
• Jason Baide, Gem Gallery
• Elizabeth Chamberland, Georgetown Jewelers
• Brittany Murrell, Gold and More Jewelers
• Samantha Tupper, Wink’s Fine Jewelry
The Board of Directors is also excited to welcome the following to the Next Gen Advisory Board for the upcoming term:
• Lauren Kozelka, Kottke Jewelers
• Drew Rasmussen, LR Jewelers, Inc.
S E R V I C E S
Centralized Billing
Patronage Dividend
RJO Website (rjomembers.com)
Buying Shows (Summer/Winter)
In the Loupe – RJO’s newsletter
RJO Exclusive on Facebook
Educational Seminars (at the Buying Shows)
Member-to-Member Incentive Program (Recruitment Program)
Organized Buying Trips to Antwerp and IdarOberstein
RJO Directory
Travel Vouchers at Shows (offered at varying times)
Free Hotel Room Incentive (at the Buying Shows)
RJO Informational Email Blasts
Purchase Vouchers (at the Buying Shows)
RJO Membership Certificate
RJO Next Gen and RJO Succession Experiences
JewelConnect, RJOmeet.me, and RJOCustomHatch
Scholarship Opportunities (from the RJO Foundation)
From RJO’s Facebook Page
THE MEMBER-ONLY RJO EXCLUSIVE PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here is an edited exchange from the end of last month.
Post: How do you figure scrap on weighted candlesticks?
Reply One: We would give $10 for them.
Reply Two: I have done tons of these over the decades. Not much weight at all. Always remember the amount of effort that goes into separating them for the metal when figuring a price.
Original Poster: Thanks everyone! So, I have to disassemble before sending to the refiner?
Reply Three: We took one and dissembled it so we could show clients. Stripped the pitch in there. We also did that with several knives to show clients and let them pick the “style” that most looked like their pieces. Saved us MANY hours and MANY tears. We keep them with the gold testers and diamond testers, so employees have access to show clients.
Reply Four: I had a weighted silver candelabra set that weighed 357 grams. After pounding it into oblivion to remove all the cement, I was left with 28 grams of silver. I know there ARE differences in plating thickness from company to company, but 7-15% seems to be the range.
Reply Five: Sterling knife handles are filled too!
Reply Six: The blades on knives are usually stainless.
Reply Seven: I keep these (almost) exact same sticks on my counter when buying sterling hollowware. With one, I carefully removed the plaster, and I left the other one alone. I forget the exact gram difference, but I believe the 'empty' one weighs about 3-4 grams. Yes, grams. You could literally blow it off the counter!
Reply Eight: We show clients these photos to explain it is a thin sheet of silver over concrete. Not much more than tin foil and hard to remove.
RJO Foundation Names Fall Scholarship Winners
THE RJO FOUNDATION SCHOLARSHIP PROGRAM provides scholarships and grants to RJO retail owners, vendor owners, and their employees. The Foundation continues its fundraising efforts for education in the jewelry industry through the generosity of RJO members and vendors during RJO’s Buying Show campaigns.
The RJO Scholarship Committee met in September to award Fall Scholarship funds, awarding more than $11,000 to 13 RJO members.
The winners are:
• Mark Butler, KE Butler Jewelers, Vidalia, GA
• Kian Gibson, Christensen Jewelry, Hampton, IA
• Brianna Barger, Stall & Kessler Diamond Center, Lafayette, IN
• Melissa Overstreet, Stall & Kessler Diamond Center, Lafayette, IN
• Dalton Powell, Oz’s Jewelers, Hickory, NC
• Kaitlyn Halfman, Charles Lynn Jewelers, Abilene, TX
• Paige Bauer, Wickersham Jewelry, Rothschild, WI
• Heather Hanson, Willow Glen Diamond Company, San Jose, CA
IN TIMES OF UNFORESEEN DISASTER and crisis, the RJO Foundation remains committed to supporting our community. We understand the immense challenges our members face during these difficult times, and we are proud to provide financial assistance through the RJO Foundation Disaster Relief Fund to those in need.
This fund is designed to help RJO members, vendors, and their families recover from natural disasters or unexpected crises, offering critical resources (between $500 - $1,000) when it matters most. Whether you or someone you know has been affected by a recent event, we encourage you to apply for support.
To apply, simply complete the below application form, and our Foundation Board of Directors will review submissions promptly to provide timely assistance.
“We understand the significant impact natural disasters can have on personal and professional lives. The launch of the Disaster Relief Fund reflects our dedication to being there for our members during times of crisis,” said Sarah Streb, Executive Director of the RJO Foundation. “By providing this critical support, we hope to offer a lifeline to those who are facing unexpected challenges, helping them recover and rebuild.”
To view the RJO Foundation Disaster Relief Press Release, click here. To apply for disaster relief, click here.
Retailer Buying Show Badges Update
AS PART OF RJO’S ONGOING EFFORTS to ensure the integrity and security of our Buying Shows, we are implementing new guidelines for the issuance of Buyer and Attendee badges. Beginning in 2025, owners/principals will be required to designate which attendees from their stores will have buying privileges. Only individuals with a Buyer badge will be permitted to make purchases from vendors. All other attendees from the retailer’s store will be labeled as Attendees, and while they will have access to the Show Floor, they will not have purchasing rights.
Retailers have no limit on how many Buyer badges they can issue, allowing them to tailor their buying teams as needed. This change ensures all designated Buyers will have the appropriate credentials upon arrival, making their purchasing process seamless and efficient.
Retailers will be asked to identify their Buyers during the registration process, ensuring only those with verified Buyer badges will be allowed to conduct transactions at vendor booths. Attendees without buying privileges will still be able to visit booths, but they will not be able to complete purchases. Read more about the new badge policy here.
Use SEO to Attract Nearby Towns to Your Website
By Andy Boundy MyStore.Jewelry
MANY WEBSITES HAVE a lot of information for—and about—the community they are in. As part of your retail community, you’ll certainly have your name, address, phone number, and other contact information on your website, and Google picks up on this information to show local, relevant results to your client base.
However, a number of RJO member stores reside in more rural areas. It’s quite common to see a store servicing several towns around them. Even when those towns have their own jeweler (or two), they are within distance to you to make them your own viable customers, and marketing to them can open your store to more traffic. The issue here is your website may not mention these towns at all.
Google is pretty clever, though. They understand geo data and they know where you are, but it’s safe to say if someone Googles “jeweler in Jamesville” (which we’ll say is 30 minutes away from you), Google may not show your store— because you are in “Andytown.”
Simply put, if your website is not relevant to a search because the (key)words are not on your site, there’s little to no chance for you to be included.
This is worth addressing and there are a few ways to do this. If you are in a large city, this is more difficult, and you’ll already know search competition is high. Smaller, more rural areas, though, can certainly capitalize on this. You can throw money at Google with pMax campaigns, but perhaps a more cost-effective start is to add to your website content relevant to your surrounding area, in order for Google to discover, index, and associate them with you.
One way is to add pages specifically for those towns and areas you want to market. Write a page talking about the town (or area) and how you service them. Call the separate webpage “yourwebsite.xyz/jewelers-injamestown,” and talk about that town in the heading and text. Perhaps select some items you know to be relevant and display them on the page. Use terms such as “hand-curated for Jamestown.” This page is likely to be discovered
by Google and indexed under “jewelers in Jamestown”. Obviously, I can’t guarantee it will take top billing, but it should be featured if Google crawls your site.
The other way to achieve this is with a blog post or article on your site. I am a big proponent of this because it adds sticky content for Google to find—also known as the famous “SEO.” Google likes original, relevant content, so writing something that works for that area gives you a (possibly free, or at least very economical) way to do exactly that. I have been designing websites for the retail sector since 1999 and have seen this work many times. Posts and articles can talk about areas, brands, styles, and all-sorts of good searchable titles, so a good blog can get you more traffic in several ways.
The moral of this story is: If it’s not on your site, it won’t get found. If you’re missing an area, add a page or blog to your site about it and perhaps you will be found. The nice part is once it’s done it stays there and doesn’t cost you any more money. Talk to your web designer, or DIY.
Oh! Oh! Oh! RJO Helps You Take the Guesswork Out of Holiday Shipping Dates and Deadlines
RJO HAS COMPILED A HELPFUL REPORT featuring more than 150 of its vendors, listing each company's shipping dates for the Christian holiday season. The two categories offered are "Last shipping date 'cut-off date'" for custom/special orders" and "Last shipping date for in-stock merchandise.” You may view the report here.
Please note: The information contained in this report has been provided directly by vendors and is based on self-reported data. While RJO strives for accuracy and completeness, it does not independently verify the information supplied. Please always call the vendor to make sure this information is correct.
Vendor Profile
Shivani Gems: "Fancy is Our Middle Name"
IN THE HEART OF THE DIAMOND DISTRICT in New York City, standing out and thriving among the more than 2,500 stores and vendors working there requires distinction. Shivani Gems has developed their niche over the last 40 years, as a specialist in natural fancy-shaped diamonds.
“We are one of, if not the only, RJO vendor who focuses only on fancy-shaped diamonds,” says Shivani Gems vice-president Mayur Shah. “This exclusive focus on fancies has helped us perfect our fancy-shape production and distribution, from the factory all the way to the customer.”
“Our entire line of jewelry is fancy-shape focused,” he continues, “which is uncommon, especially with some of our collections that highlight and emphasize fancy shapes (half-moons, trapezoids, epaulettes, normally side stones but are used as main stones) that are not usually seen or prominently featured in jewelry to begin with. We cater to various independent retailers all over the world as well as to major retailers of the jewelry industry.”
Shivani Gems started off with—and grew—a niche and expertise with pear, marquise, and oval-shaped diamonds, eventually expanding to include emerald, princess, heart, baguette, half-moon, epaulettes, and trapezoids. This third-generation family business started in Mumbai and now has offices in New York, Antwerp, Mumbai, and Surat. Mayur says having strategic locations around the world provides Shivani Gems with the wherewithal to supply loose diamond and diamond jewelry needs, no matter where on the globe the business resides. While Mayur serves as vice-president, the company’s president is Mehul Shah.
“Not only was Shivani Gems’ founder, Mehul Shah, among the first in New York to sell fancy-shaped diamonds,” Mayur says, “he was the first one who specialized in only fancy shapes. Four decades of experience in this niche has shaped our entire supply chain around expertise and quality in fancy shaped diamonds. From the rough we buy, to the experience in
our manufacturing, assortment, and distribution globally, it has led to 40 years of Shivani Gems being synonymous with fancy shapes.”
“We have a new jewelry brand named after Mehul’s first granddaughter: ILAARA™,” says Mayur. “It joins several collections including one with designs that use shapes that are normally side stones (epaulettes, trapezoids, and half-moons) as the main stones in the jewelry.”
“A new line we are developing uses only CanadaMark certified stones,” he continues. “We have a unique partnership with Burgundy Diamond Mines and CanadaMark, and Shivani Gems is the only RJO vendor who is a certified polisher of CanadaMark diamonds. This line provides retailers and their customers with end-to-end traceability (from the mine to the factory to the jeweler) for the diamonds in their jewelry. Because our jewelry is always featuring fancy-shaped diamonds, the designs are often very exclusive and not seen before.”
Though Shivani Gems has been growing over several decades, it is a recent member of RJO, joining a year ago. Mayur says he appreciates RJO’s access to loyal independent retailers and how RJO strikes a balance between the vendor and retailers that isn’t always seen in other buying groups. He highlights RJO’s unique Rock Tour experience as one aspect that sets RJO apart.
“As a family business with a passion and dedication for the industry,” says Mayur, “Shivani Gems honors integrity, trust, and dedication. We hold ourselves to the highest standards in order to develop long-lasting business relationships with our fiercely loyal customers.”
Among the offerings of Shivani Gems to RJO jewelers, Mayur calls out many.
“If a retailer wants a specific cut of diamond for just their store,” he says, “our factory in Surat can adopt a manufacturing program for them. All of our jewelry— rings, eternity bands, earrings, pendants, necklaces, and bracelets—is available on short• or long-term memo. We also offer overnight shipping even for single stones, for retailers to show their clients.”
Shivani Gems is located at 589 5th Avenue in New York, NY.
Phoenix—known as the Valley of the Sun—will serve as the host for RJO's Winter Buying Show in late February of next year. Surrounded by volcanic peaks, the metro Phoenix area comprises a population of more than five million. It serves as a home to a number of major companies, including Carvana, Intel, PetSmart, Pearson, and Garmin GPS.
The city is a major hub for science and healthcare. The Mayo Clinic has recently opened a hospital there, and numerous technology companies take advantage of the attractive surrounding to keep large offices throughout the valley. Phoenix offers a variety of attractions related to its year-round sun and warm temperatures, including the Desert Botanical Garden, Camelback Mountain, and Frank Lloyd Wright's winter home, Taliesin West.
Phoenix has produced and attracted many notable figures, including celebrities like singer Stevie Nicks and actress Emma Stone, who was born in Phoenix. Basketball stars Devin Booker and Diana Taurasi have brought basketball fame to the city, playing for the Phoenix Suns and Mercury, respectively. Additionally, musician and producer Alice Cooper began in Phoenix, pioneering shock rock with his theatrical performances.
Phoenix has served as the setting for several popular films. Raising Arizona, a quirky Coen Brothers comedy which showcases Phoenix's landscape and eccentric characters. Psycho famously begins in Phoenix, setting the stage for its suspenseful journey. A Star is Born (2018) also features key scenes filmed in Phoenix.
We’ve put together additional information about the Buying Show’s host hotel and city. We hope you enjoy our review and it helps you start your preparations for the new year.
Get to Know Phoenix
Laws to follow:
•It is illegal to hunt and kill camels in Arizona (even though the last sighting of a live camel was in 1891).
•It is a misdemeanor to hang a clothesline anywhere on a residential property.
•It is illegal to feed garbage to a pig without proper authorization.
•No one is permitted to ride their horse up the stairs of a courthouse.
•It is illegal to allow a donkey to sleep in a bathtub.
A Phoenix Playlist
Arizona—and specifically Phoenix—has been the subject of (or mentioned in) a number of songs. Here's a compilation for your Buying Show travels.
By The Time I Get to Phoenix by Glenn Campbell
Ocean Front Property by George Strait
Get Back by the Beatles
Take It Easy by the Eagles
King Tut by Steve Martin
Rock’n Me by Steve Miller
Arizona Skies by Los Lobos
Hey Willie by Waylon Jennings
Route 66 by the Manhattan Transfer
Carefree Highway by Gordon Lightfoot
Never Been to Spain by Three Dog Night
• Phoenix, AZ • February 21-24
Our Home Base: Phoenix Convention Center
The average high temperature in Phoenix at the end of February is 73 degrees and the low is 46.
The Phoenix Convention Center’s prime downtown location offers Buying Show attendees unparalleled convenience. Within walking distance are top hotels, diverse restaurants, and cultural attractions like the Arizona Science Center and Phoenix Art Museum. The nearby light rail makes transit easy, connecting visitors to the airport and city hotspots. This vibrant, accessible setting enhances networking, dining, and entertainment experiences, creating an ideal Winter Buying Show environment.
Matt’s Big Breakfast
The Food Network's Guy Fieri isn't usually a breakfast fan, but he'll stop by Matt’s Big Breakfast any time of day. Dedicated to using only fresh ingredients, Matt's specialties include waffles, thick bacon, and The Chop & Chick (breakfast pork chops with eggs). It is located just five blocks north of our host hotel, at 825 N 1st St. in downtown Phoenix.
Domestic Airlines Serving Phoenix Sky Harbor International Airport (PHX)
The Phoenix Convention Center is at 100 North 3rd St in downtown Phoenix.
Jeweler Profile
Patina Jewelry + Design: Jewelers in a Gem of a Town
FOR MANY IN THE GREAT LAKES region, the state of Michigan is warmly nicknamed the “Mitten State,” due to the mitten shape of the state’s Lower Peninsula. If this is so, then you’ll find Tecumseh, MI, on the wrist of the mitten. Jackie Juhasz and Cheyenne Goode are owners of Patina Jewelry + Design in downtown Tecumseh, and Juhasz describes the town as “a gem,” as well as “a small rural farming community with a population of about 8,000, located 90 minutes from Ann Arbor, MI and Toledo, OH.”
“We opened Patina in November of 2021, after the previous owners—Hacker Jewelers—retired, and we purchased the building from them,” says Juhasz. “We both have bachelor’s degrees from Western Michigan University, with emphasis in Metalsmithing. We met in Kalamazoo, MI, at Plata Y Oro Jewelers in 2013, where we were both employed.”
On its website for visitors, Downtown Tecumseh describes itself as “a celebration of the entrepreneur.” Juhasz and Goode certainly fit the entrepreneur mold, and like most entrepreneurs, they are proud of their origin story.
“We think our origin story is pretty badass,” says Juhasz. “During the COVID pandemic, Jackie moved a half-hour away, from Kalamazoo to Brooklyn, MI, to be closer to home and to her ailing mother, which is how she learned about Hacker Jewelers retiring. We were both at a standstill in our careers, as well as our personal lives, with COVID affecting everything and everyone. Which is why we thought it would be a perfect life-changing opportunity. We took a leap of faith and purchased the business and building. Cheyenne quit her job at Signet Jewelers and sold her house to move to Tecumseh. The town fully embraced us and our unique personalities. Our store opened exactly three years ago—as of November 12—and we have never looked back.”
“We are a women-owned business,” explains Goode, “striving to honor the traditions of metalsmithing and the history of the building, which has been a jewelry store for more than 100 years. We have a full-service, in-house repair department that specializes in custom one-of-a-kind designs. We carry bridal, estate jewelry, gold, diamond and gemstone fashion jewelry, sterling silver jewelry, and watches.”
Goode works on the majority of custom designs and in-store repairs, while Juhasz handles most of the
custom bridal and sales. The store employs two additional full-time bench jewelers, a sales manager, and two part-time sales associates.
“We both have extensive knowledge as well as a passion for jewelry,” says Juhasz. “We have always had an interest in art, which is what led us to going to college to study Fine Arts. That is where we learned to express our personalities through jewelry making. We honed our crafts from our mentors in the jewelry field individually. Cheyenne was trained through Signet Jewelers, which is the Design Center of Jared, the Galleria of Jewelry, Kay Jewelers, and Zales. I was trained by our mentor and skilled goldsmith—Gerald Myers—at Plata Y Oro, which had been in business for more than 40 years.”
Even though the staff is small, Patina sent three people to a GIA Diamond Grading Course RJO hosted by Jewelers Mutual in Neenah,WI.
“Integrity is the most important value of our store,” says Goode, “and having the knowledge when it comes to diamonds requires extensive education. We believe by properly educating ourselves about diamonds and jewelry, we can then educate our customers and give them confidence in their purchases when shopping with us. We both felt, as business owners, it was important for us to have our Graduate Gemologists degrees, and we wanted to extend that to our sales manager, Jessi, as well.”
When the women first opened their store, the previous owners of the building encouraged them to network and to join jewelers’ organizations. They joined IJO after being open for two months, and by word of mouth and after going to so many of IJO conferences, they were encouraged to join RJO.
“We love what RJO has to offer,” says Juhasz. “From the seminars to the broad array of vendors to choose from and the expansive network, we learn something new every time we go. We love seeing all the latest trends on the Show Floor. We also look forward to making lifelong connections with other fellow jewelers. As a new business, it is great to have an entire community we can reach out to with any questions or for advice. The patronage dividend is an added bonus.”
Patina Jewelry + Design is located at 110 E Chicago Blvd. in Tecumseh, MI. Phone: (517) 423-6370 Website: www.patinajewelers.com
Minimize Chargebacks and Protect Your Revenue
By Michelle Hemping MSG Payment Systems
EVERY BUSINESS ACCEPTING credit cards faces the risk of chargebacks. These disputed transactions can result in significant revenue loss for jewelers, especially with high-ticket items. At MSG Payment Systems, we have been an RJO vendor for 26 years and understand the challenges retailers face; we have compiled these strategies to help you minimize chargebacks effectively.*
Optimize Your Transaction Processing
Proper handling of credit card transactions is crucial. For chip-enabled cards, always process them as insert/chip payments. For non-chip cards, use the swipe method consistently. When dealing with declined cards, refrain from re-charging or overriding. Instead, request an alternative form of payment.
For “Card Not Present” transactions, implement robust fraud prevention technologies:
1) 3D-Secure (3DS) authentication
2) Address Verification Service (AVS)
3) Card Verification Value (CVV) checks
These tools are essential for identifying potential fraud before it occurs. We’ve seen firsthand how effective they can be in reducing chargebacks for our clients.
Manage Your Merchant Account Effectively
Your merchant account is the backbone of your payment processing. Ensure your business name and information are correct on your account and transaction receipts. This clarity helps customers recognize transactions, reducing confusing chargebacks.
Timely settlement is non-negotiable. Process your transactions within 24 hours of authorization to avoid “late presentment” chargebacks.
Opt for electronic notifications for retrieval requests and chargeback notices. Verify your email address is correct in your account. Quick response to these notices is critical; delays can result in lost cases due to non-response.
Prioritize Clear Customer Communication
Transparency in your policies is key to preventing chargebacks. Clearly state your return, refund, and cancellation policies at the point-of-sale and on receipts. This clarity can be helpful if a customer attempts to return a purchase outside of your policy terms.
For businesses shipping products, use tracking notifications and delivery confirmation. These tools keep customers informed and provide proof the product was delivered. When processing returns, handle refunds promptly, to prevent customer frustration that could lead to unnecessary chargebacks.
For recurring payments, cancel immediately upon customer request. Prompt action in this area prevents future disputes and demonstrates your commitment to customer satisfaction.
Implement These Strategies Today
By adopting these expert-proven strategies, you can significantly reduce your chargeback risk and help protect your revenue.
It all comes down to these four areas of attention:
1) Process transactions correctly and use fraud prevention tools.
2) Manage your merchant account with diligence.
3) Communicate clearly with your customers.
4) Respond promptly to all chargeback notices.
These aren’t simply suggestions; they’re the foundation of effective chargeback prevention. As mentioned below, even when you follow this advice perfectly, there’s always a risk of experiencing and losing chargebacks. However, we’ve seen the results firsthand and know these steps can and will make a positive difference.
* Note: Even when you follow this advice perfectly, there’s always a risk of experiencing and losing chargebacks.
Leadership/Retailer
Roundtables
In the middle of June this past summer, RJO created a post on its group Facebook page, announcing a new event at the upcoming Summer Buying Show in St. Louis: Leadership/Retailer Roundtables. Slated for Friday, August 2, immediately preceding the Summer Show Kick-off Reception, the Roundtables would be facilitated by members of the RJO Board of Directors and the Merchandise Review Committee (MRC). The Roundtables were described as "structured yet open discussion forums designed to foster communication, collaboration, and transparency within the RJO organization. Registration, according to the post, was required and limited to 52 members.
The Roundtables ended up being well-attended, and a summary of the discussions and ffered during the Roundtables are presented here.
"Our hope is more diverse input will lead to more wellrounded and effective decision-making," said RJO CEO Sarah Streb, before the Roundtables, "building and strengthening the relationship between leaders and members."
So how does she feel after the Roundtables?
Well ... that's why we have a last page in this story.
GROUP ONE
Facilitated by Joe Schiavone of Z’s Fine Jewelry in Peoria, AZ, and Ronnie Godwin of Godwin Jewelers in Bainbridge, GA
What is a current challenge faced by retail jewelers?
The challenge discussed was lab-grown diamonds and their effect on sales and competition.
• They are causing a race to the bottom, disrupting the marketplace.
• The impact is being felt differently in suburban stores compared to major market stores.
• Jewelers say they are selling more lab grown than natural and commanding a markup of four or five times. Some say this is allowing jewelers to sell natural diamonds with a larger mark up, as well.
• Is the lab-grown diamond’s pricing and lack of rarity causing customers to consider natural diamonds?
Who is the largest vendor outside of RJO the MRC could attempt to attract?
Among the vendors mentioned were: Shy Creation, Craft Lab Grown Diamonds, Gabriel, Royal Jewelry, and Diamond Forever.
What feedback do you have regarding RJO’s support and services?
• RJO growth is great.
• There is interest in more family-friendly venues for the Buying Shows.
• Show venues with pools and spas are popular.
How can RJO improve its communication?
• The top opinion was the need to improve the RJO website, particularly keeping the site up to date between Buying Shows.
• Consider offering the option to pay with a credit card, but not passing on the processing fees.
• Expand RJO marketing to include TikTok content.
• Offer an opportunity to opt in to RJO texts.
• Consider creating a questionnaire similar in quality to InStore Magazine’s “The Big Survey.”
• Develop the ability for RJO members to print invoices from the website.
What are some market trends RJO should know about?
Discussion highlighted the popularity of RJO’s Bench Jeweler Experience, with a request to provide even more technical aspects of being a bench jeweler.
• RJO could set up a bench jeweler on the Buying Show Floor and have hourly demonstrations.
• Bench jewelers from RJO stores could highlight their skill set and demonstrate it.
• It was suggested Stuller would be able to create a “perfect bench” for Show demonstrations.
What other trends are jewelers seeing in their business?
• Artificial Intelligence (AI). There was interest in learning more about how it could affect change in retail stores.
• It was offered the best way to stay on top of AI is to seek out services with a high volume of good reviews.
GROUP TWO
Facilitated by Lucas Doland of Doland Jewelers in Dubuque, IA; Sarah Stegeman of Sturhahn Jewelers in Quincy, IL; and Brendon Davis of Thomas A. Davis Jeweler in Holland, MI
What is a current challenge faced by retail jewelers?
The most common challenge was staffing.
• Many of the stores said finding staff is not the sole issue, but also getting the current staff to work together and in the manner the store wants.
• Stores are looking for direction to help the retailer to get the employees to “buy in.”
How can RJO help address these challenges?
A number of products or services were mentioned that could be provided or improved by RJO.
• Consider ways to set RJO apart in the mind of the consumer, such as new marketing material discussing how exclusive RJO is.
• Increase promotional materials for press releases about Shows, education opportunities, scholarships, etc.
• A seminar or discussion was suggested to address all of the current products and services RJO currently provides. It was noted IJO does a 45minute seminar about its current services at each of their Shows, and it’s for new members as well as seasoned members. Many stores mentioned even though they have been in RJO a long time, they most likely don’t know about all the things RJO has to offer.
• Consider offering health insurance.
• Consider offering shipping services.
How can RJO improve its communication?
• An opt-in to what type of communication each jeweler prefers. Many stores said they did not remember receiving an email about what their store level was prior to the Show. Many also said they did not know what extra percentage of discount they would be receiving by attending the Show.
• Work to ensure communications are being received. Several jewelers realized they were not receiving RJO emails, likely because they were going to the incorrect email address or the wrong person.
• Jewelers want to get their RJO communications in various ways. Some jewelers were wanting emails, some wanted papers sent in with their bills, and some wanted text messages.
• Improve the RJO website. Many said they find the current website “clunky” and hard to navigate. It was mentioned the current vendor search feature on the website does not have the vendors properly separated by category.
• One jeweler wished the website would do more to promote RJO jewelers to the public, addressing “What does it mean to the public to be a member of RJO?”
What are some market trends RJO should know about?
• The biggest market trend this group was seeing was an increase in demand for lab-grown diamond jewelry.
GROUP THREE
Facilitated by Jeff Wickersham of Wickersham Jewelry in Rothschild, WI; Bill Becker of Becker’s Jewelers in West Burlington, IA; and Kendra Harris of Jayson Jewelers in Cape Girardeau, MO
What is a current challenge faced by retail jewelers?
The effect of lab-grown diamonds was considered a top challenge, particularly their effect of pulling down average ticket prices and overall revenue.
• It was suggested to continue teaching customers about all diamonds, so no options are excluded.
• A proposal was made to have customers sign a disclosure attesting they know they are buying a lab grown; this not only helps with future disputes, but also can make the buyer reconsider naturals.
• Customers should know about the effects of depreciation and oversupply with lab-grown diamonds.
• Revenue could be increased by selling wedding ring packages, which could include pendants, studs, etc., as gifts.
What vendor products or services should RJO consider adding or increasing?
• Appraisal companies, in hopes a company could come into a store and run an appraisal event, similar to gold buying and estate events.
• More name brands. While acknowledged, it was pointed out some of these companies don’t always understand how to work with independent retailers, and RJO’s vetting process is so thorough, some of these brand companies could not pass.
What feedback do you have regarding RJO’s support and services?
There was interest in more RJO-hosted trips, such as to New York, Botswana, India.
• It was noted buying trips to a specific city could result in vendors not in that city finding such a trip unfair.
• There was concern any new trips should not interfere with the success of the Antwerp trips.
There was interest in RJO hosting regional roundtable, such as these. This could help stores to network, assist each other, and regularly share ideas.
• An experienced facilitator for more roundtables would be important, as it ensures the meeting cadence does not fall apart.
In addition to the regional roundtable, RJO could have a regular morning call stores in an area, maybe call it “Coffee and Carats.”
How can RJO improve its communication?
This question eventually evolved into “How can RJO get better attendance at Buying Shows?”
• Stores explained that attending a Show can be overwhelming logistically, particularly if closing the store is involved.
• There was an interest in seeing more testimonials from members about why Buying Shows are important to them.
• A network was proposed where peer stores would work on attending the Show as a group, creating a friendlier Show environment and familial incentive for stores to attend.
GROUP FOUR
Facilitated by Terry Dickens of Herteen & Stocker in Iowa City, IA; Joanna Gruver of Jo & Co. Jewelers in Smith Mountain Lake, Va; and Tom Nelson of Nelson Jewelers in Spencer IA
What is a current challenge faced by retail jewelers?
The RJO website became the focus of this discussion.
• Stores would like to be able to pull up invoices online.
• The website should have an area for vendors to upload media and marketing materials, so stores can download as needed.
• The website needs to be refreshed or overhauled.
• Facilitators mentioned plans for a new website were in the works.
• It was suggested a member advisory committee be created to help guide the new website.
What vendor products or services should RJO consider adding or increasing?
Among the vendors mentioned were: VAHAN, LAGOS, as well as a Swiss watch line.
• It was also suggested another findings company be added as a vendor.
How can RJO get better attendance at Buying Shows?
This discussion revolved around two ideas: finding better venues and requiring stores to meet a minimum purchase “at the Shows.”
Overall, conversation was very good and very positive. We were able to address some “whys” on certain things, which was great conversation. I definitely think we should continue these open discussions with everyone. I’d love to see one focused on new members or even spending an hour doing a panel discussion with more folks, like we did at the luncheon years ago.
— CEO Sarah Streb
A Jeweler's Guide to Thriving Through the Holiday Rush
Bhavin Mehta NUNU
AS THE HOLIDAY SEASON SWEEPS IN like a wave of sparkle and festivity, jewelry store owners brace for a busy period. While customers are out to find that perfect piece, it’s easy to get lost in the hustle and overlook your own well-being. This year let’s make a pact to keep our spirits high and stay grounded. Here are self-care strategies to help you tackle the holiday season with ease and keep shining.
1) Time Management: Mastering the Holiday Rhythm
In the jewelry world, time is as precious as the gems on display. A well-structured schedule is essential for managing tasks and avoiding burnout. Break your day into manageable chunks, setting aside time for customer consultations, order fulfillment, and even short breaks to recharge. Think of it as a carefully organized dance—where instead of pirouettes, you’ll be guiding customers and meeting deadlines.
2) Delegate, Don’t Drown
Running a jewelry store doesn’t mean you have to do it all. Tap into the skills of your team and delegate responsibilities. Whether it’s managing social media, updating inventory, or handling customer inquiries, empower your team to take on tasks so you can focus on what truly matters. Like a beautifully crafted piece, each part shines when it comes together.
3) Set Achievable Goals
While it’s tempting to aim for sky-high sales goals, set realistic, achievable targets that align with your resources and energy. Realistic goals help keep stress in check and provide a sense of accomplishment. You want to finish the season feeling successful, not overwhelmed.
4) Embrace Mindfulness
Amid the holiday buzz, mindfulness can be your best ally. Take a few minutes each day to practice techniques like deep breathing or short meditation sessions. Imagine a peaceful place—a beach or a forest—that lets you momentarily escape the rush. These moments of calm help ground your thoughts, making you more effective and balanced.
5) Keep Moving
Physical activity is vital during busy periods when stress levels rise. Incorporate movement into your
routine, whether it’s a brisk walk, a few stretches, or a quick yoga session. Staying active not only boosts your mood but also increases your energy levels, making it easier to tackle your holiday to-do list.
6) Network with Fellow Jewelers
Connecting with other jewelers can be both comforting and insightful. Swap stories, share tips, and maybe even laugh about shared experiences. Finding camaraderie among fellow jewelry store owners can provide a fresh perspective or even open up opportunities for collaboration that add a little extra sparkle to your business.
7) Consult a Business Coach for Added Insights
When in doubt, a seasoned business coach like Bhavin Mehta can help you gain new perspectives and strategies for a successful holiday season. His experience in helping jewelers streamline processes, improve customer experience, and prioritize well-being makes him the perfect ally. A coach brings a wealth of knowledge and insight—think of him as your personal holiday support system, here to help you maximize efficiency, maintain balance, and focus on the “What’s in It for Me” (WIIFM) benefits.
Recent statistics show that 75% of business owners who work with coaches report better work-life balance, while 82% see improved team productivity. By consulting with a business coach, you’re investing in strategies that not only boost your revenue but also your resilience.
8) Prioritize Self-Care
Above all, remember to carve out time for yourself. Schedule self-care appointments—whether that means treating yourself to a massage, indulging in a favorite book, or enjoying a relaxed meal with family. Remember, you can’t pour from an empty cup, so take time to recharge and stay energized for the holiday rush.
Sparkling Through the Season
As the holiday season brings in nearly 80% of the annual business for many jewelry stores, keeping both your well-being and your energy high is essential. By incorporating these strategies, you can handle the season’s demands with poise and joy. This year let’s focus on maintaining our sparkle—not only in the jewelry we sell but also in ourselves. Here’s to a holiday season filled with success, joy, and a little extra self-care magic!
PUMPKIN BARS
Kathlene Peck
Val Casting, Inc.
Bucyrus, OH
Bars
4 eggs
1 cup vegetable oil
2 cups sugar
1 cup pumpkin
2 cups flour
½ teaspoon salt
2 teaspoons cinnamon
1 teaspoon baking soda
1 teaspoon baking powder
Preheat oven to 350ºF. Mix eggs, oil, sugar, and pumpkin. Sift and add to liquid: flour, salt, cinnamon, baking soda, and baking powder. Pour into a greased 10" x 15" cookie sheet. Bake for 20-25 minutes.
Frosting
3 ounces cream cheese (softened)
6 tablespoons margarine
3 cups powdered sugar
1 teaspoon vanilla
1 teaspoon milk (add more if needed)
Blend cream cheese, margarine, powdered sugar, vanilla, and milk. Spread over cooled bars. Top with chopped nuts if desired.
NEW VENDORS
Fully Promoted MN
Bill Reilly & Jocelyn Hechtl Mendota Heights, MN (651) 251-2246
www.fullypromoted.com/mendota-heights-mn
Full-service custom apparel and promotional products company with inhouse embroidery, silk screening, pad printing, and showroom. We offer most major apparel and promotional product brands for customization.
Global Liquidators
Eric & Frank Jones Hoover, AL (205) 682-0779
www.globalliquidators.net
A second-generation family company since 1998, featuring manufacturers’ closeouts, opportunity buys, and imports primarily from China and Thailand. We offer thousands of high-quality, competitively priced items in 10k, 14k and sterling silver. All items are on our searchable web site with pictures, quantities, and descriptions. Our inventory is constantly changing.
For terms and discounts, visit RJO’s online Vendor Directory
CALENDAR
November 2024
20 Vendor Registration opens for 2025 Winter Buying Show
21 All invoices must be received in the RJO office
28-29 Thanksgiving—RJO office is closed
F December 2024
6 Last day to transfer dating to count towards your 2024 dividend
10 All payments must be received in the RJO office
19 All invoices must be received in the RJO office
21 First day of Winter
24-25 Christmas—RJO office is closed
25 Hanukkah begins at sunset
26 Kwanzaa begins
31 New Year’s Eve
NEW MEMBERS
Andrew Z Diamonds (Second Location)
Scott Zychowski Carefree, AZ
The Jewelry Vault
Lisa Ferraguto North Reading, MA
K. Westphal Jewelers
Kathleen Westphal-Bechtle Andover, KS
Referred by Richard Westphal, R. Westphal Jewelers, Hutchinson, KS
Kingston Fine Jewelry
Brandy Pavlich Kingston, NY
Referred by Keyur Shah, Jewelex, New York, NY
Loreena Rose Jewelry
Ryan Liggett & Bridget StewartLiggett Eminence, MO
Referred by Mary Kay Kemper, The Blue Diamond, Jefferson City, MO
Segner’s Jewelers
Sammy Segner Fredericksburg and Bee Cave, TX
Shelle Jewelers
Brian Millman Northbrook, IL
Referred by Rob Kruzick, Ostbye & Anderson, Minneapolis, MN
Stephen’s Jewelers
Stephen & Nancy Carbonetti Wilmington, DE
Referred by Barry Ouellette, SDC Creations, Renton, WA
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.
