BUYING SHOW RECORDS have been broken consistently in recent years, and RJO's Summer Show in Minneapolis continued this trend. Sales topped a whopping $20.3 million, beating the previous record by nearly $3 million. Playing a large part in this was the record number of dedicated vendors attending the Show—193—the largest number for any BuyingRJOShow. showed up in large numbers as well, at 326, just fi shy of last summer's Show Cincinnati. Look as well Then
in
as see who won RJO awards (pages 1112).
find your 2023 calendar and save the last weekend in January, for RJO's Winter Buying Show— Fiesta RJO—in San Antonio, TX. The Premier Jewelers Cooperative IN THE KNOW WITH RJO Family Time SEE PAGE 2 VENDOR PROFILE Charles Frey & Co. SEE PAGE 6 JEWELER PROFILE Hawthorne Jewelry SEE PAGE 8 FAMILY. DIVIDEND. SUPPORT. BUYING POWER. Summer Speakeasy Sets New Records for Sales and Vendors August 2 0 2 2 • I s s u e 104
ve members
record
IN LOUPETHE
inside this issue to see photos from the Show,
Jewelers
FAMILY. DIVIDEND. SUPPORT. BUYING POWER.2 In the Know with RJO Family Time RJO Board News ReviewMerchandiseCommittee (two seats open) • Request applications: Now open • Applications due: September 23 • Appointment decision by RJO Board of Directors: Week of October 24 Application Roles & Responsibilities RJO BoardFoundationofDirectors (one seat open) • Request applications: September 2 • Applications due: October 7 • Appointment decision by RJO Foundation Board: Week of October 17 Application Roles & Responsibilities AdvisoryVendor Committee (three seats open) • Request applications: September 12 • Applications due: October 14 • Appointment decision by RJO Board of Directors: Week of October 24 Application Roles & Responsibilities Upcoming Elections (Members and Vendors are encouraged to apply for relevant positions)
I COME FROM A LARGE EXTENDED FAMILY, and as such, there are family celebrations going on all the time: graduations, engagements, weddings, anniversaries, and so on. While the actual celebrations themselves are delightful and memorable, there’s also a special time afterward, mostly less formal, offering perspectives on the milestones, and often embracing looking ahead to the Thosefuture.ofus working behind the scenes at RJO enjoy this same special time after each Buying Show. Last month’s Show in Minneapolis was one of our best ever, and in the weeks since we’ve shared best moments, our favorite events, and reviewed what was unexpectedly popular. We’ve also turned our attention to finalizing the details for all of RJO’s upcoming offerings. There are many—just what one would expect from our very large RJO family.
In September we’ll be collecting applications for RJO Foundation Scholarships, as well as applications for openings on RJO’s leadership committees. See below for more details about the latter. October will see members head to Europe as part of the RJO European Rock Tour, our revitalized branding and buying trip. Later in the month members will be gathering outside of Chicago for our Succession Experience weekend. November and December will be the height of holiday buying, and RJO will be providing discounts and support through every merry sale. And then it’s on to our next Show next January in San Antonio. We really thrive on working hard for you now and for the months and years ahead. I’ll admit it’s been a joy in recent years to count up our Show’s recordbreaking attendance and sales figures. We just can’t get over how our RJO family continues to celebrate RJO with their patronage and support! Be sure to mark your calendars for our next Buying Show—Fiesta RJO—at the end of January. We can’t wait to see you all again soon! Sarah Streb RJO CEO
THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here is an edited selection of replies to an exchange from earlier this month; the original poster included a variety of personal photos of staff engagement, including an outing featuring axe throwing.
FAMILY. DIVIDEND. SUPPORT. BUYING POWER. 3 S E R V I C E S Centralized Billing Patronage Dividend RJO Website (rjomembers.com) Buying Shows (Fall/Spring) In the Loupe – RJO’s newsletter Free Print and Radio Ad Library (on the RJO website) Educational Seminars (at the Buying Organized(RecruitmentIncentiveMember-to-MemberShows)ProgramProgram)BuyingTrips to Antwerp and IdarOberstein (postponed for 2021) RJO TravelDirectoryVouchers at Shows (offered at varying times) Free Hotel Room Incentive (at the Buying Shows) RJO Informational Email PurchaseBlasts Vouchers (at the Buying Shows) RJO Membership Certificate RJO Next Gen and RJO Succession Experiences Private Label Credit Card (fromScholarshipJewelConnectServiceOpportunitiestheRJOFoundation)
From FacebookRJO’sPage
Post: Employee retention and engagement is paramount today. What special perks are you offering to your team? Share what keeps your staff motivated and interested in your store.
Reply One: Great topic! Countless studies have shown that among the most important ways effective leaders can keep people motivated and interested are: provide opportunity for ongoing learning and growth; show genuine appreciation for effort; provide clear direction, challenging but achievable goals, and regular feedback; ensure fair and honest treatment; and demonstrate an interest in them as individuals.
Reply Two: We have a team dinner every 50 reviews. It’s fun to celebrate and it’s an awesome way to remind the staff that everyone—from the bench to the front of house—creates five-star experiences. I write notes on every paycheck, noting accomplishments. I’m fine if it’s everyday appreciation; that’s the most moving.
Reply Five: We don't either, because there are no full-time jobs that can be done remotely. Social media, website, etc. are add-ons to the selling responsibility. Going from six days open to five open was the BEST decision for scheduling and staffing. I fear that if I provide that flexibility to one, I would need to do it for all the staff, to keep things fair and equitable.
Reply from RJO: This is a great topic from one of our RJO Next Gen Advisory Board Members. Each month you will see a new hot topic from our Next Gen Board! #nextgen
Reply Four: The reason people stay and perform with extraordinary effort has less to do with pay and more to do with intangibles. Being recognized for work well done, appreciation for going the extra mile, and genuine care and concern by management are the elements that keep employees motivated and win the trust and respect of ownership. If all you offer is money, all you will get is job hoppers. There has to be more in it for all workers and there has never been a better time to give it. Does anyone have any ways they try to address the current appeal of a flexible work schedule and remote work? This isn't really a perk we are able to offer, since we’re only open five days a week and truly need bodies inside the store.
Reply Three: I try to focus on both individual and team recognition and ways to encourage teamwork. At the end of each day (or throughout the day, if we have lulls), I like to give individual shout outs in front of the whole team for successes. (e.g., large sale, closing a big or long-term project, dealing with a difficult customer, helping another team member, etc.) I start every meeting by sharing a highlight/success/milestone for each team member.
Complete this Commitment Form before Wednesday, August 31st to receive a coupon book containing more than $1,000 in vouchers to use on your trip. With the help of our generous sponsors, RJO has created additional incentives to encourage early registration in exchange for extra savings on your trip, including: An extra 1% from RJO on purchases made in Antwerp; free gift-with-purchase from participating vendors; specials and credits when shopping in Antwerp; and special terms from Antwerp vendors.
• Estate planning • Cash-raising
• Wealth management • Trusts
THE EXCITEMENT IS BUILDING for RJO’s Rock Tour, the trip to Antwerp, Belgium, this October. The Tour is a hosted purchasing event which allows RJO members to become a Direct Diamond Importer in their community. This year's trip is packed with exciting new experiences geared directly toward helping you create a successful marketing strategy. The Tour includes a personal guide through Antwerp's historic Diamond District, offers you a world of color, and introduces you to creative design opportunities. Everything you need to build a successful campaign will be at your fingertips, with the support of some of RJO's finest vendors.
Nancy Marchell, of Signature Jewelers in Grand Forks, ND, is one of the hosts for this year’s trip; she recently posted: “For those of you wondering if you should punch your ticket—this trip can create momentum that will carry you into the holiday season and propel your business into the new year.“
• DebraRoundtablesShearer, of Bill's Jewelry Shop in Grinnell, IA, posted this about her weekend experience: It was the right choice for us. I had worked for the previous owner; he sent us. It was a wonderful experience, and I would suggest it to both sides—seller and buyer. It really helps. You make great connections too.
Wednesday, August 31
Europe Trip to Antwerp Set for October 9-16
• Dan Pharr, Pharr Valuation Peterson posted this comment recently: “In addition to lots of ‘been there’ people and others who are where you are, you will have an opportunity to talk with top-shelf professionals from the legal, accounting, and business valuation side.”
• Successful transition
Erika Godfrey, of Hawthorne Jewelry in Kearney, NE, will serve as the other host for this year's trip. She created the video below, highlighting the trip, and it is on the front page of her store's website. Click on the image below to view.
The weekend addresses a variety of topics, including: • Taxes events
• Chuck Frey, Charles Frey & Associates
Liz Schlauch, of Barany Jewelers in Medina, OH, who served as an RJO host for these trips for many years, posted this: “The return on your investment is huge, in terms of both investment of funds and investment of time. I can tell you from my own experience of running the promotion in my store year after year for 23 years.”
FAMILY. DIVIDEND. SUPPORT. BUYING POWER.4 RJO Succession Experience Deadline is September 9
RJO IS EXCITED TO ANNOUNCE THE RETURN of the RJO Succession Experience! Join us October 15th-17th for this jam-packed weekend filled with peer networking and professional insight to guide you and your business through this transition. Hear from industry professionals, including:
• Patrick Conner, Partner, Husch Blackwell Attorneys at Law
• Kate Peterson, Performance Concepts
Registration Closes RJO’s
"We've heard about RJO through members of other jewelry groups,” she continues, “and with their consistent positive feedback, we knew we needed to join. It actually seemed less of a decision and more of a 'But, of course,' we need to join." RJO membership continues to grow, with the current membership count at more than 1,115 members. RJO Text Communication Registration FROM RECENT FEEDBACK RECEIVED at the Minneapolis Show, many RJO retailers expressed interest in being able to receive texts on a cell phone from RJO. RJO is beginning to create a database of textable phone numbers so we can communicate important information to our membership, including—but not limited to—upcoming deadlines, hotel reservation links, important news, links to surveys, etc. These numbers WILL NOT be shared with vendor partners. Click here to add your number to our RJO text database.
Buying
FAMILY. DIVIDEND. SUPPORT. BUYING POWER. 5
ON MARCH 24 OF THIS YEAR, RJO welcomed its 1,100th member, Knowles Jewelry in Minot, ND. Co-owned by mother and son Jo and Landon Bahl, Knowles Jewelry has been serving Minot since 1984. "It is a lovely, lovely beginning to what will no doubt be a wonderful group of which to be a member," says Jo, upon hearing of their 1,100th-member status. "We are super excited to get to know our fellow RJO members and become immersed in this group! Thanks for having us!"
Landon Bahl and Jo Bahl, co-owners of Knowles Jewelry in Minot, ND Knowles Jewelry Honored as RJO's 1,100th Member
FORNOWPLANOURNEXTBUYINGSHOW! January 2023 • San Antonio, TX Future Show Locations July 2023 • Philadelphia, PA January 2024 • Palm Springs, CA July 2024 • St. Louis, MO February 2025 • Phoenix, AZ July 2025 • Schaumburg, IL
First
Charles Frey & Co. is located at 1092 Johnnie Dodds Blvd, Suite 105, in Mount Pleasant, SC. Phone: (843) 849-1600 Website: www.charlesfreyco.com Profile
& Co.: The
CFCO is coming upon its tenth year as an RJO member, and Frey will be presenting at RJO's Succession Experience this October.
RJO vendor Charles Frey & Co. (CFCO) is an expert when it comes to creating and conducting such sales. Founder Chuck Frey and his team of professionals have facilitated these specialized events for more than 30 years. A 43-year veteran of the industry, founder Chuck Frey started his career in the late 70s as a diamond grader and a diamond grading instructor for the Gemological Institute of America on 47th street in Manhattan. From diamond grader to sales-event planner, Frey’s career path brought him to the position of national sales manager for Silverman Jewelers Consultants, a firm with more than 60 years of experience liquidating retail jewelry stores and conducting cash-raising events of all types, and ultimately establishing Charles Frey & Co. "Conducting sales of this nature can be exhilarating!" says Frey. "The first time I served as the on-site supervisor, and saw the line out the door and down the block, and the look on the storeowner's face, I was hooked. Through all the years it never ceases to amaze me the remarkable nature of our industry and the incredible investment and connection the average independent jeweler makes in their communities and with their customer base."
CFCO directs a variety of cash-raising sales, with a focus on resolving financial distress. Their process involves a candid in-depth review of a storeowners’ goals, creation of projections for a range of results, a review of the store’s inventory and inventory needs, a site visit, and an analysis of their marketplace and media dynamics. Upon request CFCO also can provide fill-in inventory on consignment and an onsite sale supervisor for the length of the sale. Their job is to prepare the store for the sale; coordinate all aspects of the sale between the storeowner, the media, and CFCO; sell on the floor every day the store is open; and manage the fill-in inventory and generate a daily sales report to parties concerned.
"RJO is a commonsense organization from top to bottom," he continues. "The RJO team is top notch, as well as very down-to-earth. We enjoy the positive interactions we have with the staff, which seem a part of the everyday RJO experience. RJO has also afforded us the privilege of sharing what we do in seminars and Succession talks. We aren’t a vendor with a line of goods we can put on display. We provide a service the vast majority of jewelers typically use only once or twice during their careers. RJO is the campus that allows for us to plan successful sales with storeowners."
6 FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
"The individual stories are just as compelling," he continues. "To receive a letter that starts with, 'the sale you conducted saved our house,' or to have someone tell you 'We had no idea how we could afford retirement and now we can.' It's addicting. We recently finished two sales that literally netted the owners $1 million each in 'net cash' after all expenses. One store owner jokingly complained he had to go out and buy a brand-new truck, completely loaded, or otherwise just give the extra money to the tax man.' Seeing storeowners positively react to how their communities respond to their life’s work in one of these events never gets old."
"It was a very comfortable fit," says Frey. "We had already conducted sales for any number of RJO members. RJO stores are family stores. We are very much a family-oriented organization. Becoming a part of RJO seemed like a natural progression for our firm. All of our supervisors are former storeowners or managers with decades of retail experience, and they have lived through the experience of a retirement or transition sale. Additionally, we had many ongoing relationships with any number of RJO vendors before joining."
Charles Frey Partner That Puts You
NEARLY EVERY JEWELRY STORE eventually reaches a customized sale milestone. These sales might be for retirement, going out of business, consolidation, moving, or simply passing the torch to a new owner or new generation.
"The CFCO team visits every store they work with," says Frey, "and remains connected to them throughout every aspect of the sale. We like to think of ourselves as hands-on 'Executives in the Field,' with the goal of staying in-tune with the needs of our customers. Simply put, we will be the partner that puts you first."
Vendor
7FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
S. IndianVinodkumarDiamond
Being a sightholder, as well as diamonds and jewelry manufacturer, gives consistency in supply, pricing, quality, and delivery. We specialize in loose and certified diamonds, basic jewelry, and bridal jewelry. Indian Diamond Imports is the lab division of S. Vinodkumar.
Steven Royce Designs
New York, NY
Smiling Rocks New York, NY Alpesh (Andy) Jiwani, Zulu Ghevriya, Kishwar Mehmood (212) 596-4163 www.smilingrocks.com
NEW VENDORS
For terms and discounts, visit RJO’s online Vendor Directory
www.stevenroyce.com
Hari Jewels is a family-owned company with roots that can be traced back to ancient India. Our extensive line of impeccable artistry comprises unique and fashion forward designs. We share true passion with modern sophistication of femininity. Jewel 360 Springville, UT Nick Gurney, Sean Roylance, Connor Nielsen (385) 274-0569 www.jewel360.com Jewel360 is a cloud-based point-ofsale and website system for jewelry stores. With Jewel360, you add product information in one place, and your POS and website update simultaneously. Easily manage your inventory, online sales, customer accounts, custom work and repairs, special orders, layaways, vendors, P.O.S, and gift cards—all from one place. Also includes email and text message marketing, social media marketing, as well as targeted remarketing tools. On average, Jewel360 customers increase sales by 20 percent or more.
Hari Jewels New York, NY Atin Jain (212) 354-7550 www.harijewels.com
Mayflower Estate Buyers Towson, MD Nicholle Mogavero, Jodi Cockey, Sarah Goggins, Amanda Coleman-Phelps (410) 236-7088 https://mayflowerestatebuyers.com We specialize in independent appraisals of all types (mail-in also). We offer a Certificate of Sale program and buying and selling events for retailers. Our jewelry line consists of all estate items in all categories, some dating back to the Georgian period (while supplies last). We refurbish all of our jewelry items so they are in like-new condition, unless otherwise notated on our tags.
Sheetal Jewels USA New York, NY Paven Kakhani (212) 605-3290 https://www.sheetaljewellery.com
Sheetal Jewels offers an extensive range of fine diamond jewelry in all major product categories, such as necklaces, rings, bracelets, earrings, and bangles. We offer a variety of styles for different scenarios, such as essentials, bridal and engagement, fashion, high jewelry, and gifting. We product our jewelry in 10-, 14- and 18K gold. We also offer a variety of diamond qualities to target different price points. Additionally, we offer options for different metal finishing styles, such as brush, hammer, high polish, and sandblasting.
Steven Royce Designs is a manufacturer of fine precious and semi-precious gemstone jewelry with a growing collection of Paraiba Tourmaline, colored sapphire, and other rare gemstones. We offer classic gemstone jewelry with a twist.
Imports New York, NY Nimesh Shah, Raghu Katta, Chaw Lwin (212) 921-0056 www.svinodkumar.com
Unison Jewelry New York, NY Riken Sanghvi, Nihaar Parikh (212) 354-7390
Sheetal Group USA New York, NY Sudhir Kakadia (212) 605-3290 www.sheetalgroup.com
www.unisonnyc.com 18K fine, trendy, price-point jewelry, allnatural diamonds, and color stones.
Steven Rahimi, Jason Rahimi, Jordan Rahimi (516) 466-0700
Our 37 years of experience has led us to become one of the world’s leading manufacturers of polished diamonds. Our association with major diamond mining companies like De Beers (sightholder), Rio Tinto, Select, and Diamantaire for both Argyle and Diavik product (and others) enables us to ethically source our rough diamonds consistently in volume and variety from mines in Canada, Africa, and Australia. This quality rough sourcing paired with our state-of-theart manufacturing facility and our talented team of employees allows us to offer a premium end-to-end supply experience. We also offer an extensive range of certified and noncertified diamonds in multitudes of shapes, sizes, and colors.
Smiling Rocks is a lab-grown diamond jewelry brand based in New York, aiming to build a chain of smiles through sustainable luxury. We offer a wide range of products that cater to both the loose diamond and jewelry segment. It has product from essentials, basics, engagement and bridal jewelry for men and women, fashion collections, and high jewelry.
8 FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
IF THERE WERE EVER AN EXAMPLE of the classic RJO jewelry store, it could be Hawthorne Jewelry. Located in the middle of the country (Kearney, NE), Hawthorne is nearly 150 years old, is third generation, has a small staff, and is run by people fulfilling their visions and "Wepassions.are144 years old," says owner Erika Godfrey. "Our doors first opened in 1878. My grandpa and his brothers bought the store from the original owner, J.D. Hawthorne's son. My grandpa was a watchmaker, and my grandma was the real 'face' of the store. She loved working the store, bridal registries, decorating the front windows, and choosing the jewelry for the cases. She was even designing—and redesigning—jewelry for her clients way back in the 1940s!" "My father worked in the store, at the bench," she continues. "He found his passion in colored stones, making his first trip overseas in the early 1960s. He loved hand selecting stones for his clients. He retired when I came to the store ... about 26 years ago! My, how time flies. He generously entrusted the keys to Todayme."
"I love having the opportunity to be a part of the Board of Directors," she says. "I love the opportunity extended to me to be a host for the Europe trip. I love being involved with vendors and retailers— I like to get my hands on it all! I love the feeling of a 'homecoming' when we are all together at the Shows. And yes, I love my dividend check!"
Godfrey's brother, Steen Kendle, is the store's bench jeweler, whom Godfrey says puts together the store's visions, alongside those of their custom vendor partners, to create many customer pieces. She says working to bring customers' visions to life—or dreaming up their own visions for them—is a large portion of their business. Additional staff includes Lauren Williams, a full-time 'Personal Jeweler,' as well as four Hawthornepart-timers.Jewelry
"From a business standpoint," she continues, "the best part is the money I make from pre-sales, along with all the custom and redesign that happens. There is not a week that goes by someone (customers!) isn't asking about the trip. It's something that continues all year round. It's more than an 'event.' From a personal view, the relationships I have created with other travelers have become some of the strongest friendships I've ever made. The experience of Europe is something I can never get enough of. Trains, cobblestone streets, languages ... I love it all!”
is celebrating its 35th year as an RJO member, but it took a while for Godfrey to appreciate all the organization offered.
"When I first started working in the store," she says, "I felt most at home with my 'Nebraska/South Dakota jewelry family.' I was active in the state jewelers’ association. From everything I learned in the store and in that regional organization, I decided to test the waters on the national level. RJO presented such an exciting opportunity for a small-town girl, living in a small town in the middle of the country, surrounded by cornfields ... so much opportunity in front of me. I loved the educational seminars, and I still love the sea of jewelry bays on the buying floor. I'm like a kid in a candy shop! I have learned to buy smarter. I have met extraordinary people and developed lifelong relationships. I have learned how to ask for what I need. I have learned my expectations are high and quality and good pricing can exist together, and those expectations can be consistently met thanks to the benchmarks RJO has put into place. They match what I Theneed."match has worked out very well. Godfrey serves on the RJO Board of Directors, and she will serve as one of the hosts for this October's RJO Rock Tour, the European buying trip.
Hawthorne Jewelry is located at 2104 Central Avenue in Kearney, NE Phone: (308) 234-3773 Website: www.hawthornejewelry.com
The match seems to have evolved into a perfect match for both Godfrey and Hawthorne Jewelry.
Jeweler Profile
Hawthorne Jewelry: Bringing Customers' Visions to Life
"The most exciting opportunity I have had is to travel overseas," she says. "I have found a new culture, a new language, and a new lifestyle, and I've had the opportunity to see the history of the diamond trade in real time. It's such a wonderful feeling when you walk into the Diamond District, stepping into an Old-World scene, all the while knowing business carries on as it has for 500 years! I love this industry, its history, and the emotion it holds. And I can tie that into my 144year-old business, too."
FAMILY. DIVIDEND. SUPPORT. BUYING POWER. 9SUPPORT. BUYING POWER. ( Click on the photos below to have larger versions pop up in a new window ) Continued on next page
10 FAMILY. DIVIDEND. SUPPORT. BUYING POWER. ( Click on the photos below to have larger versions pop up in a new window ) FRIDAY NIGHT KICK-OFF TOWER WINNER: Parlé
FAMILY. DIVIDEND. SUPPORT. BUYING POWER. 11 RJO Vendor Award Winners VENDORS OF THE YEAR Loose Goods GN Diamond Finished Goods Heera Moti Finished Goods Allison-Kaufman RISING STAR AWARDS (New this year) Service/Specialty Jewel-Craft Watches/Clocks Citizen Watch Tim Marr Ostbye IDD USA Paramount Gems Mercury Ring SALES REP OF THE YEAR
12 FAMILY. DIVIDEND. SUPPORT. BUYING POWER. RJO Special Award Winners LIFETIME ACHIEVEMENT WINNER FRIEND OF THE FOUNDATION Mike Doland Doland Jewelers Prashant Mehta DiaExpressions Sheri Ihde (not pictured) Retired from Jewelers Mutual BOARD OF DIRECTORS AWARD Joe Koester Herzog Jewelers Rich McIntosh McIntosh Jewelry Mike Noe Noe’s Jewelry Jerry Miller Wink’s Fine Jewelry The Board of Directors Award is not given every year, but is determined by the RJO Board of Directors for a vendor or member who has exemplified outstanding efforts and partnership with RJO. This year we have three incredibly worthy award recipients. The RJO Foundation Board wanted to recognize individuals who have gone above and beyond to support the RJO Foundation and its mission. This year we would like to recognize three individuals who have been incredibly instrumental in the Foundation’s success.
Always have multiple employees on the sales floor. One should always be greeting the customers as they enter, and others should be providing ongoing customer service. An actual customer will enjoy the attention they’ve received, but a criminal might feel uncomfortable and leave.
casing a variety of jewelry businesses, criminals know a soft target when they see one. Follow these seven tips for preventing smash-andgrab robberies, to make your business a hard target, and discouraging criminals from attempting it at your location.
Jewelers Mutual® Group
• Pay extra attention to groups of three or more as people don’t typically shop for jewelry in large Remember,groups. your staff will need to repeatedly practice safety tips to form consistent procedural security. Don’t leave their practicing to chance —learn more on how you can keep your jewelry store safe by reviewing A Jeweler’s Guide 24/7 Security provided by the loss prevention experts at Jewelers Mutual Group.
13FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
• Ask questions about the person they are shopping for and if it’s a special occasion.
Consider installing burglary-resistant glass for your showcase sides, fronts and tops. This material will slow down an attack. Since robbers want to be in and out as fast as possible, it may even prevent them from accessing your merchandise.
• Offer a quick hello and make eye contact.
• Watch for anyone wearing sunglasses, baggy garments or something not appropriate for the season, as they may help conceal their identity.
Tips for Preventing Smash-and-Grab Robberies
Use a video surveillance system that has both overt and concealed cameras. Post signs announcing you have a surveillance system recording images 24 hours a day, with footage monitored and stored off-site. Make sure your security plan is discouraging criminals by ordering free store security signage from Jewelers Mutual Group.
Hire a guard during times of high risk, such as trunk shows, special events, or high-traffic periods.
Here are a few tips on adopting consistent meetand-greet practices:
How to Prevent Smash-and-Grab Robberies
Spread high-value merchandise throughout your showroom and showcases instead of displaying these items together in one area.
MAKING HEADLINES in the news today involve smash-and-grab Theserobberies.are often high-profile, brazen attacks that happen quickly and result in high-dollar losses. If you’ve ever seen surveillance footage of one, it almost appears as though nothing could have been done to stop it—but that’s not always the Aftercase.
A LOT OF JEWELRY CRIMES
Keep your front doors and windows clear of obstructions, so employees can see suspicious persons outside and passersby can see inside.
Consider having a mantrap or door buzzer entry system so you’re able to control access to the premises, or at the very least, be aware when someone enters or exits. Keep your employees informed on how to properly admit customers and deal with suspicious incidents.
If possible, the guard should be an armed, off-duty, and uniformed police officer. By selecting a reputable security guard service, you can trust the guards you work with are certified and licensed by the state and comply with necessary requirements.
Areal-life look at online services offered by RJO ]
Starting with JewelConnect more than a decade ago, RJO currently offers
Let’s take a look at VRB’s most recent offerings and how RJO members are using the services.
14 FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
According to Beth Owens, of Skatells Jewelers in Spartanburg SC:
These four RJO-exclusive services are maintained by VRB Internet Solutions Ltd., an RJO web developer vendor. VRB has been creating and managing websites, systems, and digital marketing programs since 1999, and its owner, Andy Boundy, has worked exclusively with RJO leadership to provide products and services that serve RJO members.
According to VRB: This is a portal enabling any RJO member to get multiple quotes on custom design pieces from RJO vendors. Think of it a bit like those insurance comparison sites. You enter what you need and then companies send you quotes. It’s the same with RJOCustomHatch, but only for RJO members to get quotes from RJO custom vendors. The system is built to get you the best price or service for what you need. This brings your custom bench limitations to ... zero. You can technically take on as much custom work as you can handle administratively.
[
RJOCustomHatch.com
Once we get a quote we approve, we can message the vendor throughout the process until the project is complete.
COVER STORY
We have used RJOCustomHatch for corresponding to vendors with custom design orders. We submit the photos and any information needed for the vendor to give us a quick quote. We like this correspondence feature the best, because all the vendors can see this message, and they compete with price quotes to get our business. This is great for us, because this saves us time, not having to email each one with a price quote.
At Your Service
RJOCustomHatch.com, Repair.Jewelry, and most recently RJOmeet.Me.
Many aspects of membership in RJO set it apart from other jewelry organizations, such as the large family feel, the Buying Shows, and the dividend checks, but another perk is the growing availability of specialized online services.
I would recommend RJOCustomHatch to RJO members.
Allison Leitzel Williams of Leitzel’s Jewelry
According to Lewis Pacheco of Pacheco’s Jewelry & Gifts in Taunton, MA: I heard about RJOCustomHatch at one of the educational seminars at an RJO event. We use it for custom work and large jobs that we do not want to do in-house. We use it with a drawing or a picture that we designed with the customer and then we add any modifications that we need, including anything from type of metal to type of stones and finger size. We receive quotes back with pictures. And we award the job to the vendor whose quote is best for us. Then the vendor emails us directly, and we correspond the rest of the transaction through that email, including CAD pictures and any other questions that we have. RJOCustomHatch is a great tool that we have found. We have made some intricate pieces that we otherwise could not have made in-house.
According to Allison Leitzel Williams of Leitzel’s Jewelry in Myerstown, PA: I use RJOCustomHatch to source solutions to unique custom jobs and find vendors who can help with unusual Irequestshadaproject where a client wanted to transform an heirloom piece of amber into a statement slide pendant. I needed help expressing my design vision for the project and finding a vendor who was willing to work in sterling silver and with amber. I posted all of the job’s details on RJOCustomHatch, and a vendor quoted my project and sent along CAD images, which helped me close the sale quickly. As a result, RJOCustomHatch introduced me to a vendor who I did not know about prior to using the platform. I have since developed a relationship with them and am able to use them as a valuable resource for my custom projects.
The platform is a great way to find a niche vendor for your custom work or to source a unique project or service.
According to VRB: Repair.Jewelry has been operating for three years and has directed thousands of would-be repair shoppers into RJO stores. This platform launched two new systems in Minneapolis, all exclusive to RJO. If you have repair, custom design, or estate sale services, these three options will interest you: Repair.Jewelry Dedicated to marketing repair services and, in particular, geared to market to anyone looking to source repairs online. The system markets your store and provides real-time repair promotion and leads.
15FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
Lewis Pacheco (2nd from right) of Pacheco’s Jewelry & Gifts
Repair.Jewelry
According to VRB:
Vince Morrissey of Morrissey Fine Jewelry
RJOmeet.Me is an entire system set up for you to research, find, contact, and even order items from RJO vendors. It’s a search engine, a product finder, a social tool, a communication system, and much more—all designed to help you find what you need.
Tracking the user, we see several different vendors were viewed, and the retailer contacted at least one for certain. Note that we show vendor contact information
Finding A Vendor & Placing A Line
I see no reason why it would not work for others. For the low cost, the fact that it RJO-exclusive and does not need any of my time, the results I saw mean that I would recommend it to my fellow RJOers.
Since signing on with Repair.Jewelry, my repair business definitely went-up. I did not do any other marketing or promotions in that time, but there was a marked increase in repair requests and business. I have been in this business since 1974, so I know business does not come without something directing it.
16 FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
CustomDesigned.Jewelry
As the designer and administrator of RJOmeet.Me, I am in the unique position of seeing both the retailer and vendor sides of the process, as well as the interactions that happen. This allows us to not only ensure that communications are handled, but also to learn more about what both retailers and vendors need and optimize the system accordingly.
RJOmeet.Me
In December 2021, a retailer searched for and found a vendor they were interested in, which is the primary function of RJOmeet.Me. The initial search was by category, in this case, “Bridal / Wedding / Anniversary.”
More than 170 vendors and hundreds of retailers already use it. With this in mind, I thought it would be interesting to detail some specific RJOmeet.Me stories, from start to finish, and from both the vendor and retailer experience. I don’t use names here as the system values privacy, but the dates are shown along with the process that we can track.
Promotes a store’s custom bench with a nationwide marketing system designed to show individual stores’ unique creative capabilities to those looking to have pieces made for them. RJO jewelers combine services with RJOCustomHatch.com to make sales and manage fulfillment. Estate.Jewelry An estate jewelry marketing portal promoting store estate services and an entry sales funnel for your store and website. For more information, see www.MyStore.Jewelry.
According to Vince Morrissey of Morrissey Fine Jewelry in Des Moines, IA: Andy (Boundy of VRB Internet) did a talk in August 2019 at the Schaumburg show. The system had already been running for about six months, I think. There was a presentation which sounded interesting because repair is a large part of my business, and I wanted to both increase it as well as perhaps protect against these new competing online repair services that were shown. This introduced me to Andy, who explained the system more, and I signed-up. It was not very expensive and so was worth a shot. This may sound odd, but I don’t need to be too active with it. One of the things I like about the system is that it markets my repair services without me having to do anything. I know you can log-in and see activity and requests, but I’m busy in the store and am more interested in the fact that it advertises my store on the Internet and directs people to me for their repairs. Basically, if I can have something working for me to increase my business without needing my time, that’s great.
A: Every system we have launched is designed to increase business for RJO members. Every system is designed to add value and grow business for group members. Nothing we do points outside the group.
A: Without a doubt, the ability to connect the new business to the systems directly. We don’t “take a slice” and we don’t hide who we are promoting, so customers, retailer, and vendors contact people directly, and mostly, they don’t say it came from our systems. Sometimes this means people don’t think they are working when, in fact they are.
A: Because all these systems are RJO-exclusive and we have a limited user-base, having enough people using them to warrant continual development is our biggest priority. If members support the systems by using them, we can continue to innovate and that, I think, benefits the entire group.
17FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
Q & A with VRB’s Andy Boundy
Finding a Specific Product
Q: What is the hardest part of the system for you?
Q: What is the best part of the system for you?
Anyone who uses the RJO Exclusive Facebook group will likely have seen my comments on posts looking for specific items; I suggest the poster tries the “Vendor Request” function on RJOmeet.Me. The popularity of this feature is rising and it happened more this August than ever before, so we have several recent examples. Mid-August, a jeweler asked for a very specific tennis necklace and several vendors returned the inquiry with matching results; some also included images in their reply. The jeweler quickly got the options they needed and, I suspect, saved a lot of time flipping through catalogs. The retailer thus received several different RJO vendor options from their one-minute post, and we hope the order was received, because it was a high-value item. The system has sent more than 600 emails to vendors so far this August, advising about retailers looking for items. For this function, upon vendor request, we changed the advisory emails the vendors receive to include a snippet of the inquiry, to better allow vendors to quickly react to the best inquiries for them.
Q: What’s next? More systems?
Q: What is your biggest challenge now?
A: Honestly, hearing from retailers and vendors that they got new business is amazing. I have loads of stories from vendors who got orders and even placed new lines to retailers who themselves got new walk-in business and clients from these systems.
A: Probably, but because we have just launched three new ones in the dot-Jewelry suite, we’ll be concentrating on promoting the members’ stores there and making sure the connections with the other systems are as efficient as possible.
so we do not see activity outside the system such as emails, calls, texts etc. I was personally speaking with the vendor the following month who advised me that the interaction did result in an order to a new retailer client and also that the retailer was interested in the installation of the vendor’s line in the store. In this way, RJOmeet.Me introduced a retailer to a new vendor (and vice-versa), a valuable sale was made and perhaps a long-term RJO relationship was begun.
Q: Is there any system overlap? Do they work together at all?
A: There is a long-term grand design here. Custom Hatch was the first site we launched to assist in quotations and fulfillment of custom orders, but the new CustomDesigned.Jewelry system works to increase the business into the store. So, we have marketing systems to drive traffic and then a “helper” system to locate and secure needed products and services within RJO. They all work together.
System Learns, Retailers Win In February, a retailer entered a search that resulted in no results. With more than 2,500 keywords in the system, plus search capabilities by category, name, and more, this is not common, but not every keyword is yet covered. The retailer was probably disappointed to not get results, but within a day or two, a vendor noticed this activity (vendors can see missing keywords and have an option to contact the retailer). The vendor sent a message to the retailer, who we know saw the message. Again, we hope both the retailer and vendor connected for this item, the relationship began and made the sale. There are more stories, a lot of them. I could talk of memo items ordered, vendor profiles favorited for later use at a show, inter-system messages, and more, but I chose the ones above as they most closely match the mission of the site - to connect retailer to vendor within RJO, keeping the maximum amount of business within the group.
Q: What is the main goal of the systems you have produced?
Marty Pearlmutter Dresher, PA Referred by Todd Ferrante, Park Place Jewelers, Ocean City, MD
Lizzy’s Jewelry (second Katherinelocation)Rebe l Wenatchee, WA
Ocean View Jewelers Alessandra Mauser Millville, DE Referred by Scott GeorgetownChamberland,Jewelers,WoodDale,IL
R. Gregory Jewelers Matt and Kim Clendenin Statesville, NC Referred by Steve Summerlin, Imperial Pearl, E. Providence, RI, and Heera Moti, New York, NY
CALENDARNEWMEMBERS
Ben Haddox and Scott Walker Ruston, LA Referred by Prashant Mehta, DiamondNewExpressions,York,NY
Daniel Perkins
Steve Walker, owner of the former Walker's Jewelry in Davenport, IA, passed away on Saturday, May 28. He was 71. Steve was among the earliest members of RJO, eventually serving on the RJO Board of Directors until he retired in 2005. As he retired, he said this about being a jewelry store owner, “This is a nice business to be in because you're dealing with people with happy events.” He added, “I won't miss the long hours.” This local newspaper article recounts Steve's days before retiring. Our thoughts go out to the Walker family.
Referred by Doug Trimble, Allison Kaufman, Van Nuys, CA
Gemma’s Jewelers
Dan Martin Jewelers
Margarita Pereda Rancho Cucamonga and Mission Viejo, CA Referred by RDIRochester,Diamonds,NY Goldstein-Pitard (third Jameslocation)(Toddy)
Nader and Isabel Salib Corpus Christi, TX Referred by Neal Bass, Ashi Diamonds, New York, NY
Steve Pronko Jewelers Nicholas Pronko Dickson City, PA Referred by Barry Oulette, Gems One, New York, NY
Valentine’s Jewelry Elva Valentine Dallas, PA Referred by Barry Oulette, Gems One, New York, NY
National CompanyJewelry
Sanford, NC
FAMILY. DIVIDEND. SUPPORT. BUYING POWER.18
Pitard Mobile, AL Lester Martin Jewelers
Pharaoh’s Jewelers
Sam Dial Jewelers Sam Dial Pullman, 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. September 2022 2 RJO Office closes at noon 5 Labor Day - RJO Office is closed 9 - Last day to register for the RJO Succession Experience - All payments must be received in RJO office 16 RJO Foundation Scholarship applications due 22 First day of Fall 23 All invoices must be received in the RJO office 24 Merchandise Review Committee applications due 25 Rosh Hashanah begins at sundown F October 2022 4 Yom Kippur begins at sunset 5-6 Staff Development - RJO Office is closed 8 RJO Foundation Board of Directors applications due 9-16 RJO European Rock Tour 10 All payments must be received in RJO office 15-17 RJO Succession Experience held in Oak Brook, IL 18 Winter Buying Show Vendor Registration opens 21 All invoices must be received in the RJO office 31 Halloween MILESTONE
