In the Loupe Dec 2013

I N

T H E

LOUPE

The Ultimate Jeweler Resource

December 2013

Issue 53

DID YA KNOW?

RJO, along with sponsoring vendors Stuller and RDI, will launch the first-ever Next Generation Experience, from May 17-19, 2014, at the Hyatt Lodge in Chicago, IL. MORE ON PAGE 2

BUYING SHOW REGISTRATION QUESTIONS?

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

RJO RETURNS TO SAVANNAH THIS JANUARY FOR SOUTHERN SPLENDOR— THE RJO SPRING BUYING SHOW

Register Early for Some Great Perks!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Lots More Information on Pages 7-9!

In the Know with RJO by RJO CEO Mary Peterson Did ’ya know?

RJO, Stuller, and RDI are extremely excited to announce the launch of: The Next Generation Experience: Creating Ultimate Jewelers of the Future

RJO, along with sponsoring vendors Stuller and RDI, will launch the first-ever Next Generation Experience, from May 17-19, 2014, at the Hyatt Lodge in Chicago, IL. Our Vision:

Create an impactful curriculum of hands-on learning and interactive dialogue to aid the next generation of retail jewelers in preparing for the future of our industry and their business.

Two-Day Event Dates:

Saturday, May 17, 2014 Program begins at 3 p.m.

Event runs through Monday, May 19, 2014, at noon.

The Curriculum:

The Next Generation Experience will concentrate on three major areas: Personal Development Skills

• Becoming a Strategic Thinker • Preparing for Change

• Making Choices: Choosing what to do and what not to do

• Managing Yourself and Others • Dealing with Conflict

Business Development and Design for the Future • Annual Operating Plan • Inventory

• Store Design and Display

Engage participants to ensure continued learning occurs after the initial gathering.

• Vendor Relations and Buying

Logistics:

• Trends

The Experience:

The goal is to have a minimum of 30 stores represented by one next-generation owner or manager of an RJO store.

No registration fee required.

RJO, RDI, and Stuller will take care of all lodging and meal expenses. Participants only need to pay for their travel to the experience.

• Marketing to the Younger Generation The Future of the Industry

• Fashion and Product Design

• Continued Learning

If you are interested in attending the inaugural Next Generation Experience, please email maryp@rjomembers.com. Registration for this exciting experience will be on a first come, first serve basis, so get your name on the list today!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

From the RJO Chat Channel SERVICES Centralized Billing

Patronage Dividend

RJO Website (rjomembers.com)

Buying Shows (Fall/Spring) RJO Chat Channel

In the Loupe – RJO’s newsletter

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

Member-to-Member Incentive Program (Recruitment Program)

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

Travel Vouchers at Shows

(offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational E-mail Blasts

Purchase Vouchers (at the Buying Shows)

RJO Membership Certificate

Education on the Go Podcasts and Webinars

Private Label Credit Card Service

JewelConnect

THE CHAT CHANNEL ON THE RJO WEBSITE (www.rjomembers.com) hosts a variety of interesting discussions each month. Here’s an edited post—and responses to it—that can be found in the RJO Jeweler Business area, under the heading “Our competitor is using a gimmick for holiday sales, how to counter?”

Post: Our main competitor is advertising “Stop in to find out how to get your Christmas gifts for free.” They say if it snows six inches from noon to midnight on New Year’s Day, all purchases made from now until Christmas will be free (Farmers’ Almanac says it’s not going to snow).

My question is “How do we counter that?” In general, we’ve been known by customers to have far more variety and better prices in our store.

I would just like to know some ideas on what we could do as far as advertising, so this doesn’t hurt our holiday sales? I’m not big on gimmicks; I’d rather just give the best prices and have the best service! Any thoughts?

Response One: This promo has been around for years. Tell your clients that the Farmers’ Almanac indicates no snow. Tell your clients that most of these events are insured, and they will probably be paying higher prices to cover your competitor’s premiums. Tell your clients that your selection and prices are the best—would you really buy something you don’t want and possibly paid too much for—because it might snow? Tell your clients that, in many of these promotions, they can’t bring the merchandise back for a full refund. Tell your clients that many states don’t allow for a refund of the sales tax portion of their purchase. Be careful not to bend your clients’ ears on all of the above.

Instead sell them some jewelry! You might also consider taking that page out of the Farmers’ Almanac and enlarging it to 18 x 24 inches, mount it on Foamcore, and put it on the counter. Have a profitable Christmas.

Response Two: I’ve done this promotion two times. It hit both times, and I paid out over 300K to my customers. I’m doing it again right now through December 18th. The increase in sales of over 50 percent means one does not have to increase one’s prices to cover the cost of the promotion. Running that promotion shows good will to our customers, and they love it. Over 70 percent of the customers who participate will spend the money with you if it hits. There are no premiums or advertising fees associated with the refund money they spend. Competitors definitely do not like it at all. Most do exactly what you suggest, but the premise is false. That is why I address those statements on my website. You could always do “Wow” cards if you don’t feel that’s a gimmick. The bottom line is that your core customers will come to you no matter what your competitor is doing. Any well-run promotion will get some new people in the door, but the only reason they will come is if they don’t have an established jeweler or they are upset with their established jeweler. I hope this post is read as informative. That is my intent. I hope everyone has a very profitable season.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

DIVIDEND CHECKS COMING SOON!

As the year comes to an end, RJO will be calculating your 2013 patronage dividend percentage and sending you your dividend check! Only RJO pays its members cash dividends based on everything they purchase from our worldwide, brand-name vendors. It can amount to thousands of additional dollars of discretionary income each year which can help make everything flow a little easier. Watch the mail for your check, which will be mailed the last week of January 2014.

Rave reviews still coming in from RJO’s overseas buying trips

IN THE OCTOBER ISSUE OF IN THE LOUPE, a number of travel diary entries were run from RJO members who took advantage of the annual overseas buying trips. More accolades have come in since then, and here are some highlights:

Delightful dinners, tours, and diamond prices provided by participating vendors were all highlights of the trip. We hope all RJO jewelers will consider taking the Israel trip. You will find Israel to be a pleasantly amazing country to visit.

- Kathy and Earl Butler, K E Butler & Co Jewelers

Having been to both Antwerp and Israel now, I can see how different the two are and why they have their different strengths. The Israel diamond exchange had such a “buzz” going on. We saw many absolutely incredible diamonds. It helps remind us about the “wow factor” we can give our customers. In Israel, we always felt safe, the weather was perfect, and the beach was stunning! The perfect blend of business and pleasure! I would absolutely recommend it.

- Keena McArthur (pictured), McArthur Jewelers

Stuller’s Bridge conference attracts nearly 50 attendees from RJO

AN UPDATE ON ONLINE BILLING

RJO leadership committees have been testing the online billing feature for the past few months. The current plan is that RJO members should be able to pay their bill online by the end of the year.

STULLER, INC. HOSTED ONE OF ITS POPULAR BRIDGE CONFERENCES this past October 7 in Lafayette, LA, and more than four dozen RJO members were in attendance. Geared toward owners who want to be “tomorrow’s jeweler,” the conference reviews Stullerdesigned structured solutions that include new in-store selling technologies, customization tools and expanded virtual inventory.

Renie Mroczenski, manager of Wickersham Jewelry in Rothschild, WI, attended the conference.

“I was very impressed with the Stuller Bridge event,” says Mroczenski. “They held a sensational event from the beginning to the end. The vision of the company—and their unrelenting focus—is amazing. There are so many things I like, but the employees and their pride and respect for Stuller—as well as Stuller’s respect for their employees—is at the top of my list.”

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Just in time for the holiday: Marketing your private label credit card program FOR MANY CONSUMERS, the flexibility to purchase what they want, when they want it—even if they prefer not to use cash or a bankcard to do so—makes applying for and using a private label credit card a very attractive prospect. However, retailers can—and should—leverage the power of their private label credit card programs by actively marketing them to potential and existing cardholders alike.

“Contrary to what merchants may assume, the innate appeal of private label credit cards, while very strong, needs a strategic marketing push,” said Patrick Housel, Vice President, Marketing at TD Retail Card Services (TDRCS), which ranks among North America’s largest private label credit card companies.

TDRCS provides a private label credit card solution for RJO members in the form of its L.J.C. (Luxury, Jewelry, Class) card, a full-featured, revolving private label credit card created specifically for independent retailers of jewelry and other luxury items. Consider the following strategies:

• Offer special financing plans, such as zero percent interest on purchases for six months.

Such plans can increase sales during slow months and encourage shoppers to spend more in peak periods, such as the holiday season.

• Send out promotional mailings. Mine your store’s database for the names of cardholders who have not patronized your store recently, and then create a targeted direct mail promotion based on previous purchases. Targeted mailings sent to select consumers who do not hold your private label credit card, but may be interested in applying for it, can also be effective in increasing your account base.

• Communicate via monthly customer statements.

Bundle inserts into monthly statements that feature a special offer or a description of new merchandise that cardholders can purchase with their private label credit card.

• Involve sales associates. Train sales associates in how to effectively promote your private label credit card to shoppers, and provide incentives for signing successful applicants.

“Marketing your private label credit card program is an investment," Housel noted. Some private label credit card companies—including TD Retail Card Services—offer marketing assistance and collateral to promote the program to the customer.

For more information on the LJC program or the holiday promotion specials available now to RJO retailers, contact Karel Feinsinger at karel.feinsinger@td.com; 201-818-4000, extension 3128.

Meet the RJO Staff:

RJO DATA ENTRY CLERK SHEILA SWARTS has been moving RJO forward since she started in March of 2000. Swarts performs a variety of functions in addition to data entry at the RJO main office in Newton, IA, including processing the mail, filing, and occasionally helping out at a buying show.

Like all of the staff profiled thus far, Swarts is a native Iowan, growing up in Moulton, and now living in Monroe, IA. She has been married for 47 years. She and her husband, Vernon, have three children and nine grandchildren.

When she’s not at RJO, Swarts enjoys bowling, singing in her church choir, and when possible, traveling. Among her travels was her first RJO Buying Show in Des Moines. “As a child I remember looking at wedding rings,” she says, “so when I went to my first show in Des Moines, I was in awe.”

Swarts has celebrated a number of events during her time with RJO, but one stands out. “For my 65th birthday, they decorated my cubicle with 65 Diet Wild Cherry Pepsi cans and 65 Sheila B’s Butter Popcorn packets.”

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Vendor Profile

silver and gold extraordinaire A CALL TO FREDERIC DUCLOS IN SUNNY CALIFORNIA will get you a sunny personality as well. Karen Duclos is cheerful and upbeat, and she is honored to share the story of how she and her husband have become successful jewelry designers and vendors. Karen offers that the “s” in Duclos is silent: “classical French,” just like her husband, she says.

Like many family-owned businesses, Frederic Duclos has a past of several evolutions. “In 1992, Frederic Duclos became a brand of AG Artwear, Inc., a corporation owned by both Frederic and me,” says Karen. “AG Artwear specialized in sterling silver electroform jewelry and gift items, manufactured under its own roof in Westminster, California.”

After running their own domestic production for more than 10 years, they decided to diversify and move some of their production to Europe, to allow Frederic access to a broader range of manufacturing methods. By working exclusively with small-scale, family-owned studios throughout Europe, “Frederic is able to maintain his quality and design integrity.” Today, the staff comprises 12 employees and 12 sales representatives.

The company has won numerous design awards, including two JCK Jewelers Choice Awards in 2013.

“Our jewelry is exclusively European made.” says Karen. “It is designed for the independent jewelry store and is not offered to the mass markets.

We are focused on our stores and do not compete with them online or with our own retail stores.

Also, we do not sell on television or to majors.

We are truly geared to the independent store with independent being the key word.”

“Our specialty is sterling silver,” she continues.

“It has been Frederic’s metal of choice for nearly thirty years, and he is constantly mixing new and interesting materials and unusual finishes to create great fashion pieces. Frederic evolves his design and updates his collection twice a year with more than 200 new designs. New combinations include rose gold, ruthenium, and rhodium plating, and a rainbow of color will be added to the collection, thanks to enamel accents. We also are expanding our line to include a new men’s collection.”

While a relatively new vendor to RJO, Frederic Duclos participates in both spring and fall buying shows, having attended the last four. This provides Frederic the opportunity to showcase more than 120 new designs at each show.

“Our core philosophy has been to offer value to our retail partners by providing well-made products that we stand behind, as well as outstanding service.” says Karen. “We provide our retailers with free, branded displays, gift boxes, brochures, duratrans, advertising images, and instore events.”

Despite her pride in the growing business they’ve created together, Karen also takes pride in their ability to work together as well. “After nearly 30 years in business together—being a 24/7 couple— we are still married!” she says. “We’re going on 27 years.”

Frederic Duclos is located in Huntington Beach, CA 92649.

Phone: 714-898-3636. Website: www.fredericduclos.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Quick Look Quick Look Quick Look Quick Look

SAVANNAH JANUARY 25-27

RJO heads to Georgia in January, where the Spring Buying Show will be held the last week of that month. Referred to as the "Hostess City," Savannah is known for its southern charm and hospitality.

When you’re not on the buying floor, we’ll offer sessions to help you expand your customer base and revenues. We’ve got speakers and conferences lined up to make the most of your promotions, advertising ideas, social media, staff and inventory.

When the buying floor is closed, we’ve got optional entertainment planned that includes a ghost tour, movie tour and haunted pub crawl. Remember to register for the Southern Splendor show by December 27. You’ll not only guarantee your spot at the show, but earn a $250 travel voucher from our vendors.

Complimentary Hotel Room for You

All qualifying members of RJO receive up to three consecutive nights’ lodging compliments of RJO.

Located in the heart of the Savannah River district, the The Westin Savannah Harbor Golf Resort & Spa provides beautiful surroundings and everything you require of a luxury resort. Rest and revitalize at the worldrenowned Greenbrier Spa, play a round on the Westin’s challenging PGA golf course, or simply relax in the property’s southern charms.

EASY ONLINE RESERVATION

Save time by reserving your room at RJOMembers.com. If you’ve lost or don’t have a username and password, call RJO at 800-247-1774.

OTHER WAYS TO RESERVE

By phone: Call 912-201-2227 and ask for room reservations in the RJO block.

By email: Contact 01169_reservations@westin.com with your reservation request.

Your complimentary reservation includes a Westin resort charge that covers self-parking; in-room highspeed Internet, on-resort shuttle transportation; fitness club access; use of tennis racquets and courts; use of the chipping and putting greens and driving range; and access to the private beach located at The Westin Resort on Hilton Head Island. It does not include suite upgrades, additional persons or hotel amenities not included in the cost of the room.

Meet-A-Vendor Challenge is Back

Just introduce yourself to ten RJO vendors you’ve never spoken with or used before. Ask for their business card. Then, return your Vendor Challenge envelope to a staff member at the registration desk by noon Monday, January 27. Then ... win cash prizes!

RULES:

1. Business cards received must be from a vendor you have NEVER purchased from before.

2. You must have 10 cards from 10 different vendors, not representatives.

3. Prizes will be awarded pending verification from the RJO Office regarding purchase history.

4. You do not need to be present to win. Prizes will be announced at the Cash Giveaway Farewell Reception.

CASH PRIZES: • First Prize: $750 • Second Prize: $500 • Third Prize: $250

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

The Splendor of Purchase Vouchers!

Vouchers can give you up to 2 percent additional savings on everything you purchase from our vendors at the show, based on your store’s 2013 purchase total. Your store total will be available to you once you’ve checked in at the show.

2013 Purchase Total: Additional Discount on All Show Purchases $100,000 - $149,999.99: 1%

$150,000 - $199,999.99: 1.5% $200,000 or greater:

2%

Important: You must complete your Purchase Voucher Record, located in your registration packet, and return it to RJO prior to the end of the buying show. To find out what your percentage will be before the show begins, call the RJO office at 800-2471774. Show voucher terms are six months.

EDUCATIONAL SEMINARS SATURDAY JANUARY 26

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

FRIDAY: SAVANNAH MOVIE TOUR

On this small-group, climate-controlled luxury coach tour, we’ll visit over 68 movie locations while viewing movie clips of the same locations while we’re there. We’ll see where Forrest Gump sat on his bench, Paula Deen’s Lady & Son’s, Clary’s Cafe, Leopold’s Ice Cream, the Mercer House from Midnight in the Garden of Good and Evil, and the Six Pence Pub from Something to Talk About, just to name a few. Cost is $48 per person. Departure time from Westin is 2:15 p.m. Duration: 90 minutes.

FRIDAY: GHOSTLY NIGHTS AND PIRATES’ HOUSE TOUR & DINNER

Journey into the dark side of America’s “most haunted city” on the Historic Haunts Trolley. In addition to a paranormal ghost tour, this package includes a tour and dinner at the legendary Pirates’ House. And, for the first time in many years, enter into the Rum Cellar, entryway to the tunnels.

Cost is $70 per person. Departure time from Westin is 6:20 p.m. Duration: 2.5 hours, with the trolley tour portion taking approximately 90 minutes.

MONDAY: SAVANNAH HAUNTED PUB WALKING TOUR

Like the paranormal? Like to toss one back now and again? The Haunted Pubs Walking Tour was made for you. Tour the best haunted pubs and bars in Savannah, known as the “most haunted city in America.” You’ll hear stories that span three centuries of history, with a special emphasis on the area’s ghosts, pirates and inexplicable occurrences. It’s Savannah’s favorite tour!

Cost is $36 per person. Departure time from Westin is 7 p.m. Duration: 90 minutes.

New at this show, the RJO Idea Center is a place to hone skills and share ideas that increase sales, make you a better manager, and get you to think in new ways. The RJO Idea Center is located on the sales floor and is open during buying hours. Drop by any time to brainstorm, or attend the scheduled sessions on putting social media to work for your store.

You’ll be able to learn from top industry professionals, as they’ll make themselves available for one-on-one training and individual discussions.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Jeweler Profile

Fernbaugh’s Diamonds and Fine Jewelry: Making every moment count

ESTABLISHED IN 1933 BY EARL AND GERALDINE FERNBAUGH, Fernbaugh’s Diamonds and Fine Jewelry started out as a small jewelry repair shop in Logansport, IN. It eventually grew into a full jewelry store, with a repair shop in-house. The store changed ownership after the owner’s death; since 1982, the store has been owned and operated by Oris and Sally McGuire. Their son, Derek, daughter Lori VanDuyne, and son-in-law Brian VanDuyne bought the Logansport location in 2005 and opened a second, stylish Plymouth, IN, location at 206 North Michigan Street in 2006.

While she grew up in jewelry retail, Lori also has a dental school background. Brian comes to the business after selling Mac tools. The couple has been married for 27 years, and they have adopted two boys: Chase, 14, and Noah, 8.

“We like to have fun in our store,” says Lori. “From the events that we run, to dressing up for holidays.

We try to pass that feeling on to our customers as well. We like to help our customers celebrate the ‘moment’ in life that they are in. For instance, one of our favorite stories is about a 90-year-old young lady who came in to purchase a pair of diamond earrings to celebrate her birthday. We had such a great time with her, and wanted to celebrate the milestone with her, so we sent her a big bouquet of flowers for her special day!”

Fernbaugh’s promotes the notion that whatever stage in life a person may be at, or whatever a customer’s heart desires, Fernbaugh’s has a selection to inspire. They offer diamonds, colored stones, detailed gold, bridal sets, unique birthday gifts, anniversary bangles, add-a-pearls, and keepsake gifts for graduation, among their selection.

Currently, Brian says, their best-selling items are from the Rhythm of Love Collection, from Gemsone. “We ordered it in early,” he says, ‘and have been re-ordering since.”

Lori and Brian are active RJO members, attending both buying shows each year. “Our favorite part of the show is being able to get away for an adult trip,” says Lori. “We consider an adult trip being ‘no kids.’ We get to talk with other jewelers about business ideas, and we tend to find out that everyone has the same problems that we do, but they usually have a different solution to try. We also get great ideas from the classes, too.”

More recently, the couple embarked on their first RJO-sponsored overseas buying trip. This past October they traveled to Antwerp.

“We were out to eat with our group in Antwerp, and decided to walk back,” says Lori. “We wanted to go to a bar called the Statue Bar. It ended up being closed, and we wandered around to the other side, and found a very small bar. We ended up joining a group of 20 Americans, including college students. A young college girl was the bartender. She played old American music for us, and she just loved having us there to make her Thursday night. We left having a great time; I’m sure they thought we were just crazy Americans.”

Back stateside, Fernbaugh’s looks forward to its successful Inventory Liquidation Sale. “We move old merchandise out of the store during this sale,” says Brian. “We send postcards out with Mail America, and customers come in to have the card scanned to see what dollar amount they will receive off of their purchase. They also can register to possibly win a $5,000 shopping spree. We use this to close out lines that we are not stocking anymore and to reduce slow-selling merchandise.”

Fernbaugh’s Diamonds and Fine Jewelry is located at 206 N. Michigan in Plymouth, IN. Phone: 866-681-1577.

Website: www.fernbaughs.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Marketing Matters

A great investment right in front of you WOULDN’T IT BE GREAT if someone would offer you a free (or greatly discounted) trip to a warm destination this winter? What if a free hotel room would be included AND it would be a proven boost to your business in 2014 and beyond?

And the icing on the cake? There would be two trips each year!

One of the true perks of your RJO membership is the RJO Buying Shows. Your RJO team works hard all year long to put on these trips to help you get better at what you do and to help you grow your business.

I’ve had the pleasure of attending (and presenting at) several of these shows, and I can tell you that they are very well-run, and the sessions seem to be extremely well-received. I also can attest that the shows in Phoenix, Kansas City and Savannah were an overall great time!

So, if your hotel is paid for, your travel heavily subsidized, and the trips are proven to be a boost for your business, why aren’t you going as often as you can?

Let me guess ... you are busy. As a business owner myself, I can readily identify with that excuse, and I have more than likely used it myself a few times.

I’ve had the good fortune to see the behind-thescenes work that goes into these buying shows, and I can assure you that they are put together completely with members in mind: the vendors, the activities, the meals and entertainment and— most importantly—the sessions where you can learn and interact with other members.

The sessions are short, sweet and highly informative. Whether they deal with marketing, social media or industry-specific topics, the sessions are well-attended and praised. I always figure that if I can come away from a session with one good idea, that session (and most likely the trip) would have paid for itself.

For marketing, it should be easy to make these buying trips events in your store. Have customers

come to you with a Wish List of things they’d like to see you bring back. And why not host a coming home party with details on what will be arriving soon in the store? Tweets or Facebook posts from the trip (with photos!) would heighten interest in what you were seeing and what was going to be available in your store.

These buying shows are for your benefit, and if you aren’t taking advantage of them, you are probably missing a great opportunity to boost business.

If you are a regular attendee, good for you! You’ve most likely already found out how important these can be for your bottom line.

If you haven’t been to a buying show ever—or for a while—I strongly recommend that you take a chance and go to the next show. I think that you will be surprised at how much fun you will have and how much you will get out of the sessions and interaction with other RJO members.

If you have never been, take it from me (and many other RJO members) that you are missing a huge opportunity.

Maybe we’ve stumbled upon a New Year’s resolution here, one that you can stick to? Go to at least one RJO buying show in 2014, and see what you have been missing!

Have a happy, healthy and prosperous 2014!

Michael C. Woody is President and Chief Idea Officer of Capital Ideas. He has nearly 30 years of experience in television advertising and loyalty marketing.

Phone: 515-556-5373.

E-mail: MichaelC@ideas2burn.com Website: www.ideas2burn.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

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The Ultimate Jeweler Resource

NEW MEMBER

House of Ling, Inc (d/b/a Mangan Jewelers) Thomas Mangan, Ailenda Mangan McLean, VA

JANUARY 2014

DECEMBER 2013 All payments must be received in RJO office

RJO office closed: New Year’s Day

All invoices due in RJO office To qualify for 2013 Patronage Dividend

All payments must be received in RJO office

RJO office closed: Christmas Eve and Christmas Day Retail Member Show Registration deadline

All invoices must be received in RJO office

FEBRUARY 2014 Groundhog Day All payments must be received in RJO office All invoices must be received in RJO office

RJO Buying Show, “Southern Splendor,” in Savannah, GA

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.