December 2017 Issue

I N

T H E

LOUPE

The Ultimate Jeweler Resource

December 2017 Issue 77

’Tis the Season for Sparkle in Savannah!

Serving as RJO’s Winter Buying Show’s host city, Savannah— “The Southern Belle of the Georgia Coast”—offers firstrate southern hospitality and charm. RJO will be adding its own “Sparkle” to the city that is one of the country’s 13 original colonies and birthplace of the Girl Scouts.

Our Winter Buying Show will feature more than 160 vendors, who will delight members with new lines, terrific inventory, Show specials and discounts, and, as always, a few surprises.

In addition to the great deals you’ll find on the Buying Show floor, RJO has set up a number of membership benefits as well, including: • one $250 travel voucher for each due-paying store; • up to three night consecutive nights’ stay at the Show hotels, the Westin Savannah Harbor Resort and Spa and Hyatt Regency Savannah; • discounts, via RJO Purchase Vouchers, allowing savings of up to an additional two percent on what you buy from vendors; and

• one $10 Sunday lunch coupon (for concessions on the buying floor) for each store, courtesy of your generous RJO vendors.

Now it’s time for you to show us your Sparkle, by registering for the Buying Show today! To ensure you receive the perks above, you need to register before the Show deadline of Wednesday, December 27.

Registering for the Show couldn’t be more simple: Just go to our RJO Show Registration site. You’ll be able to register online in a matter of minutes. You may also complete the Registration Form located on the last page of your Registration Packet and mail or fax it to the RJO office: P.O. Box 1045, Newton, IA 50208. Fax: 641-792-9251.

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

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

In the Know with RJO

Holding Your Holiday Breath I COME FROM A VERY LARGE FAMILY, most of whom have stayed in the same general area over the years. This has many benefits and allows for many gatherings. I’ve been to a number of them during the past few weeks, and there seems to be a common theme in their thinking: “I sure am looking forward to taking a breather soon with the holidays coming up!”

The teachers around me—and all the school-age kids—will be off for two weeks over Christmas and New Year’s; my retired family members have already wrapped everything (and maybe some for next Christmas …); and others have put in enough years to allow themselves plenty of time off.

So when do jewelers find time to take a breath?

Certainly not now. Here at RJO, we’re with you during this busy time. This past year we’ve streamlined online invoicing, offered weekend getaways to help you plan for your future, invested in the next generation of jewelers, expanded our vendor offerings, added staff to help you more efficiently, increased our communication to keep you up-to-date, and made sure we all have an opportunity to get together, at our annual Buying Shows.

The last part of this year and first part of next will have you at your busiest, and you need to know how greatly appreciated you are. RJO jewelers are tackling the quickly changing world of retail head-

on, providing the most memorable of gifts this season, letting others say “I love you,” when they can’t find the words themselves, and being part of major moments in your customers’ lives.

The teachers, the retired, the others … they may not say it to you directly, but know retailers—and most importantly, jewelry retailers—help make the merriest Christmases and the happiest New Years. Thank you.

Best wishes for a great end of the year and a happy New Year, and be sure to take a breath.

You’ve earned it.

Sarah Streb RJO CEO

Board Appoints Cody Miller to MRC THE RJO BOARD OF DIRECTORS has appointed Cody Miller, of Alan Miller Jewelers in Oregon, OH, to a seat on the Merchandise Review Committee (MRC). He will begin his three-year term on January 1, 2018.

A call for applications to join the MRC was held in mid-November. The Merchandise Review Committee is comprised of RJO members, appointed by the Board of Directors, to interview, select, and negotiate with new vendors to RJO. The committee also addresses member concerns about vendors and evaluates the participation of current vendors.

The management and leadership committees of RJO would like to sincerely thank Kate Marks, from Marks of Design in Shelton, CT, for her years of commitment and service to the Merchandise Review Committee.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

From RJO’s Facebook Page THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here are edited exchanges from two posts earlier this month:

SERVICES Centralized Billing Patronage Dividend RJO Website (rjomembers.com) Buying Shows (Fall/Spring)

Post: We are shipping hundreds of packages a week, and I want to add a special treat in our boxes. Stuller has a monopoly on the lollipop, right? Any suggestions? I was thinking mints.

Reply One: Dollar bills.

Reply Two: A two-dollar bill.

RJO Chat Channel In the Loupe – RJO’s newsletter

Reply Three: I actually had a friend who ran an entertainment business.

He mailed a $2 bill out to all his customers. He said he got a huge response from people asking why. His response: “So you would call me!”

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

Reply Four: Mints and money!

Educational Seminars

Reply Six: Full-sized York Peppermint Patties.

Reply Five: Smarties are better than Dum-Dums!

(at the Buying Shows)

Reply Seven: Starbucks gift cards.

Member-to-Member Incentive Program

Reply Eight: Golden Nugget candy pieces.

Reply Nine: Starbursts.

(Recruitment Program)

Organized Buying Trips to Antwerp and IdarOberstein, and Israel RJO Directory Travel Vouchers at Shows (offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational E-mail Blasts Purchase Vouchers (at the Buying Shows)

RJO Membership Certificate RJO Next Gen and RJO Succession Experiences Private Label Credit Card Service JewelConnect Scholarship Opportunities (from the RJO Foundation)

Reply Ten: Chocolate!

Reply Eleven: Andes Mints.

Post: Look at who made it in Mid America Jewelry News ... one of our own RJO members … Jeff Kaiser!

Reply by Jeff Kaiser: This was my first “paid” repair job in the “Bus” in Denver. I helped a fellow jeweler’s friend and fixed a chain. I put the $1 bill on the wall. (No, I don't usually work that cheap!).

There is a good possibility I will have the mobile unit in Florida this January, February, and early March. If you are in the southern U.S. and could use my services, please let me know. If you find you are suffering from PostChristmas Stress Syndrome, I would be happy to cover for you while you take a long weekend off with your spouse to unwind. Also, I am not limited to doing babysitting while you are gone. I can also work side by side with you to do a “Repair Week” promotion. This really works well to bring in extra repair and restyling business during the slower winter months. It works great for those stores with limited or no in-house repair shop. Give me a shout, and we can discuss the many possibilities.

218-326-5206.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Antwerp: Travel is in Your Future A MID-DECEMBER FACEBOOK POST (“Looks like I’m going to Antwerp”) by Jason Braden of Jewelers Workshop in Madison, WI, revealed a photo of a fortune cookie message he had received: “You will travel far and wide both for pleasure and business.”

Not all of us have fate providing such clear direction for us, but now is the time to plan for RJO’s annual Overseas Branding Trip. Nearly 30 stores were hosted this past October, and plans are underway to increase that number in 2018.

The Branding Trip includes a program developed exclusively for RJO by Kate Peterson of Performance Concepts. Peterson’s program provides vital education to stores’ sales staff to make sure

customers know where to go for a direct connection to overseas diamond and colored-gemstone cutters. It includes a Trainer’s Guide and Notes, an extensive PowerPoint presentation, and an associates training notebook. Program travelers also will be greeted by the Antwerp World Diamond Centre and distinguished as DNA (Diamonds in Antwerp) Ambassadors. RJO is currently the only North American buying group with this partnership.

Jerry Miller of Winks Fine Jewelry in Brookings, SD, working in Antwerp this past October.

Julee Johnson of Julee’s Jewelry in Mankato, MN, has participated in the trips, and she recently offered this return-on-investment perspective via Facebook: “If you sell one diamond, it pays for the trip. Maybe figure about $2,000. Someone may have a better estimate, but it depends on the cost of your flight; some got their flight as low as $500 last year. The promotion alone can help you stand out. The friendships made can be some of the best within RJO and even within your personal life. The vendors do what they can to make you feel special and even provide a meal or two. They pull out their best diamonds, and if you let them know ahead of time, they will have a selection ready for you. Antwerp is a beautiful city, and there are many other cities you can visit nearby. You also can add-on a trip to Idar-Oberstein and get some gorgeous gemstones that can really help build your custom design department. ” To learn more about this great opportunity, attend the Overseas Branding Reception at the Savannah Buying Show on Saturday, January 20, 7-8:30 p.m., or contact RJO trip coordinator Connie Matsen at: cmatsen@rjomembers.com.

Be Sure to Mark Your Calendars for Antwerp/Idar-Oberstein in October 2018

2018 Dates

First Europe Trip Hosted by Liz Schlauch & Jeff Horlacher Antwerp: October 6-11 Idar-Oberstein: October 11-15

Second Europe Trip Hosted by Connie & Steve Matsen Antwerp: October 13-18

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Prepare for the Future: Sign Up for Next Gen in May THE NEXT GEN EXPERIENCE will be held from May 19-21, 2018 in Oak Brook, IL. Next Gen was developed to 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.

With revised curriculum for the 2018 event, attendees will have a chance to focus on: Personal Development Skills • Strategic Thinking & Change Management • Managing & Effectively Communicating • Dealing with Conflict • Personality Assessment Tools

The sharing and round table discussions at Next Gen this weekend are where new friendships are formed! It's a great networking resource for the next generation of independent retailers!

Business Development • Setting Core Values • Your Business “WHY” • Analyzing Your Business through SWOT Analysis • Financial Planning for Future Ownership • Developing Your Diamond Business

Next Steps • Idea Exchanges • Community Involvement • Defining Roles To learn more about the costs, expectations of participants, and the goals of the Next Gen Experience, go to the RJO website.

Registration deadline is April 6, 2018; to register, complete this registration form and contact Hannah Green at: hannah@rjomembers.com or call 800-247-1774.

JewelConnect Plans More New Systems For 2018 JEWELCONNECT.COM, THE RJO-EXCLUSIVE web marketing system, is adding to its services in 2018, adding to the existing suite of marketing and jeweler tools. There are plans for several integrations to bring the 30,000+ item inventory, the 10,000+ diamond library, and the web tools to even more RJO users.

“We’re consistently looking for ways to bring our RJO inventory and tools to RJO jewelers for use, both with their websites and stand-alone.” says Andrew Boundy, JewelConnect’s designer. “The thing we’ve learned over our seven years working with this system is to make anything we offer plug-in quickly, be hassle-free and above-all, be effective.”

Being led by developers, JewelConnect is in a unique position to create, test, and refine ideas quickly, bringing them to market before most systems would be off the drawing board.

“We were always excited about JewelConnect being a platform, rather than a system, and it’s happening now.” says Boundy. “We can use several elements,

resources, data, and code from JewelConnect to quickly build custom systems and integrate them into sites or apps, as well as the already well-indexed store profiles. It’s actually a great package for innovation.”

Boundy would not elaborate about the exact systems launching in 2018, but did say summer 2018 will bring a major addition to the system, offering the ability to send even more sales leads to participating members.

“The new profile we launched in 2017 was built for scalability,” he says, “meaning we can attach all sorts of goodies to it over time. Watch this space; we’re all about getting that buyer off the computer and into RJO members’ stores.”

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Vendor Profile

Frederick Goldman: Helping Celebrate Life’s Special Moments FREDERICK GOLDMAN, INC. (FGI) is a familiar name for many, serving the jewelry industry for almost 70 years, with nearly half of those (30, this past October) as an RJO member. The company also has earned a warm spot in the heart of many of its customers.

“Our company’s purpose is ‘Helping Celebrate Life’s Special Moments,’” says Robin Scheer Ettinger, Chief Marketing Officer. “This is what we do every day, all day. We feel privileged that people celebrating the most important day of their lives have chosen us to share it with them, and we take the honor very seriously.”

Based in Secaucus, NJ, the company is headed by CEO Jonathan Goldman, the son of founder and namesake Frederick Goldman, who started the company in 1948 in New York City, making gold wedding bands. Over the years FGI has expanded into

engagement rings and established the contemporary metal category with Triton, and the company sells other branded lines such as ArtCarved, Scott Kay and Karl Lagerfeld.

This past year FGI moved its headquarters to Secaucus, NJ, where it established the Corporate and Innovation Center. The 88,000 square-foot structure, a former outlet center, now houses stateof-the-art manufacturing and distribution equipment. The building is solar powered and has zero process water discharge. The move helped Frederick Goldman position itself for the future through investment in facilities, plant equipment, systems, and technology, positioning it to operate with greater efficiency, while creating a platform for sustainable growth.

The company was awarded up to $20 million dollars in tax credits,

over 10 years, under Grow N.J., after successful negotiations with the state.

“It was difficult to move out of New York City after so many years with many memories, especially of our father Frederick,” says CEO Jonathan Goldman. “However, we are incredibly excited to start a new chapter, and look forward to many years of growth in our business, made possible by this move.”

“FGI is a service-driven culture, where the customer is king!,” says Ettinger. “Our innovation is extensive in material development, production and manufacturing processes thereby combining technical innovation with design creativity yielding the highest quality product. Our design process is multi-faceted—from inspiration to hand-sketched design interpretation to wax modelmaking, technical design and feasibility studies ending with finely

This past year Frederick Goldman, Inc. moved its headquarters to Secaucus, NJ, where it established the Corporate and Innovation Center.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

finished product. Our US design center is focused on concept development, trend-spotting and collection merchandising which leads to balanced assortments that combine creative inspiration with classic designs.”

Ettinger says FGI’s marketing services are extensive for both driving consumer traffic and awareness, to providing robust instore support and rich content for retailers to use in social media.”

FGI has been busy lately, enhancing their lines. They recently launched Triton Custom for Fall 2017 and had one of its best ever responses to a new product line, according to Ettinger. Triton Custom is a “marriage” of 14K gold and tungsten carbide, allowing the couple to design his wedding band from over 180 different variations, to meet the unique desires of each couple, and to hit a price point between standard contemporary metals and fully precious metal wedding rings. Consumer choose the width and color of the tungsten carbide outer shell (classic grey, white or black), the color of the 14K gold insert (yellow, rose or white) and then decides which of the ten different designs for the gold

center. The custom rings are delivered in two weeks and retail between $595 and $795.

“In October, FGI announced Goldman Xpress, same day shipping for a vast selection of our precious wedding rings.” says Ettinger.

More than 250 styles of engraved and plain rings in 14K and platinum are now available for quick delivery in sizes 8.5 through 12. FGI made a significant investment to carry finger size stock of its best-selling men’s engraved wedding rings and classic plain bands. If an order is placed before 1 pm Eastern time, the ring is out the door on its way to the retailer the same day. The retailer still decides if overnight or standard two-day delivery is preferred.

FGI clearly is doing things right in more areas than simply products and customer service.

“Most of FGI’s sales representatives have been with the company for a decade or more, some for over 20 years,” says Ettinger. “In the jewelry business where change is a constant, it is not uncommon to have reps move from one manufacturer to the next,

sometimes on a yearly basis. FGI has been blessed to be able to provide a consistent line of merchandise and programs that work well for our retail customers and sales reps. There is something to be said about having a high level of consistency in sales representatives and the service they provide that allows a retailer to have confidence in the product lines they decide to put in their showcases.”

“As FGI marks 30 years as an RJO vendor, we can look back and see how fortunate we are to be growing alongside such a wonderful organization,” says Ettinger. “RJO is a consistent partner, allowing FGI to work directly with the familyowned jewelers throughout the country, and the Buying Shows allow us to have even more one-onone contact with our customers. It is a true testament to the strength of RJO that the organization can consistently deliver business opportunities to its retail members and vendor partners for more than 50 years. Frederick Goldman, Inc. is proud to be associated with RJO.” Frederick Goldman Inc. is located at 55 Hartz Way, Secaucus, NJ Phone: 800-221-3232 Website: www.fgoldman.com

RJO Foundation Gives Members Two Ways to Give SPARKLE FOR SCHOLARSHIPS Help us jump-start our 2018 fundraising efforts by donating any breakout, chipped, or unwanted diamonds of any sort. The RJO staff and leadership committees will package your donations into parcels. At our Winter Buying Show, vendors will be allowed to bid on the parcels of donated “sparkle” to raise funds to continue the RJO Foundation’s mission of providing educational scholarships exclusively to RJO members. Members can either bring their donations to Savannah, or ship them directly to the RJO office prior to the Show. Receipts will be given to each donor, allowing them to declare value of their donated diamonds based on carat weight. Guidelines for declaration will be available in Savannah. Check out this video from Doug Meadows of the RJO Foundation Board explaining the Sparkle for Scholarships campaign.

END OF YEAR CAMPAIGN RJO Foundation donor envelopes were sent in members’ October, November and December statements. They are little blue envelopes that look like “church” envelopes. We are encouraging all of our members to make a donation—large or small—and take the tax benefit from their donation before year-end!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Nine Steps to Protect Your Store and Computers Against Ransomware Attacks YOUR DIGITAL SECURITY should be a top priority, alongside your physical and procedural plans. You can never be too safe when responding to/defending against hacking attempts and attacks.

Ransomware is one particular type of attack business owners need to keep top-of-mind.

Ransomware is a virus that can attach itself to a very harmless looking email or website, often from a legitimate-looking company. Once opened or otherwise activated, the virus infects all of the computer’s files with strong encryption that requires a “secret code” to have the encryption removed. Then, a ransom note appears on your screen, typically demanding a certain amount of money, with no guarantee the hackers will actually provide the promised code in

return. Even if they do, there’s no guarantee the code will actually unlock or release your files.

Follow these tips from Jewelers Mutual Insurance Group to protect yourself against ransomware attacks.

• Only use secured wireless providers to gain internet access and encrypt your router to protect your connection.

• Computers should be frequently checked with anti-malware, antispyware, and anti-virus software.

• If you are on a website that seems suspicious, leave it immediately.

• Run ad-blocking applications on corporate machines.

• Limit employee access to data and information, and limit authority to install software.

• Confirm computer screens and confidential information is out of

sight of your customers and visitors.

• Properly dispose of sensitive information by destroying or wiping hard drives.

• Back-up your information.

• Create a plan.

In the event you experience a ransomware or phishing situation, you’ll be grateful for planning ahead. Training your employees on proper protocol is essential to protect your electronic information and data systems.

Have frequent team meetings to review safety processes to keep security at the forefront of your employees’ minds. Some of the tips above are good beginning topics to discuss!

If your business does experience a ransomware attack, contact law enforcement immediately. Any attack on your business should be reported to the police so they can record any hacking incident. If customer data is lost such as credit card details you will need to notify the Federal Trade Commission (FTC). To report internet fraud: www.ic3.gov.

If your company website has been hacked, you may want to contact your attorney for advice on your responsibilities, such as letting your customers know. The public and companies are encouraged to collaborate with the FBI and local law enforcement.

Data Breach and Cyber-Related Coverage Learn more about protecting yourself against ransomware and other risks to your business, contact Jewelers Mutual Insurance Group. To find an experienced Jewelers Mutual agent in your area, visit JewelersMutual.com.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Member Registration Deadline: December 27, 2017

Stay for Free

Once Again: Purchase Voucher Frenzy!

RJO will pay for up to three consecutive nights’ lodging for all qualifying stores.

Reservations must be made via the links on the RJO website or calling the hotel directly, requesting RJO Room Block rooms.

The Purchase Voucher Frenzy has been such a hit, we’re doing it again, teaming up with participating vendors to provide purchase vouchers good only during the last three hours of the Show! Be on the sales floor Monday at noon and you’re automatically eligible to win. We’ll be drawing for three $200 credit vouchers, as well as additional vouchers supplied by participating vendors, ranging from $25 to $250 in available credits. To win, be present and have your Purchase Voucher Frenzy ticket with you during the drawing. Then listen for your ticket number to be called. You can increase your odds by purchasing extra tickets at the Show for $5 each (or 3 for $10). All proceeds go to the RJO Foundation, so why not?

Register Online & Reserve Your Room Visit the Buying Show section at: rjomembers.com to register and reserve your hotel room. No username or password yet? Contact RJO at 800-247-1774.

Purchase Vouchers Discounts Qualifying members will receive additional discounts on all of your show purchases. Your specific voucher percentage—up to an additional 2 percent off each purchase—will be based on your store’s 2017 purchase total. This information will be available at the Show registration desk, or you can call us.

2017 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: All vouchers must be completed by you and submitted to the RJO registration desk prior to the end of the Buying Show. Show voucher terms are six months.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Show and Event Schedule What’s in the Window: Savannah Culinary Tour, 12:30-5:45 p.m.

Old Savannah Trolley Tour, 1:15-3 p.m.

GN Diamond Presents – Distinguish Yourself from the Internet & Sell More Diamonds, 2-3 p.m.

The EDGE User’s Meeting, 2:30-5 p.m.

Jewelers Mutual Warranty and Shipping Program, 3-4:30 p.m.

Stuller Presents – RJO Insights: Bridal and Fine Jewelry Trends, 5-6:30 p.m.

Star Gems Presents – CustomDesign Studio Training, 5-6:30 p.m.

Early Registration, 5-8:30 p.m.

New Member Reception and Orientation, 5:30-6:30 p.m.

RJO Kick-Off Reception, 6:30-8:30 p.m.

Gems One Presents – Top 10 Jewelry/Marketing Trends, 7:30-9 p.m.

This year we are once again asking to see how creative you can be!

Email us photos of your favorite window display or showcase design from your store. We will display all the submitted images throughout the Show, and allow members to vote on their favorite designs. To enter, you must be attending the Show. Pictures (jpeg or png files are preferred) must be submitted via email to RJO’s Linda Brown at linda@rjomembers.com. The deadline is December 27th.

Buying Show Excursions Savannah Culinary Tour

Old Savannah Trolley Tour

Hearse Ghost Tour

The Martini Tour

Enjoy a walkabout tour of Savannah that explores the city’s rich history and culinary specialties. The 3+ hour tour visits up to seven local eateries and specialty food shops to sample food and wine-and-beer pairings.

A guided sightseeing tour of one of the South’s most beautiful and historic cities. Ride along Savannah’s cobblestone-paved streets and see its famed moss-draped oaks and its beautiful antebellum mansions, shady squares, and its romantic riverfront district, all while learning of the city’s history and significance.

You’ll be chauffeured in an actual hearse, now retired from service.

As the tour enters cemeteries and the streets of Savannah’s historic and Victorian districts, you’ll hear about the ghosts and spirits that haunt Savannah. At the close of the tour everyone will stop at a local pub for some food, drinks, and games.

Experience Savannah’s charm and unique way of life on the walking Martini Tour. Make your way through the historic district to visit four secret locations revealed during the journey, each with a signature specialty martini, along with fun facts, a little history, and celebrity info. Rain or shine.

1:15 - 3 p.m.; with a 1 p.m. departure from the Westin $32/person Minimum of 25 participants; maximum of 35

6:40 - 11 p.m.; with a 6:25 p.m. departure from the Westin $115/person (includes ferry ride, tour, food and drinks).

Some walking is required. Minimum of 8 participants; maximum of 16.

12:30 - 5:45 p.m.; with a 12:15 p.m. departure from the Westin $102/person The tour requires plenty of walking.

Inform us in advance about any food allergies or restrictions, and please bring a valid ID to participate in the beer/wine pairing. The tour will go on, rain or shine.Minimum of 7 participants; maximum of 16

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

7 - 10 p.m.; with a 6:45 p.m. departure from the Westin $75/person (includes ferry ride, tour guide, walking tour, four martinis and RJO cup). The tour requires plenty of walking, with opportunities to sit and relax. Minimum of 2 participants; maximum of 24

Show and Event Schedule Sunday Evening Get-Together: Seminar Continental Breakfast, 7:30-9 a.m.

Seminar/Member Show Registration, 7:30 a.m.-12:30 p.m.

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

General Membership Meeting, Luncheon & Keynote, 12:30-2 p.m.

Show Registration, 1-7 p.m.

Buying Floor Grand Opening, 2 p.m.

New Member Orientation, 2-3 p.m.

Idea Center, 2-6 p.m.

Buying Floor Welcome Reception, 5:30-7 p.m.

Buying Floor Closes, 7 p.m.

Overseas Branding Trip Reception, 7-8:30 p.m.

Joint Member and Vendor Breakfast, 7:30-8:30 a.m.

Registration Desk Opens, 8 a.m.

Brain Gain Breakouts, 8:30-9:30 a.m.

Buying Floor Opens, 9:30 a.m.

Idea Center, 10 a.m.-5 p.m.

Press Release Photos Taken, 1-3 p.m.

Buying Floor Closes, 6 p.m.

Sunday Get-Together, 6-8:30 p.m.

“Sharing the Best of Your Savannah Experience” and Continental Breakfast, 8-9:30 a.m.

Registration Desk Opens, 8 a.m.

Buying Floor Opens, 9:30 a.m.

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

Farewell Event, 2-3 p.m.

Buying Floor Closes, 3 p.m.

Hearse Ghost Dinner Tour, 6:40-11 p.m.

Martini Tour, 7-10 p.m.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Relax & Unwind When members look to relax or blow off a little steam after a day of sales, they come to RJO’s big Sunday social gathering. We’ll have a sophisticated lounge prepared, a perfect hang-out to enjoy a traditional southern band as you fill up on appetizers, mingle, and unwind.

We also will present RJO’s 2018 Lifetime Achievement Winner at the event.

To add some Savannah sparkle, our soirée will feature decadent feather centerpieces and bold masquerade masks. You’ll even have the opportunity to design and craft your own personalized mask to remember your time in Savannah!

Five Simple Things that Will Have an Immediate Impact on Your Business in 2018!

Tell more people about your business!

Never assume everyone knows about your business. Even if they know about your business, do they really know about your business?

Do they know what you want them to know or do they know what someone else has told them?

me to shop local, but what I want to hear is why it is to my advantage to shop local. Why should I do business with a store that has been an institution in the community for 10, 25, or 50 years? There is a reason the store has succeeded. Tell people why they should shop local; likewise, it is also important for you to shop local.

There are several ways to do this, but two I would recommend right away are to get more involved in your community and to join (or start) a breakfast club. This introduces you to a whole group of people you may not know and gives you another great opportunity to tell them about your business. Groups like breakfast clubs, chambers, rotary, etc., are a great way to spread the word about your business.

Get better at communicating with customers for free!

I had a client ask me the other day how to get customers to come to their store more often. I asked them how often they were on their Facebook page and if they had a robust email list for their customers?

They shamefully bowed their head.

These are two perfect ways to communicate with people who know your business and (hopefully) love your business. Oh, and did I mention both are free? Most business owners would jump at the chance to speak to customers and get them back to their stores more often, but so few do it. Fewer do it well. You don’t have to be an expert, but you do have to get better. Neither takes a ton of time—maybe 30 minutes three times a day? Maybe. Make the time, or hire someone to help. You will see immediate results.

Advertise your business!

Choose your four key time periods, and put together (or have someone put together) an advertising campaign to get the word out, in the way you would like people to hear. It doesn’t take a huge amount of money to make a big impact. It takes a strong message, well delivered to a well-targeted audience, with enough frequency to be heard often. A trusted media representative can help you or an advertising agency.

Give them a realistic budget, and let them present your options to you.

Tell a good local story!

I’ve had local businesses that have been in the community for many years tell me people don’t care how long they have been in business or they are locally owned. I spend an awful lot of time respectfully disagreeing with them. Admittedly I’m a bit tired of businesses telling

Improve your Facebook and email communication!

Not to beat a dead horse, but if you are going to do it (and you have to do it!), do it well. It takes no longer to do it well than to do it poorly, so why not do it well? Let’s start with three simple words: entertain, educate, and encourage.

• Entertain. Ideally your Facebook and email communication should have a personality. Have some fun

with these communications.

Remember: for the most part you are speaking with people who are familiar with—and like—your store. Tell them a quick story about a young couple getting engaged and looking for that perfect ring.

Or the family trying to buy a watch for their father to commemorate a special occasion. People love to hear stories, and if they are emotionally touching (funny or heartwarming, or both!) all the better • Educate. Teach people about your industry. Tell them what to look for or when to buy. You have a vast knowledge, and the more you share, the more you are looked at as an expert. If you are shopping for a major gift, wouldn’t you want to do business with an expert you can trust?

• Encourage. Encourage people to come in to your store. Maybe to see new inventory? Maybe to attend a brief class on how to select the perfect diamond? Or to view an expensive timepiece?

Encourage them to ask questions.

The more you encourage visits, the more your business will grow.

Best wishes for a healthy and prosperous new year.

Michael C. Woody is President and Chief Idea Officer of Capital Ideas, an advertising and marketing firm. He has been in the advertising and marketing industry for more than 30 years.

Phone: 515-556-5373.

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

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Cover Story

End-of-the Year: Trends, Performers, & Preferences Our December Cover Story last year examined a JCK Magazine story, “A Very Good Year: 10 Trends, Topics & Innovations Rocking Retail in 2017.”

RJO jewelers and vendors offered their insights as to whether JCK’s analysts were ahead of the game with their predictions for the year ahead.

This December, we’re following up to see how everyone did, as well as providing a look at 2017’s top performing items for RJO jewelers, as well as 2017’s top jewelery item searches from across the Web. Sure, looking back is always easier, but JCK’s look into the future did foretell trends that actually materialized. Here’s a refresher on a few of the items predicted to be popular, what RJO members’ thoughts were at the end of 2016, followed with current commentary from a few of the same members In The Loupe could catch up with during this busy time of year.

2017 Predicted Trends: The color pink. Illusion looks. Traceable diamonds. Bolo bracelets.

Pink THEN Alisa Bunger of Elle Time & Jewelry: “Pink is a color available in so many shades it’s universal to all women.

The latest combination of pinks and rose gold are selling out everywhere!”

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

NOW Alisa Bunger, of Elle Time & Jewelry: ““I just ran report of our Top 50 sellers for the year out of our entire collection. Half of our Top 40 all featured pink in some way, either through rose-colored gold or pink stones.”

Andy Russakoff of Russakoff Jewelers in Showhegan, ME: “For us, only Pink Tourmaline seems to fly, and that’s because we sell Maine Tourmaline here in Maine.”

Illusion Looks THEN George Prout: “Illusion looks in diamonds are on fire. The trend started with a memo test Rosy Blue did with Zales three years ago.”

NOW George Prout: “The use of illusion plates that are half-amillimeter wider than the diamond will continue to dominate top-selling designs in 2018. I expect to see several on the Edge Retail Academy best seller lists when the December sales data are analyzed.”

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

George Prout: “The traceable diamond model is proving to be an extremely effective way to de-commoditize loose diamonds. ” NOW George Prout: “Sales of traceable diamonds surged in 2017, and I see two powerful marketing applications that will manifest in 2018. First, as retail offerings of lab-grown diamonds increase exponentially, mine-to-market tracking methodologies will become critical as a way of confirming a specific diamond is “real.” Second, Meghan Markle’s

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engagement ring made a huge splash, and the fact it came from Botswana registered in a big way with pre-bridal American Millennial females.”

Andy Russakoff: “Only one out of a hundred asks … .”

Bolo Bracelets THEN George Prout: “Bolo bracelets are also incredibly hot right now. I’m expecting the trend to move into higher price points in 2017.”

NOW Alisa Bunger: “Nearly 40 percent of our Top 50 bracelets alone were bolo styles. Our third-best selling bracelet for the entire year featured pink and bolo together.”

George Prout: “These are still very hot in low price points, but alternate attachment approaches that allow the bracelet to tighten are now in memo

tests with the Majors, so expect some new ways to skin this cat in 2018.”

Andy Russakoff: “Bolos are not selling well for us.”

So what will be big in 2018? JCKOnline recently published this article, “The 2018 Forecast According to Jewelry’s Big Thinkers.” The predicted hot topics for the year ahead (and quotes in their support) include:

The Big Three

“In order to be successful in 2018, a retailer must have a polished physical store, engaging website, and a social media presence that drives sales.”

Modern Twist on Classic Silhouettes

"Statement earrings, hoops, and studs are going strong and will continue to do so. Designers served up these traditional looks with a modern twist, making them relevant again."

Next Generation

“The self-purchasing customer, the tattooed woman, the sociallyconscious consumer. These are the next generation customers jewelers must attract. Jewelers need to study and learn about these customers and design their store experiences and merchandise selections around preferences and tastes."

Growth

“At a quick glance, current economic indicators would suggest that 2018 will be a strong year for business.

After all, 2017 posted the first consecutive quarters of three percent growth since 2014.”

Editor’s Note: Pink in 2017 has been switched to ultra violet in 2018. Link.

Reading: The 2018 Forecast According to Jewelry’s Big Thinkers

2017 Top Performing RJO Products The performance of these items are based on stats provided through Edge Pulse, courtesy of The Edge Retail Academy, which aggregates data from close to 900 independent retail jewelry stores and allows The Edge Retail Academy to give up-to-date and meaningful reports and stats. Images below represent some top performing products specifically from your RJO vendors.

Diamond Fashion Rings

Watches

Diamond Earrings

(Sterling Silver, White & Rose Gold)

(Women’s Two-Tone Sport)

(Sunbright 14kw, 5mm .35ctw)

Image courtesy of Gems One

Image courtesy of Citizen Watch

Image courtesy of Ashi

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2017 Jewelry Buyers’ Preference By Category The chart below was created from data-points in 2017 from JewelConnect.com. It is not divided into territories or areas, and it represents only a section of the website and data. We removed many “robots”—including Google, Yahoo and Bing— in order to pare the results down to probable people and not machines. These statistics are to some extent interpretive, provided as a point of interest and should not be relied-upon for business decisions.

Note: “Diamond Jewelry” does not indicate all diamond searches, it indicates the user clicked on “Diamond Jewelry” instead of a product type (such as ring, earring etc.). It indicates a user’s interest in any form of diamond jewelry, thus the gem is more important than the jewelry form.

Diamond Stud Earrings

Diamond Pendants

Watches

(14K White Gold, Martini Setting)

(White Sterling Silver Cluster)

(Men’s Eco Drive Nighthawk Chrono)

Image courtesy of Simply Diamonds

Image courtesy of Ashi

Image courtesy of Citizen Watch

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CALENDAR January 2018

December 2017

February 2018

1 New Year’s Day — RJO Office closed

25-26 Christmas — RJO Office closed

27 29 Retailer Registration Deadline (Last day to register for your $250 travel voucher)

10 All payments must be received in RJO Office 15 Martin Luther King, Jr. Day — Federal holiday 20-22 RJO Winter Buying Show, Savannah, GA 23 All invoices must be received in RJO Office 29 First 2017 Patronage Dividend Check mailed

NEW MEMBERS Deep South Gold Shane Perkins Slidell, LA

Steven Parks Goldsmith Steven and Janet Parks Wheat Ridge, CO

Gem Source Inc. Jim Salyer Lexington, KY

Wellman O’Shea Jewelry Robert Gleason Huntington, WV

Referred by: Greg Nugent, Camelot Bridal, Union, NJ

Referred by Tom Schlotman, Victor Corp., Cincinnati, OH

The Jewelry Connection Bob Vento Harlingen, TX

Referred by: Tiffany Gonzales, Keep Me Connected, Edmonds, WA

Padgett’s Jewelry R.E. & Joyce Padgett Quincy, FL

Referred by: Anna Torres, United Precious Metals, Alden, NY

Referred by: Mike Handley, Gems One, New York, NY and Greg Phelps, Shains of Lumberton, Lumberton, NC

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.

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

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

Address updates and changes can be directed to Erin Sharp in the RJO office at: erin@rjomembers.com

10 All payments must be received in RJO Office 14 Valentine’s Day 19 Presidents’ Day — Federal holiday 23 All invoices must be received in RJO Office

PLAN NOW FOR OUR NEXT BUYING SHOW!

Sparkle January 2018 • Savannah, GA

Future Show Locations

July 2018 • Minneapolis, MN February 2019 • Nashville, TN July 2019 • Schaumburg, IL January 2020 • Houston, TX July 2020 • St. Louis, MO

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