In the Loupe December 2021 Edition by RJO inc

I N

T H E

LOUPE

The Premier Jewelers Cooperative

D e c e m b e r 2 0 2 1 • I s s u e 100 IN THE KNOW WITH RJO

The Magic Begins in 2022!

Traditions SEE PAGE 2

RJOMEET.ME: DELIVERING 24/7

SEE PAGE 5

WHAT A CRAZY AND MAGICAL TIME this week will be. Many of you will be seeing a store full of customers and sales that are oﬀ the charts. Good wishes will come from family, friends, and strangers, and you'll be able to enjoy some holiday cheer when it's all over. After some rest, of course, you'll turn your attention to next year, and there's no better way to ensure a great year ahead than by attending RJO's Winter Buying Show in Birmingham next month. All of RJO’s exclusive membership benefits will return, including: • one $250 travel voucher for each qualifying store when you register by December 28;

VENDOR PROFILE BELLARRI International

SEE PAGE 6

WINTER BUYING SHOW PREVIEW

SEE PAGES 7-9

JEWELER PROFILE Dahlkemper’s Jewelry Connection SEE PAGE 10

• up to three consecutive nights’ stay at one of our three host hotels; • buying discounts, via RJO Purchase Vouchers, allowing you to save up to an additional 2.5 percent on what you buy from vendors; and • a $10 lunch coupon for concessions on the Show floor. To register, simply log in at: www.rjomembers.com, and go to the Buying Show section. You may also complete the Registration Form located in your Registration Packet, mail or fax it to the RJO oﬃce: P.O. Box 1045, Newton, IA 50208. Fax: 641-792-9251.

PREPARING FOR WINTER WEATHER

SEE PAGE 11

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

In the Know with RJO

Traditions IT’S THE WEEK OF CHRISTMAS, and it looks and feels like the holidays in our house, as well as in the RJO oﬃce. I’ve been in the presence of the ugliest of sweaters, have seen the widest of smiling eyes, and have heard just enough of Mariah Carey. I’m delighted to hear stories from our members of how good the year has been for them, so it seems right to take a moment to appreciate some of the season’s less celebrated traditions. Peppermint Is Everywhere Though it’s around the whole year, I always like the arrival of peppermint during the holidays. I have a friend who feels the holiday season doesn’t start until he’s able to drink his first Peppermint Mocha from Starbucks. I’m not as rigid about the start of the season, but I do enjoy getting out a bottle of Twisted Peppermint hand soap, which I get each Christmas from a friend. It smells heavenly, and I even bring my washed hands to my face several times a day simply to get a hint of it. Evenings Are Prettier We don’t have snow on the ground yet here in Iowa, and I think this is the case for most of the country. Still, a walk around our downtown—which includes our family’s jewelry store—is prettier than normal. Sure, the holiday

music and window displays go a long way to making this so, but I think it’s also a combination of the stillness in the cool air, the holiday colors all lit up, and smiles underneath people’s masks that help create such beautiful moments. Surprises Pop Up Like most of you, I spend time reviewing the year in my head, and I am able to project how the weeks of the month will roll out. But this time of year, I always enjoy the unexpected surprises. People I haven’t heard from for ... forever ... give me a call (or I call them). Unanticipated gifts arrive from friends and colleagues. My boys’ Christmas wish lists actually contain items that seem reasonable. All of these little December moments bring memorable joy. Men Appear Like Clockwork I’ve spent many holidays working in our family store, and I’ve experienced firsthand the consistent phenomenon of last-minute shopping by wellintentioned men. Whether driven by procrastination, undecidedness, or even guilt, the flurry of final day shoppers is often accompanied by sweetness, excuses, and ultimately the perfect gift. I learned early not to be judgmental, similar to how store owners have learned not to assess the month’s sales until after their door is locked for the last time before Christmas. From all of us here at RJO I wish you a healthy end of the year, filled with magic, your own little traditions, and ... Christmas Eve shoppers.

Sarah Streb RJO CEO

RJO Board News HAVE A QUESTION, CONCERN, OR SUGGESTION FOR THE RJO BOARD? Contact the RJO oﬃce, so it may be considered for addition to the Board agenda during its upcoming meetings in January (at the Winter Buying Show in Birmingham) or at their April meeting in St. Louis.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

From RJO’s Facebook Page SERVICES Patronage Dividend

THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here is an edited version of a recent post and some of the replies:

RJO Website (rjomembers.com)

Post: How are your Christmas sales going?

Buying Shows (Fall/Spring) In the Loupe – RJO’s newsletter

Reply One: We are rocking it here in Little Rock. God has been good to us. We are up from last Christmas.

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

Reply Two: Killing it. Great way to finish oﬀ the best year we ever had. We hit last year's sales in mid-November.

Educational Seminars (at the Buying Shows)

Reply Three: Keeping pace with the already great year. Very blessed and thankful.

Member-to-Member Incentive Program

Reply Four: November way up, December slower, but took out last year so YAY!

Centralized Billing

(Recruitment Program)

Organized Buying Trips to Antwerp and IdarOberstein (postponed for 2021)

Reply Five: November was very good, and so far, December is up as well; feeling very blessed. Reply Six: Busy on the wholesale side as well! Lots of Rush jobs!

RJO Directory

Reply Seven: Best ever!!!

Travel Vouchers at Shows

Reply Eight: Best year ever! Now, fulfilling last-minute requests and deliveries. Oﬃce is open 24/7.

(offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational Email Blasts

Reply Ten: So far so good. But it would be better if our Christmas flyers would get delivered. Blasted trucking companies/snowstorm/mailing.

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 Nine: Last Christmas was the biggest in our history, and we beat those numbers four months this year. Incredible year, slow December start, then a few large sales ... I soooo wish it was sustainable!!!

Reply Eleven: November was up but seems like December is a slower start. The people that got the supply chain message started really early, but the men we always have come thru for us haven’t changed; they’ll still shop the week of Christmas. Reply Twelve: Finishing strong to an already great year. Hope next year will be like this one!!!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO Foundation Raising Fun & Funds in Birmingham A START OF A NEW YEAR BRINGS a Winter Buying Show, and the RJO Foundation continues its tradition of providing support for the Foundation, through good taste and good style. Before the Show, be sure to purchase a shirt emblazoned with the Show’s The Magic Begins Here logo, and during the Show, you can point your good luck toward winning a raﬄe. RJO SHOW SHIRTS Show your Foundation spirit and order your Show shirt to wear on the Show floor on Sunday! The Show shirts will be available for only a short time longer—until Monday, December 27. Shirts cost $25 - $27, depending on size, and all proceeds benefit the RJO Foundation. All orders need to be placed by the deadline if you wish to have them before the Show. The printing company won’t start to fill orders until after the deadline. To view and order your Show shirt, visit: www.newtonapparel.printavo.com/merch/rjo

RJO FOUNDATION RAFFLES The Foundation is hosting a raﬄe for two prized items: Alabama Favorites Gift Basket* The RJO Foundation, in conjunction with Jewelers Mutual Insurance Co., will have a basket of all things Alabama, for members and vendors to try their luck for a chance to win! With the basket valued at $500, the winner will go home with a great souvenir of their time in Birmingham! Diamond Artwork*

The RJO Foundation supports the advancement of the jewelry industry by providing scholarships and grants to individuals or programs.

There’s nothing more magical than owning a one-of-a-kind piece of art. RJO retailer, Mike Doland, will again be raffling off his amazing artwork, and you could be the lucky winner. Raffle tickets for both drawings are one for $10 or three for $20. You can’t win if you don’t enter.

*Images are simply representative of the final basket and artwork. Final items may be different.

Edge Tracking Shows Sales Growth in All Categories “NOTHING BUT GREEN” would be an apt description of Edge Retail Academy’s November issue of The Vibe, which oﬀers growth news for their independent channel trends:

• Growth in year-over-year sales of 38% • Overall average retail sale shows double-digit growth • Diamond gross sales shows growth of 44% from 2020 • Sterling silver shows annual growth in all areas The Edge Retail Academy is the single largest aggregator of independent jewelry retailers in the U.S., collecting $2 billion in annual fine jewelry sales data. It is also the only authorized aggregator of data from The Edge. For more information about Edge Retail Academy or their publication, The Vibe, visit www.edgeretailacademy.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJOmeet.Me: Delivering 24/7 YOU MAY BE ONE OF THE HUNDREDS that have logged into and used RJOmeet.Me, but if not, it is definitely worth a look. Like any online system, there needs to be definitive value to justify you spending your time, and according to Andy Boundy, “RJOmeet.Me delivers this in spades!” Boundy, of VRB Internet Solutions Ltd., is an RJO vendor and manager of RJO services JewelConnect, Repair.Jewelry, RJOCustomHatch, and now RJOmeet.Me. Boundy worked with RJO to create a platform that allows jewelers to uncover valuable information on RJO vendors. Search options include company offerings, personnel, category, keywords, and more. “Consider this like a cross between a search engine and a Buying Show,” says Boundy, “where you can browse and discover all that RJO vendors have to offer. There is a huge amount of detail, including downloads, item search, line descriptions, brand descriptions and much more. You can ‘Favorite’ vendors on the system, and you’ll receive reminders to go to their booths in Birmingham, too.” Boundy continues, “There are weekly special offers from our PRO Meet.Me system vendors and sponsors. These range from system-specific savings on items you need, to updated line announcements, best-seller alerts, lead-time announcements, and much more. Did we mention you can contact them right from the system? It’s easy and quick to find deals.” Boundy notes many RJO stores use the group’s Facebook page to

find a vendor or special item. He says many vendors have posted items on their RJOmeet.me profiles for members to browse, and some even allow memo requests right on the system. Users can select and ”Favorite“ items and can ask the vendor to send a sample, so members can “get a loupe on it.” This is a great way, says Boundy, to have a Show-type service where you find and see, before you buy— available 24-7-365. “For retailers,” says Boundy, “RJOmeet.Me is a complete social platform and productivity solution to research vendors, lines, and new opportunities as well as communicate, collate info for Shows, find items you need, and even request memo and sample items. This is done on a resource you own (RJO), in private, and from the comfort of your desk. This system is ’Covid-proof’ and operates whenever and wherever you need it. It is designed to save you time, find profitable sales and service resources, and increase group sales (and you know what value that brings!). Every month for the next six months, RJOmeet.me will be running retailer prize drawings and giveaways. Users who simply use the system will be entered to win incentives, such as a pair of Apple AirPod earphones. Users doing “real” business on the system (and not just browsing) are rewarded with more opportunities to win. “There’s a lot happening here,” says Boundy. “RJOmeet.Me is growing and learning every day. Come and see what the hype is about—you won’t be disappointed!”

PLAN

NOW

FOR OUR NEXT BUYING SHOW!

January 2022 • Birmingham, AL

Future Show Locations July 2022 • Minneapolis, MN January 2023 • San Antonio, TX July 2023 • Philadelphia, PA January 2024 • Palm Springs, CA July 2024 • St. Louis, MO

Check it out at: www.rjomeet.me

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Vendor Profile

BELLARRI: Where Art Meets a Passion for Design Editor’s Note: “BELLARRI” refers to the company; “Bellarri” refers to the woman and artist. THE HISTORY OF BELLARRI INTERNATIONAL is really the story of a woman following her dreams and her heart. More than 40 years ago, Bellarri the artist started at a loose stone house—a diamond house, but as a young, ambitious, twenty-something entrepreneur, Bellarri dreamed of designing her own brand of jewelry. At the time, the jewelry industry was mainly male dominated, and Bellarri knew she could carve out a special niche as a “woman designing for women of every personality and lifestyle.” As her designs became recognized and appreciated for the intricate details and creative settings, Bellarri always stayed true to her roots as a “True Design House.” Today she maintains the role as CEO/Artist. Every piece is her unique vision brought to life. The brand BELLARRI evolves, but continually demonstrates “Where Art Meets a Passion for Design.” “Each collection has a face and a personality all its own,” says Bellarri. “Every concept and vision start out as a dream to push the envelope in design in some small way to create pieces never before dreamt possible. Every sketch is thoughtfully considered and inspired by the beauty of life and nature, while the innovative cutting techniques bring the natural gemstones alive. I strive to create three-dimensional pieces of art. I consistently create full suites of my collections, all while simultaneously developing and juggling new concepts and collections.”

“Never content to rest on our accomplishments,” says Brent Adleman, Executive Vice President, “I believe ambition, drive, confidence, and talent are the keys to our success.” “Our team has a creative background,” says Bellarri, “but we teach a lot of design and technique on the job as well. Real on-the-job-experience is meaningful and crucial for our team. It sets us apart and embodies the distinction of BELLARRI.” According to Bellarri, the new Cove Collection, Silk Road, Queen Bee, Malibu, and Eternal Love newest additions have reigned this season. BELLARRI unveils new designs in the Spring, Summer, and Fall, “which keeps our stores and collectors excited with anticipation.” “Bellarri is a self-made woman who is the proud daughter of amazing and resilient holocaust survivors, says Robin Adleman Kraut, Executive Vice President. “She was raised with determination and humble work ethics, which embody everything she does. Bellarri continues to set the bar for herself higher each season. Her designs are her passion, and she thrives on making special memories for her collectors. Every piece is heirloom quality, passed down from one generation to the next, as fine art should.” An RJO vendor since 2015, BELLARRI adds to the variety and depth of vendor oﬀerings. “RJO is a very warm, energetic, and diverse group of retailers,” says Bellarri. “It has been a pleasure to be part of this special family, and BELLARRI has been well received, because we are quite diﬀerent and carve out a special niche area for the group in color gemstone designs.” BELLARRI International is located in Scottsdale, AZ. Phone: (800) 255-0192 Website: www.bellarri.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Quck Quick Look • Quick Look • Quick Look • Quick Look •

No smoke and mirrors here. This Show’s magic is real, and it begins here in Birmingham this January, as RJO makes its first trip to Alabama for the 2022 Winter Buying Show. Join us for a weekend that will serve up plenty of Southern hospitality to go with all of the successful features you've come to count on at our Buying Shows: vendor meet-ups, informational seminars, educational sessions, a motivational Keynote, the receptions, the Foundation fundraisers, and as always, the magical Buying Show Floor. Register for the Show by December 28. Join hundreds of your fellow RJO jewelers and friends, and if you register by the deadline Show, you’ll also earn a $250 travel voucher, courtesy of RJO vendors.

Registration Deadline is December 28 Complimentary Accommodations The RJO host hotels and overflow hotels* filled up FAST! We have secured an additional overflow hotel to accommodate our attendees for the 2022 Winter Buying Show, but rooms are expected to disappear quickly! Contact the RJO Oﬃce for the most recent information. RJO will cover up to three nights stay at a nightly rate starting at $175 plus taxes and fees for qualifying stores. Qualifying nights may only include Friday, Saturday, Sunday or Monday night stays. Rate is only applicable on stays longer than three nights and/or shoulder dates not included in the incentive. RJO does not cover suite upgrades or additional persons.

Buying Show Location The Birmingham Jeﬀerson Convention Complex, East Exhibition Hall 2100 Richard Arrington Jr. Blvd. N. in Birmingham, AL * A shuttle will be available to transport attendees between the overflow hotels and the Convention Center.

IMPORTANT: BADGES AND HEALTH SCREENING WRISTBANDS ARE REQUIRED FOR ALL RJO EVENTS Badges and health-screening wristbands will be required to enter any RJO event, including the Kick-oﬀ Reception, seminars, the Buying Floor, and meal functions. In order to receive your badge, you must receive a pre-screen wristband. To receive your wristband, you will need to pass the daily text waiver and the temperature screening. New colored wristbands will be needed for entry every day. RJO’s Safety Success Plan may be viewed here.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Purchase Vouchers

Keep more money in your pocket on every purchase at The Magic Begins Here Buying Show by using RJO purchase vouchers during the Show. Your specific voucher percentage – up to an additional 2.5 percent oﬀ each purchase – will be based on your store’s 2021 RJO purchase total. 2021 Purchase Total: Additional Discount on All Show Purchases $100,000 - $149,999.99: $150,000 - $199,999.99: $200,000 - $499,999.99: $500,000 or greater:

1% 1.5% 2% 2.5%

Important: To receive your additional discount, you must fill out and submit all vouchers to RJO prior to the end of the Show. Voucher terms are six months. Your percentage discount will be available at the Show Registration Desk or by calling RJO prior to the Show.

VENDOR AFFILIATE MEETINGS Meeting titles are shown below. See your Registration Packet for further details. 2 - 9 p.m. KICK-OFF RECEPTION & TOWER DISPLAYS 6 - 7:30 p.m. SATURDAY SEMINARS Please review the seminar pages in your Registration Packet for descriptions of the Show’s educational oﬀerings. 8:30 a.m. - 12:20 p.m.

SUNDAY

GENERAL MEMBERSHIP MEETING, LUNCHEON, AND KEYNOTE PRESENTATION You’re not only an RJO member; with our co-op status, you’re also an owner and have a stake in RJO. Plan to attend this luncheon meeting, where we’ll discuss the status of RJO, look at proposed services, and review our goals for the future. The meeting will wrap in time for everyone to attend the Keynote address (See details at bottom of page 9). Meeting and Luncheon: 12:30 - 1:20 p.m.; Keynote Presentation: 1:20 - 1:50 p.m. MEMBER/VENDOR JOINT BREAKFAST & SUNDAY SYNERGY LEADERSHIP PANEL: BETTER TOGETHER Facilitated by Sabrina Smead We’ve had so much success with our member/vendor joint breakfast that we are expanding. Join us for the first ever member/vendor Buzz Session. We’ve invited a panel of RJO leadership committees to start the conversation between retailers and vendors. Let’s discuss how we can continue to strengthen our organization by building successful partnerships and bridging communication gaps. Join this session to learn more about RJO and how each member plays a role in the symbiotic relationship that is key to the success of our organization. Panel discussion will be held from 8 - 9 a.m. 7:30 - 9:30 a.m. BUYING FLOOR HAPPY HOUR RECEPTION 5 - 6 p.m.

MONDAY

SATURDAY

FRIDAY

Show Event DAILY Schedule

SHARING THE BEST OF YOUR BIRMINGHAM EXPERIENCE & CONTINENTAL BREAKFAST Just one great idea can make a Show Experience, and that idea may have come to you in a seminar, on the Show Floor, in conversation with other jewelers, or in talking with an old friend (or a new one). Join your fellow members for informal discussions about your time in Alabama. 8 - 9:30 a.m. FAREWELL RECEPTION 2 - 3 p.m.

Vendor Affiliate Meetings

NATURAL EARTH-MINED HPHT DIAMONDS— INNOVATING THE DIAMOND INDUSTRY Presented by Kate Peterson, with Teva Diamonds • 2 - 3 p.m. 10 EASY WAYS TO MAKE YOUR DISPLAYS MORE EFFECTIVE + A BRIEF OVERVIEW OF BOX BROKERS’ NEW SMARTPRO DISPLAY AND PACKAGING SYSTEM Presented by Larry Johnson with Box Brokers • 2 - 3 p.m.

HOW TO BEAT THE COMPETITION WITH SMART ADVERTISING IN AN INFLATIONARY ECONOMY Presented by Jim Ackerman and Paul Furse, with Ascend Marketing • 3 - 4 p.m.

HOW TO USE QGOLD.COM Presented by Jeff Wynkoop, with Quality Gold • 3 - 4 p.m. THE EDGE USER GROUP Presented by Lenny Prion • 3:30 - 5 p.m.

INTRODUCTION TO RARE & FOREVER DIAMONDS Presented by Chris Croteau, with RDI Diamonds • 4 - 5 p.m. USING BRANDS TO APPEAL TO MILLENNIAL & GEN Z CONSUMERS Presented by Alisa Bunger, Stephanie Allen, and Katherine Whitacrew, with Chic Pistachio • 4:30 - 6 p.m.

HOW TO SET UP YOUR BUSINESS WITH AI AND AUTOMATION Presented by Anish Desai and Tiffany Bayley, with Star Gems • 5 - 6 p.m. A SIMPLE WAY TO PRESENT DIAMONDS AND CREATE MORE SALES Presented by Kate Worth, with GN Diamond • 5 - 6 p.m. A CLIMB AND VIEW FROM THE DIAMOND LADDER: HOW TO GRAB MARKET SHARE Presented by Anuj Jain and Slav Galkin, with Gems One Trading • 7:30 - 9 p.m.

Please review the Vendor Affiliate Meetings page in your Show Registration Packet for descriptions of this Show’s offering.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

SATURDAY EDUCATIONAL SEMINARS Time

8:3 0 9 : 2 0 a. m .

TR ACK ONE: MANAGEMENT

T R AC K T W O : SALES

TR ACK K THREE: YOUR STORE AND YOU

T R AC K F O U R : BUZ Z SESSIONS

Conflict Avoided Equals Conflict Multiplied Viince R V Raath t & TTiim Gllaassggow w,, Oppttiimum Rettaail Soluttiions O

The Ultimate U Jeweler's Success Guid de - 7 Strategies To Significantly Increase Reve enue & Boost Profits Bill W Waarrreenn,, Diamon ettiing Comppa

Clienteling In The New World o Ryan Bluumenttaall,, Cllienttbbook C

BUZZ SE ESSION: Chocolattes, Waffles & Diamond ds, Oh My!

Successsful Jewelry Store Transitio ons Becka Johnson K Kiibbyy,, Eddgge Rettaail Academy

BUZZ SE ESSION: Time Ma anagement & Delega ation Viince R V Raath t & TTiim Gllaassggow w,, Optiimum Rettaail Soluttiions Opt

Eriikka Godffrrey Er &N Naancy M Maarrcchelll,, EEuurroopean Brraanddiing Hosttss

Break

9:3 0 10:2 0 a.m.

Effective Leadership and Ma anagement in a PostCO OVID Environment Bill Boya yaajjiann,, Bill Boyaajjiiaan and Asssociiaattees

Break

10:3 0 11:2 0 a.m.

HE ELP WANTED DE ESPERATEL AT LY Y NEEDED: Hirring in the Age of Rainbow Unicorns Kaate K te PPeeterrssonn,, PPeerffoorrm mance Concept eptss

All About A Generation Z: The Influence I of “True e Gen” and Their Implication on the Retail Industry Nan PPaalmer, FFA ACEts Ets Je Et Jewellrry Consulttiing

How to Av Avoid Loss and Keep Your o Jewelry Businesss Secure Nancy Liskee,, Loss Prreevveenttiion M Maanager at Jewelerrss Mutual

BUZZ SE ESSION: Family Business B & Successsion Planning Bill Boya yaajjiann,, Billll Boyaajjiiaan and Associiaattees

You u Still Love Me Right? Em mployee Appreciation in the e Workplace Nick Fa Failllaa, Colllectteed Concept eptss

Bestt Practices on Prod duct Management and How H it Affects Onlin ne Sales Ross Cockerrhham m,, PPuunchhmarrkk

What Go oes Up, Must Come Down- How H to Prosper in the Com ming Bad Years JJiim Ackerman, Ascendd Ma M rrkkettiing

BUZZ SE ESSION: MORE HELP W WA ANTED DESPERA ATELLY AT Y NEEDED: Hiring in n the Age of Rainbow w Unicorns Kaatee PPeeteerrssonn,, K PPeerffoorrm mance Concept eptss

Break

11:3 0 a.m. 12:2 0 p.m.

keynote presentation

INNOVATION MAGIC: DISCOVERING WHAT'S POSSIBLE

reveals this, along with audience interactive examples of how easily we are distracted from what we should be focused on.

Learn how a magician starts with an impossible goal and works backwards to innovate solutions. Professional magician, comedian, author, and motivational speaker Mark Robinson

Learn how important the “little things” are to someone's impression of your business, and how creating “Wow’ moments for your customers can keep them coming back for more.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Jeweler Profile

Dahlkemper's: Erie's Diamond Headquarters Since 1956 EARLY IN A CONVERSATION WITH CHRISTINE DAHLKEMPER, she notes, “Honestly, we can’t understand why we waited so long to join RJO!” Christine, along with business partner Edward, co-own Dahlkemper’s Jewelry Connection in Erie, PA. They mark their third year as an RJO member next month. “It has been amazing, specifically for personal networking, as well as the dividend and savings! The Shows are great opportunities for education and finding new vendors, but again, the personal networking is priceless. We have met many new people and made many new friends. Specifically, RJO NextGen is an absolutely phenomenal resource for our daughter Katherine and it has been extremely valuable for her, and—by extension—for us as well.” Christine says their current location has been in operation for 26 years, but the original store— Dahlkemper’s Catalog Showrooms—was founded by Ed’s parents, Joe and Lois Dahlkemper. “They were part of Creative Merchandise Group,” she says, “which included the founders of Service Merchandise, Best Products, David Weiz, K’s Merchandise Mart and many others. So being part of a buying group is actually part of our original history. Dahlkemper’s Catalog Showrooms grew to 14 stores in three states over a span of 35 years. However, once specialty stores, such as Toys R Us, Dick’s Sporting Goods, and Best Buy, started popping up in the late 80s, catalog showrooms took a big hit. That version of Dahlkemper’s closed its doors in January 1995, leaving Ed and me unemployed with five kids to feed. We put a plan together for a jewelry and gift store, which we opened in October of 1995. Here we are 26 years later, and we are dealing with online shopping, the death of malls, and of course, now the COVID-19 situation.”

years in a row; it’s a wonderful testament to our fantastic team! I firmly believe our mission is one of service and each of us is blessed with certain gifts and talents to be a blessing to others. Truly listening to our customers to find out what they need—and filling that need with compassion, professionalism, and finding the best value for them—is what we do. This is the root of our success. And we are grateful for every single customer that walks through our door.” “As far as how we do business,” says Christine, “we have not changed our mode of operating since joining RJO. We are just running a tighter ship, which has resulted in higher profitability. Lucky for us, we have been non-stop crazy-busy the past few years. It just has been overwhelmingly wonderful. We still need to hire two or three more people and another bench jeweler, but we all know how that is going these days—even though we pay very, very, very, well!” “I cannot imagine why someone would not want to join RJO!” she continues. “The Stuller dividend alone is worth it. That is the line I was given by Jeﬀ Wynkoop from Quality Gold, and he was right. The educational opportunities at the Shows, combined with the seminar sessions with Kate Peterson and other valued industry experts, networking with other family-owned, independent store owners, as well as meeting quality pre-vetted vendors, provides a meaningful opportunity for independent jewelry retailers to take their stores to the highest level they desire. There are so many valuable resources within RJO.” Dahlkemper's Jewelry Connection is located at 6845 Peach Street in Erie, PA. Phone: (814-868-1910) Website: www.dahlkempers.com

Christine continues, “Two of our five children— Katherine Dahlkemper and Shawn Dahlkemper—have been active in the business, and we are confident in our third generation and can’t wait to see how they evolve with the next cycle of retail. They have really helped us advance in technology by serving customers where they are, whether it’s in-person, by phone, text, email, video, or Zoom. We are blessed to have them with us—and yes, our succession plan has been implemented and we are actively working the plan!” The plan seems to be working, according to Christine: “We have been voted Erie’s Number One Jeweler for 20

The Dahlkempers of Dahlkemper's Jewelry Connection in Erie, PA (from left): Christine, Shawn, Ed, and Katherine

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Preparing Your Jewelry Business for Winter Weather WHETHER YOU GET YOUR winter weather forecast from a meteorologist or a groundhog, it’s sometimes hard to trust their judgment—no matter how sophisticated or scientific their methods may be. Neglecting your business’ physical structure could leave you out in the cold when it comes to repair costs. If the damage to your building is significant, you may be forced to close until repairs are made – meaning you’ll miss out on serving your customers and generating revenue. Here are some common problem areas in commercial buildings and ways to identify potential issues before they get worse, as well as what to do in the event of a power outage. Roof If your roof is sloped, installing heating cables on the bottom is an eﬃcient and easy way to melt any excess snow or ice that begins to accumulate. This allows water to run oﬀ as it would during warmer months. When snow begins to pile up, a “roof rake” is a simple solution for giving your roof some relief. Yet, if your roof isn’t in good repair in the first place, the water could still be a detriment to the rest of your facilities. HVAC Your best defense against heating system woes is to ensure your system is maintained all year long. This includes doing a test of your heating system during the fall, before you need to use it. While your air conditioning unit won’t be running in the winter, proper year-long maintenance applies to this system as well.

Pipes One of the biggest threats to your jewelry business during winter is your pipes. Not only can they freeze, but they can also burst, causing costly water damage to property and inventory. Thus, it’s important to insulate exposed pipes, regardless if they are hot or cold lines. Proper insulation throughout your building can also save a considerable amount on your utility bill. If pipes do freeze, open the faucet and then use a space heater, heat lamp, or even a hair dryer to attempt to thaw them before they burst. Once the thawing begins, keep your faucets open so water can properly move through the line, preventing a rupture or a burst pipe. It’s also advised to let all your faucets constantly drip during extremely cold weather. Constant movement of the water will help prevent your pipes from freezing.

A great way to protect your jewelry business from the perils of winter weather is to use easy-to-install sensors that monitor your store 24/7. These sensors detect water damage, extreme temperature, and changes inside your store. If these issues are detected, you’ll receive a text or email alert on your phone. If you are a Jewelers Mutual Group policyholder, the sensors are available at no charge. Parking Lots and Walkways Make sure you are always well stocked with sand and ice melt (salt) throughout the winter. Apply it regularly, and if your supply runs low, try and stock up before the next storm is forecast. If walkways have slick spots, be sure to communicate that to your customers—the last thing you want is a slip-and-fall

lawsuit on top of any other repairs you may have to make.

Hire a reputable and punctual plow service to clear your parking lot shortly after each snowfall. Be certain to ask your chosen plow company for a certificate of insurance and your business is listed as an additional insured on their liability insurance. Power Outages Strong winds and ice accumulation are two common causes of power outages during winter storms. While a power outage may not aﬀect your physical property or inventory directly, it does make your business more vulnerable to burglary. Here are some tips to keep your business secure in the event of a power outage: • Without endangering your safety, make a visit to your store. • Have an up-to-date call list, so alarm system notifications can be responded to promptly. • Put high-value merchandise away in your safe. • Double-check that your roof and common walls with other adjacent properties are adequately protected. • Be sure your burglar alarm system has operational line security. • Check that your safes provide adequate physical protection. The information featured is intended to provide general education about the subject matter covered. To learn more about Jewelers Mutual’s programs, including JM™ Risk Services, contact Jewelers Mutual: email: sales@jminsure.com or at: 800-336-5642, ext. 2118.

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COVER STORY

Holiday Gems Jewelry Gets a Close-up in a Number of Holiday Movies Retailers rarely are a focal point in holiday stories. Most of us would be hard pressed to think of a grocery store, coﬀee shop, or shoe store whose services or products are of any significance in our favorite holiday tales. But jewelry is diﬀerent. It’s importance—as a gift, as a sign of love, or as an item on a wish list—separates it from almost all other retailers.

Let’s take a look at some of our favorite holiday films and the role jewelry plays in them.

Home Alone [ References: Rolex watch, ring, bracelet, necklace ] This 1990 classic stars Macaulay Culkin as Kevin McCallister, an eight-year-old mistakenly left behind by his family as they enjoy a European Christmas vacation. Once his mother Kate realizes Kevin is missing, she finds there are no flights from Paris back to the home in Chicago. In this scene, Kate barters with an older couple (Ed and Irene), in an attempt to get one of their tickets on the next flight to Chicago. After oﬀering $500, the elder woman inquires as to whether Kate’s watch is a Rolex. Kate asks if the woman thinks it is, and then after a bit, moves on, oﬀering a sapphire ring in exchange for a ticket. Soon an elderly man

approaches the woman and tells her the flight is boarding, and the woman responds: IRENE: “This gal’s oﬀered us two first class seats back to Chicago next week, plus a ring, a watch, a pocket translator, five hundred dollars and ...” KATE: “The Samsonite luggage!” ED (thinks) “What do we do about our Christmas plans?” KATE: “You forgot the bracelet.” IRENE: “I didn’t care for the bracelet.” (Kate holds out her wrist.) ED: “I don’t like it either. I (shakes his head) KATE: “You liked the necklace, ma’am.” ED: “She’s got a necklace. Let’s go.”

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register by December 28 personal Christmas wishes. One of the wishes is getting her a father. The girl wakes up on Christmas morning to find only presents under the tree. Her hopes are enlivened, though, when her mother enters the living room, wearing a very large and very sparkling ring. Her mother got married overnight, fulfilling one of the girl’s wishes.

Kate begs for their help, and the couple eventually agrees. The ticket gets Kate only to Scranton, Pennsylvania. At the Scranton airport, she is overheard telling her story to an airline employee by Gus Polinski, (Polka King of the Midwest) the leader of a polka band popular in Wisconsin, who oﬀers Kate a ride to Chicago, with the band, in the back of a moving van. “Home Alone will always be my favorite Christmas movie. It’s not too sappy, but funny. It’s great for a generation to watch together,” says Katie Nummi Perrault, of Nummi Jewelers in Superior, WI. Brittany Jones, of JF Jones Jewelers in Rochester, NY, is also a fan of the movie, as is Joanna Gruver, owner of Haywood’s Jewelers in Smith Mountain Lake, VA. “Home Alone is a favorite,” says Gruver. “It’s lighthearted and makes me laugh. Plus, I love when they yell, ‘KEVIN!’” Jason Braden, of Jewelers Workshop in Madison, WI, also is a fan. “I have a 9-year-old daughter and an 11year-old son. Home Alone is a mandatory movie every season. Mostly they ask how accurately it reflects childhood in the 80s. ‘Were parents so bad that they would forget a child when leaving the country?’”

Miracle on 34th Street [ Reference: wedding ring ] This 1994 remake of the 1947 classic is popular in its own right. A nice old man who claims to be Santa Claus becomes friends with a single woman, her young daughter, and a man who loves them both. The little girl has doubts about whether the man is actually Santa, so she challenges him to fulfill three extravagant, but

The ring, which seems to have its own light source in the film, is the subject of much online speculation, with one site declaring it to be a 5.14-carat Tiﬀany ring, while another estimate guesses it to be a Cartier. Another website estimates its value at $2,800,000. “It’s such a beautiful story about believing and coming together.” says RJO vendor Tiﬀany Gonzalez, of Keep Me Connected. “We watched it for the first time this year with our five-year-old and it was really special.”

Planes, Trains, and Automobiles [ References: Piaget wristwatch, Casio wristwatch ] As with Home Alone, this 1987 features a plot where someone is desperately trying to get home to Chicago. It may be no coincidence and may have something to do with the writer of this film, John Hughes, who also wrote the script for Home Alone and the updated Miracle on 34th Street. Steve Martin stars as advertising executive Neal Page, who is fighting a Midwest snowstorm in order to get home by Thanksgiving. His unexpected traveling buddy is shower curtain ring salesman Dell Griﬃth, played by the late John Candy.

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While there is a scene in a bus depot where Dell passes off his shower curtain rings, selling them as elegant hoop earrings, that’s not real jewelry. A scene later in the movie has the pair arriving at a run-down motel, late into the night. With no charge cards, and almost nothing of value, Neil offers the motel attendant his watch in exchange for a room. Attendant: “I’ll need a major credit card.” Neal (offering a wallet with burnt unrecognizable credit card): “All right. All right. I have, uh ... Diner’s ... Visa... and a gasoline card.” Attendant: “Uh ... these aren’t, uh, credit cards. $42.50.” Neal: “All right, I’ll pay cash. Cash. $17. How about ... $17?” Attendant: “I can’t do that.” Neal: “Please. Have mercy. I’ve been wearing the same underwear since Tuesday.” Dell: “I can vouch for that.” Attendant: “I don’t—I don’t— I don’t own the place.” Neal: “$17 and a hell of a nice watch.”

Dell: “Ouch.” Attendant: “Um, would you like a room?” Dell: “I got a slight problem here. I don’t have the $42.50.” Attendant: “You have $17 and a good watch?” Dell: “No, I don’t. I have, uh ... I have $2 ... and, uh ... and a Casio. Attendant: “Mmm. I’m going to have to say good night, so ...” The watches in the movie have their own forums on social sites such as Reddit, and one website (hodinkee.com) has an article solely about those two watches. In an article from this past November, author Danny Milton identifies Neal Page’s “hell of a nice watch” as an 18k gold Piaget Polo, style 8273. At

the time of this writing, this model watch was selling for up to $4,200 online. Dell’s watch is diﬀerent story. His watch was a Casio A159W, which currently sells on eBay for around $35. As for popularity of the movie, talk to Eddie Bacon, of Bacon Jewelers in Boone, IA. He says it’s one of his favorites.

It’s a Wonderful Life [ Reference: pocket watch and fob ] It’s quite a stretch to include, but Frank Capra’s 1946 classic does indeed have a jewelry moment. Toward the end of the movie, townspeople come together to help out the story’s main character, George Bailey (Jimmy Stewart), who is in financial trouble. He is surprised when they all show up at his house on Christmas Eve and start pouring out money for him. It comes from many sources, and we get to see many of the minor characters in close-up. One of them is the high school principal, Mr. Partridge, who tells George that he hit the faculty up for donations. When he notices George’s little daughter, Zuzu, in her dad’s arms. he reaches into his overcoat and pulls out a gold pocket watch and a fob. He hands it to the little girl, telling her, “Here’s something you can play with.” It’s a sweet moment that warms the crowd at the Baileys. The movie is filled with sweet moments, and RJO consultant Kate Peterson, of Performance Concepts, loves the film: “I’ve always loved It’s A Wonderful Life,” she says, “but I think the reason it has become even more significant to me over the past several years is a new aﬃnity for that last line: ‘Look, Daddy. Teacher says, every time a bell rings, an angel gets his wings.’ Personally, I’ve come to love the sound of bells ... especially with that thought in mind. Lord knows—we need all the extra angels we can get these days!” “Oh,” she adds, “the bridge scene in the movie was inspired by a place in Seneca Falls, NY—a place I remember visiting as a kid from Buﬀalo.”

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CALENDAR December 2021

January 2022

23-24 Christmas—RJO Oﬃce is closed 26 Kwanzaa begins 28 Retailer Registration deadline for 2022 RJO Winter Buying Show, The Magic Begins Here, Birmingham, AL 31 New Year’s Eve—RJO Oﬃce is closed

February 2022

10 All payments must be received in RJO Oﬃce

17 Martin Luther King, Jr. Day

14 Valentine’s Day

21 All invoices must be received in the RJO oﬃce

21 Presidents Day

28-31 2022 RJO Winter Buying Show, The Magic Begins Here, Birmingham, AL

23 All invoices must be received in the RJO oﬃce

NEW MEMBERS JMR Jewelers Joel & Melissa Rzepko Cooper City, FL

Piette Jewelers Roland L. Piette Bellingham, MA

Referred by Morris Esses, Malsons Jewelers, Brooklyn, NY

Perry’s Emporium Alan Perry Wilmington, NC

Summerlin Jewelers Melissa Nabong, Larry Minden Las Vegas, NV

Referred by D’Amico Manufacturing, Greenville, RI

Referred by Tom Vettleson, Allison Kaufman, Van Nuys, CA

Sullivan’s Jewelers John Sullivan Middlebury, CT

Referred by Steve Summerlin. Imperial Pearl, E. Providence, RI

Referred by Sanjay Hirawat, Shefi Diamonds, New York, NY

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 Email Addresses? If you’ve changed your email 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 FAMILY. DIVIDEND. SUPPORT. BUYING POWER.