In the loupe july 14

I N

T H E

LOUPE July 2014

The Ultimate Jeweler Resource

Issue 56

DID YA KNOW? RJO Buying show MORE ON PAGE 2

WELCOME TO OUR NEW VENDORS

THERE’S NO BUSINESS LIKE

Read about our 15 new vendors PAGE 6

Register Early for Some Great Perks!

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.

July 18

Serving as RJO’s Fall Buying Show’s host city, Minneapolis—“The Mini Apple”—offers a small town feel inside a friendly and dynamic metropolis. The stars of this show will be you AND RJO’s terrific playbill of vendors, who will delight members with hot new selections, amazing inventory, specials just for this Show, 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: - up to three consecutive nights’ stay at the Hyatt Regency Minneapolis; - buying discounts, via RJO Purchase Vouchers for qualifying members; and - one $10 lunch coupon (for concessions on the buying floor) for each store.

Show you mean business, by registering for the Buying Show today!

The Registration Deadline is July 18, and registration is easy—just go to: rjomembers.com, log in, and go to the Buying Show section. You’ll be able to register online in a matter of minutes.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

In the Know with RJO by RJO CEO Mary Peterson Did ’ya know? RJO Buying Shows Minneapolis: Did ‘ya know?

• We have created a great roster of seminars as well as a powerful keynote speaker, including Brigadier General Steve Ritchie. Get excited for some great learning!

• We will have the Event App again for the show, to help you keep organized and informed.

• The Idea Center on the show floor will allow you to have one-on-one discussions with seminar speakers and social media trainers.

• NEW at this show, we will offer Idea Share Meetings on Friday evening. These meetings will be a great opportunity to learn from your RJO peers. In these professionally facilitated sessions, RJO jewelers have the opportunity to be paired with stores of a similar size to share ideas, best practices, and discuss hot topics. These will be highly interactive sessions in which the participants choose the discussions topics.

• Meet all our great vendors and our newly selected vendors to see all they have to offer.

No doubt they can meet all of your needs.

Education: Did ‘ya know?

we received. Plans already have begun for the Experience in 2015 which also will be held in May. We will be sending out details soon.

• We will be having a program October 19 - 21 for owners of stores planning their succession. This will be for owners who are planning succession to be final in the next 3-8 years. It will be held in Chicago, and it will be an interactive learning experience. There is limited space. If you are interested, please contact me at: maryp@rjomembers.com.

Opportunities: Did ‘ya know?

• It is time to make your travel arrangements for our great buying trips!!!!

- Antwerp: October 4th-9th and October 11th-16th - Idar-Oberstein: October 9th-13th and October 16th-20th - Israel: October 24th - November 1st (Note date change)

• On-line bill pay and statement review is now available via the RJO website. Now it is even easier to pay your bills with our on-line program!

• If you are not on the RJO Facebook page and the Chat Channel you are missing out! They are both great tools to learn and share!!!!!

• The Next Generation Experience held May 17-19 in Chicago went very well. We are working on improving the curriculum based on the feedback

RJO CEO

RJO Board News We would like to congratulate incumbents AG Becker and Jeff Wickersham on their reelection to the RJO Board of Directors. We also would like to thank candidates Nancy Ecklund, Jeffrey Kaiser, David Peters and Larry T. “Tod” Ross for their interest in serving the membership and willingness to give their time and talent to the organization.

We truly appreciate their commitment!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

July 18

From the RJO Chat Channel THE CHAT CHANNEL ON THE RJO WEBSITE (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 “Christmas flyer or not?”

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)

Post: I haven’t done a Christmas flyer in years, but I am considering it this year to test the flyer waters again. I was looking at flyers that are filled with price-point stuff that really doesn’t motivate me.

They do, however, have a couple of options that allow me to add product. Is anyone using a company to create their own or had successful results with a flyer?

(at the Buying Shows)

Response One: Like you I had not done a flyer in years. Sent out 11,000+ by USPS "Every Door Direct.” Only sold seven pieces of one style at $39.95 (cost $29.95) out of the flyer. It will be a while before I do a flyer again.

Member-to-Member Incentive Program

Response Two: I tried 24,000 last Christmas, direct to every home. Sold nine pieces, of which seven were sterling. Not again.

(Recruitment Program)

Response Three: Not for me either. It’s funny; vendors say they work great, and I'm still waiting for a jeweler to say the same. I’ve created my own catalog as well, but I still think it's not worth the money. I’m going to just hit my own list with 6x10 type mailers three to four times during the Christmas season.

Educational Seminars

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

Response Four: Years ago I sent out four to six flyers per year: January Markdowns, Valentine’s Day, Mothers Day, Clearance Flyers, plus a couple at Christmas. They worked, and gold was reasonable, so stocking the flyer was not the commitment it is today. For us they haven’t worked in years and aren't cost effective. What does work for us? Oversized post cards that push a specific event and build our brand. We mail our list two to three times per year and pick specific carrier routes for expanded general mailings during Christmas. It’s cost effective, and for many events, one sale to a client will pay for the entire mailing. It could be anything from an Anniversary Event, Repair and Jewelry Tune-Up Month, Vault Jewelry Disposal, 60 Percent Off for 60 Minutes, or a special offer or gift card. New promotions receive 100 percent of our effort. If it doesn’t work, we have no “what ifs?” Every event must have a substantial return on my time and monetary investment, or we won’t run it again. We also use radio year-round. Everyone has had an event that was successful. You might try repackaging it with a new name and running it twice a year, say in April, and then six months later in October. New name with the same mechanicals. What doesn’t work for us? In the past five years, I haven’t had success with remount sales, trunk shows, two-to-three-day diamond events, or anything that highlights an individual vendor’s merchandise.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO Sponsored Trips 2014

JewelConnect to launch upgrade that allows store customization

Hosted by Liz Schlauch and Jeff Horlacher Antwerp: October 4-9 Idar-Oberstein: October 9-13

Hosted by Connie & Steve Matsen Antwerp: October 11-16 Idar-Oberstein: October 16-20 When you take advantage of this outstanding opportunity, you’ll qualify for these incentives: • First-time travelers receive $500 toward travel expense • Free 19-inch TV/DVD player, with Antwerp Advantage DVD • Personalized DVD filming at Fall Buying Show • Overseas hosted dinners • “How To” marketing guide • Entry into a drawing for 1ct tw. diamond studs

JEWELCONNECT.COM, the RJOexclusive Internet marketing system grew 350 percent in pageviews during the past 12 months, from June 2013 to July 1, 2014. This increase is even more impressive considering that two years ago, the pageview increase showed 550 percent growth.

“The growth is due to two things really,” says Andrew Boundy, JewelConnect’s manager. “Namely, we optimized the site better with our 2.0 roll-out, but also the site has become established after more than three years, and the search engines like that,” he continues.

With around 600 RJO Retailers on the system and more than 50,000 pieces of easily

searchable jewelry, the JewelConnect system also has grown in functionality, perhaps another reason for the higher usage.

“The site is fully mobile, allows inventory upload, diamond retailing, blogging, customization and much more,” says Thomas Roethling, JewelConnect’s data manager, adding, “but we’re developing more functions all the time,” Also, at the upcoming Buying Show in Minneapolis, Boundy says that JewelConnect team will be announcing “JewelConnect Custom,” a system allowing an RJO member full control over all aspects of their store’s website, providing a totally custom suite of look, function and ability.

Hosted by Randy Pedersen and Jennifer Zacharias October 24 - November 1 In addition to providing a marketing DVD and posters, RJO and sponsoring vendors will provide stores with these perks: • $250 travel voucher with any purchase in Israel (checks mailed following the trip) • a 2 percent discount on all purchases made in Israel

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

July 18

First Person: The RJO Next Generation Experience

By Kate Dickens, Herteen & Stocker Jewelers, Iowa City, IA Will you get me a cup of coffee!?!?

THIS WAS ONE OF THE MANY questions participants were asked during our time at the first annual RJO Next Generation Experience. It had us all scratching our heads a bit: “How did asking for a cup of coffee have anything to do with what we do every day?” It’s a simple, general question, but what we learned is if we don’t specify exactly HOW we want our coffee, we may not get exactly what we want. How many times do we ask someone a question without first fully explaining what we wanted to know? It made us realize we need to take the time to fully engage our employees and co-workers, to make sure that we are communicating what we really want from them.

We also need to ask our store owners the clarifying questions to ensure we will do the task correctly and to their satisfaction … in turn, getting that perfect cup of coffee!

Another eye-opening question was posed about asking ourselves “The Why.” So many of us were thinking backwards, in regards to WHAT we sell, HOW we sell it, and finally getting to the WHY we sell it. We learned that we need to reverse the way our minds think. We need to step back and think about the WHY; why are we selling this piece of jewelry to this customer? Starting with the why, we learned, will help us transition to HOW we sell it, how we engage our customers and how we create an experience for them every time they step foot in our store. This will then lead us to the WHAT; the piece of jewelry they came into the store to buy. If we only show the what, we miss out on the why and creating the ultimate experience for our customers.

After we drank our coffee and asked ourselves why, it was time for some answers. We had the chance to really break down, focus, and discuss how we can all sell diamonds better. We were given seven simple steps to work through when the engagement customer walks into the store.

Today’s consumers are educated; they have so many ways to research and gather information

before walking into our stores. We need to realize that it can be an intimidating feeling walking through the door, and if we take a moment, slow down, and listen, we have a greater chance of providing the optimal experience—and in-turn— making the sale … every time. You will have a very happy soon-to-be engaged customer, who walked in a bit timid, but will walk out with you as their trusted jewelry resource.

This Next Generation experience was incredible!

I got the opportunity to network with so many new people, as well as visit with my old RJO friends. The experience allowed me to no longer feel alone, and I realize there are so many of us facing the same challenges and posing the same questions. From the roundtable time to the few beer buckets we shared, this experience has made me recognize that I am right where I need to be, and I shared my passion with many of the RJO NextGen retailers.

I have all the support from my peers, the RJO staff, and the vendors to succeed in this ever-changing retail world.

RJO, along with sponsoring vendors Stuller and RDI, launched the first-ever Next Generation Experience, from May 17-19, 2014, at the Hyatt Lodge in Chicago, IL. The theme was “Creating Ultimate Jewelers of the Future.”

RJO CEO Mary Peterson with representatives from the Next Gen Experience sponsoring vendors Stuller and RDI Diamonds. Left to right: Jason LeMaire (Stuller), Mary Peterson, Maren Rosen (Stuller), Andrew Rickard (RDI Diamonds), and Aubre Ford (RDI Diamonds).

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

New Vendors Diamond Emotions East Lansing, MI Rick Gouthro diamondemotions.com Offerings: Bridal & Anniversary, Colored Gemstone Jewelry, Silver Phone: 517-574-4209; E-mail: rick@diamondemotions.com First Image Design Corp.

Great Neck, NY Shawn Hematian firstimagedesign.com Offerings: Bridal & Anniversary, Colored Gemstone Jewelry, Diamond Jewelry Phone: 516-498-8282; E-mail: shawn@firstimagedesign.com Goldstar Independent New York, NY Amit Patel goldstarindependent.net Offerings: Bridal & Anniversary, Diamond Jewelry Phone: 212-354-0984; E-mail: amitpatel@goldstarjewellery.com H.J. Namdar Great Neck, NY Effy Namdar, Michelle Magrino hjnamdar.com Offerings: Bridal & Anniversary, Diamond Jewelry, Loose Diamonds Phone: 212-398-9564; E-mail: sales@hjnamdar.com Heavy Stone Rings Orem, UT Chad Anderson, Shawn Clark heavystonerings.com Offerings: Family Jewelry, Men’s Jewelry Phone: 801-765-4616; E-mail: shawn@heavystonerings.com

Imani Bros.

New York, NY Benny Imani, Art Kahn imanibrosllc.com Offerings: Bridal & Anniversary, Colored Gemstone Jewelry, Diamond Jewelry, Sells Most Categories Phone: 212-575-2900; E-mail: artkahn@aol.com

Merit Diamond Corporation Hollywood, FL Erik Kaplan meritdiamond.com Offerings: Diamond Jewelry, Branded Collections: Sirena Collection, Juno Lucina, The Mfit Collection Phone: 954-883-3660; E-mail: erikk@meritdiamond.com

Jewelry Ads That Work Edmonds, WA Michael Buley jewelryadsthatwork.com Offerings: Media Support: TV, Print, Radio, Billboards, Signage, Direct Mail, Online Ad Materials Phone: 800-733-9350; E-mail: michaelrbuley@gmail.com

Midas Chain Bergenfield, NJ Sam Samuel, Mark Doris midaschain.com Offerings: Chains & Necklaces, Silver, Sells Most Categories Phone: 201-244-1150; E-mail: mark@midaschain.com

Keep Me Connected Edmonds, WA Tiffany Gonzalez keepmeconnected.com Offerings: Social Media Marketing Support: Facebook, Pinterest, E-mail Marketing, Graphic Support, Consulting Phone: 206-316-6909; E-mail: tiffany.buley@gmail.com Kit Heath Providence, RI Chad Mollica, Steven Verducci kitheath.com, kitheathretailer.com Offerings: Chains & Necklaces, Gifts, Silver Phone: 401-276-0300; E-mail: steve@styleaccessories.com Landstroms–MT Rushmore Jewelry Rapid City, SD Brandon Keyser landstroms.com Offerings: Colored Gemstone Jewelry, Silver, Black Hills Gold, Sells Most Categories Phone: 800-343-0157; E-mail: Brandon@landstroms.com

Premier Fashion Brands Minneapolis, MN Claudio Garcia, Mike Marrou tisento-milano.com, mi-moneda.com Offerings: Chains & Necklaces, Colored Gemstone Jewelry, Diamond Jewelry, Silver Phone: 786-763-2211; E-mail: mmarrou@premierfashionbrands.com Rapaport International New York, NY Ezi Rapaport, Ziggy Spindler rapaportauctions.com Offerings: Auction service for sellers and buyers. Members send goods direct to Rapaport to sell for them.

Phone: 646-572-8556; E-mail: ziggy.spindler@diamonds.net Star Solitaire New York, NY Vimal Shah, Pady Shah starsolitaire.com Offerings: Loose Diamonds Phone: 212-704-4188; E-mails: vimalny@gmail.com, pady74@gmail.com

Learn more about each of these vendors and their discounts in the Vendor Directory at rjomembers.com These vendors also will be showing in Minneapolis.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Quick Look

Quick Look

Quick Look

Quick Look

July 18

RJO Buying Shows are famous for recharging your spirit, relighting your fire, refreshing your approach to selling, and rekindling old friendships and making new ones.

And Minneapolis will be no different.

With a beautiful metropolitan downtown setting, Minneapolis has all the character you’ll want to enjoy a weekend that’s sure to help you and your customers. In addition to the deals on the Buying Show floor, the valuable seminars, and the training opportunities, you’ll have down-time as well, including a scavenger hunt in the largest mall in the country.

Member Registration Deadline: July 18, 2014 Show Location Minneapolis Convention Center Hall D 1301 Second Ave South 612-335-6035 • Fax: 612-335-6694

Complimentary Three Nights’ Lodging All qualifying members of RJO receive up to three consecutive nights’ lodging, compliments of RJO. Located in the heart of downtown Minneapolis, the newly renovated Hyatt Regency is in the center of the city’s many attractions – but with a chic restaurant, granite baths, a heated pool and a sauna.

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.

You may also register by phone: Call 888-421-1442 and ask for the RJO block.

The negotiated RJO rate of $164 applies to non-qualifying members and/or stays longer than three nights.

RJO will not cover suite upgrades or additional persons in the room.

Reservations must be made directly through the hotel or online to qualify.

You are responsible for making your own reservations.

Cancellation Notice If you have registered for the show and are unable to attend, you must notify RJO at least seven business days before the event (August 6) to avoid event charges. We also ask that you notify RJO at least seven business days in advance if you are unable to attend any seminars, outings or other events you registered for, but still plan to attend the rest of the show.

Hotel cancellations must be made 24 hours prior to arrival.

Meet 10 New Vendors!

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, August 18.

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. 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 qualifying members up to 2 percent additional savings on everything purchased 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 800-247-1774. Show voucher terms are six months.

Show and Event Schedule FRIDAY, AUGUST 15

SATURDAY, AUGUST 16

SUNDAY, AUGUST 17

MONDAY, AUGUST 18

Half-day Bench Training Session, 1 – 5 p.m.

Seminar Attendee Continental Breakfast, 7:30 – 9 a.m.

Member/Vendor Breakfast and Roundtables, 8 – 9:30 a.m.

Mall of America Scavenger Hunt and Sea Life Aquarium Walkthrough,* 1 – 4 p.m.

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

Show Registration, 8:30 a.m. – 5:30 p.m.

Minneapolis Experience Discussions and Breakfast, 8 – 9:30 a.m.

RJO Golf Tournament, 1 p.m. (Shotgun Start Early)

Seminars, 8:30 a.m. – 12:20 p.m.

Buying, 9:30 a.m. – 6 p.m.

Show Registration, 12:30 – 7 p.m.

RJO Idea Center, 10 a.m. – 5 p.m.

General Membership Meeting and Luncheon, 12:30 – 2 p.m.

Press Release Photos, 1 – 3 p.m.

Member Show Registration, 4 – 6 p.m.

Idea Share Meetings, 7 – 8:30 p.m.

Abbott Users’ Meeting, 7 – 10 p.m.

Keynote Address, 1:15 – 1:55 p.m.

Buying, 2 – 7 p.m.

RJO Idea Center, 3 – 7 p.m.

Welcome Reception, 5 – 7 p.m.

Antwerp Trip Video Filming, 7 – 9 p.m.

Antwerp Trip Video Filming, 1 – 5 p.m.

Israel Trip Video Filming, 2 – 5 p.m.

Happy Hour, 5 – 6 p.m.

Sunday Evening Gala, 6:30 – 10 p.m.

Overseas Buying Trip Reception, 7:30 – 8:45 p.m.

Educational Seminars Saturday August 16

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Show Registration, 8:30 a.m. – 2 p.m.

Buying, 9:30 a.m.– 3 p.m.

RJO Idea Center, 9:30 a.m. – 12 p.m.

Farewell Event, 2 – 3 p.m.

Night at the Ballpark,* 6:30 p.m. * Cost of optional excursions is the responsibility of the participant

July 18

Fun and Games FRIDAY: MALL OF AMERICA SCAVENGER HUNT AND SEA LIFE AQUARIUM WALK-THROUGH Head to the Mall of America (MOA) for the ultimate competitive adventure. Test your knowledge of the MOA with a 32-question challenge. Go behind the scenes and gain an exclusive look at a day in the life of an aquarist. Travel above the tanks to see many sea creatures up close and personal.

Bus leaves the Hyatt at 12:30 p.m. Tour starts at 1 p.m. and ends at 4 p.m. Bus leaves MOA at 4:15 p.m.

Cost: $62 (all-inclusive)*

SUNDAY: GALA AND AWARDS PRESENTATION Welcome to an evening sparkling with the glitz and glam of old Hollywood! The night’s entertainment will begin with a classic orchestra playing during dinner while member and vendor winners are announced, transitioning into a Big Band.

Continue the night of star treatment at the dressing room-style glam station for him and her makeovers. Afterward, have one of the artists sketch you in a famous movie scene!

6:30 – 10 p.m.

MONDAY: GAME DAY EXPERIENCE Enjoy a trip to Target Field, home of the Minnesota Twins. An open-air ballpark, Target Field was built in 2010 and seats 39,021. Take in a breathtaking view of the skyline from the opening of the stadium.

The Minnesota Twins will be taking on the Kansas City Royals for an All-American night to remember.

Bus leaves Hyatt at 6:30 p.m. Game starts at 7:10 p.m. Shuttle service starts at the 7th inning stretch.

Cost: $50 (all-inclusive)*

IDEA CENTER TOPICS LEARN FROM OTHER TOP INDUSTRY PROFESSIONALS Many of the RJO seminar presenters have made themselves available in the Idea Center for one-on-one training and individual discussions.

Be sure to review the topics below:

Come to the RJO Idea Center to take a break from the buying room buzz and share ideas, brainstorm or put your feet up with fellow RJO members. This will be a great location to gather and have informal roundtable discussions. RJO will have some points-ofinterest and response cards on the tables to spark some conversation. It will be open throughout buying show hours. This designated area on the show floor will be the home to:

Social Media Training: Beginners/Intermediate/Advanced

One-on-One Social Media Training

Marketing Multigenerations in One Store Sales Training & Hiring Business and Taxes Chat with the RJO Leadership

Saturday: 2 – 5 p.m.

Sunday: 10 a.m. – 4 p.m.

Monday: 9:30 a.m. – noon Beginning Social Media Users 1:1 Intermediate Social Media Users 1:1 Advanced Social Media Users 1:1

Special Events

Chat with RJO Leadership

Leadership

Saturday: 4 – 5 p.m.

Sunday: 1 – 3 p.m.

Monday: 10 – 11 a.m.

All Things Shop/Bench/Pricing Mistakes and Lessons at Retail

Here is your chance to sit down and chat with RJO’s chief executive officer Mary Peterson. Bring your questions, ideas and/or concerns and Mary will be there to discuss them with you.

NEW RJO Idea Share Meetings Friday: 6:30 – 8:30 p.m.

I Learn Best from Other Jewelers Facilitated by: Barbara HightRandall, Kate Peterson and Charlotte Preston In these professionally facilitated sessions, RJO jewelers have the opportunity to be paired with stores of a similar size to share ideas, best practices and discuss hot topics. These will be highly interactive sessions in which the participants choose the discussion topics.

NOTE: Participants must indicate an employee phrase on the registration form to attend this session. RJO will use this information to assign your room.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Jeweler Profile

Marks of Design: The Marks of Excellent Design Located a little more than an hour from New York City is Shelton, CT, home to Marks of Design. Kathleen “Kate” McNichols-Marks is the owner of the 15-year old store, a dream come true, she says. A metalsmithing graduate of State University of New York, McNichols-Marks has been working at the bench in the jewelry industry for nearly 30 years.

“While in school, I began work in a jewelry store on Nantucket Island,” says McNichols-Marks, “where I met my future husband, Chris Marks. The store owners were RJO’s very own Gary and Kelli Trainor, of Jewel of the Isle.

Although they hated to see me go—I think—after six years, they became my biggest supporters when my husband was transferred to Connecticut.” “I’ve worked for large widely known jewelry designers, as well as small independents,” says McNichols-Marks, “until I finally achieved my goal in 1999 of owning my own store.”

McNichols-Marks is the only jewelry store owner in the area who is a true metalsmith/jeweler and designer. She says she approaches jewelry design differently than her male counterparts.

“I wear jewelry, I pay attention to fashion trends, and my store does not have your typical jewelry store feel to it,” she says. “My art background tends to show through, aesthetically. The inventory is eclectic. Some classics, but mostly unusual. We often hear our customers saying, ’I knew I could come here and find something different!’”

McNichols-Marks says that all work is done on premises, trying her best to accommodate customers needs.

“I try to stay connected to the community as best I can,” says McNichols-Marks. “I do a lot of volunteering, and am a member of many area boards. Being in the public eye is what contributed to making my business successful.”

A strong supporter of RJO, McNichols-Marks was recently selected to the Merchandise Review Committee (MRC).

I was thrilled to be asked to join the MRC, she says.” The committee was very welcoming, and enthusiastic. As a newbie, I learned a lot on my first ‘assignment.‘” “I am looking forward to adding lines from the new vendors we just signed on in Vegas!” she continues. “It was great listening to their presentations, learning the backgrounds of their companies. Midas, Merit Diamond—they were all wonderful, and each had something entirely different to offer our membership.

Make no bones about it, your MRC is working hard, negotiating the best contracts for our members in RJO. Each member has their own style, and skill set.”

McNichols-Marks is also a fan of RJO-sponsored trips, having traveled to Antwerp annually for the last decade.

“This is one of the best opportunities to take advantage of,” she says. “The experience of being in the ‘hub’ of the diamond district, a European country, the culture, in and of itself is enough reason to go. I wrote a local article about my Europe trip, and I had a gentleman walk in and purchase a $25,000 diamond, as he was impressed by my personal knowledge, and that I had actually traveled for diamonds at the source. That alone says volumes. And of course, consistency helps; ten years of traveling to Antwerp is great marketing!”

Kate McNichols-Marks, and her husband, Chris.

Marks of Design is located at 500 D Howe Ave in Shelton, CT. Phone: 203-924-0030. Website: www.marksofdesign.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

July 18

The RJO Buying Show App is ready for Minneapolis!

“WITH MORE THAN 400 USERS and 18,000 page views on our inaugural buying show app, this show’s app is bound to top that!” says Mary Peterson, RJO CEO. “We’ve found this to be a great way to get vital show information to RJO show attendees!”

As this issue of In The Loupe goes to press, the app is still awaiting approval for the Apple App Store; it should be available soon. If you have questions about the RJO Event App, please contact: Sarah Streb, RJO COO, at: sarah@rjomembers.com

This application, built for the iPhone, iPad or Android device, is the 2014 RJO Buying Show Information Center.

This official event app has everything attendees need to navigate, sync, schedule, and discover all the upcoming RJO Buying Show has to offer: • Browse all seminar sessions, speakers and exhibitors • Build your own conference schedule • Build a personalized map of the RJO vendors • Connect with other attendees and share contact info • Download all seminar presenter documents • Know what’s going on with the “What’s On” feature • Complete event surveys • And much more

NEW MEMBERS Marthaler Jewelers Inc Alexander (Andy) Marthaler Ashville, NC

Corwin’s Jewelers Timothy Corwin Southhampton, NY Eric Michaels Fine Jewelry Eric Paul Stuart FL Leon G Jewelers Gary Geisen Lansing, MI

referred by Aubre Ford, RDI, Rochester, NY

Mees Jewelry Brian Wheeler Chillicothe, OH

Robins Jewelry Cathy and Dennis Robins Collierville, TN Sam Taylor Fine Jewelry Bob Thurber Willard, OH

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.

MILESTONES

Paul Norman Borel, IT manager and a watch parts expert for 40 years at Jules Borel & Company in Kansas City, MO, died May 24. He was 61.

Donald H. Pedersen passed away June 1 at the age of 90, and Barbara Jo Pedersen passed away June 12 at the age of 87. Donald and Barbara Jo are the parents of Randy Pedersen, owner of The Diamond Center in Wayne, NE. Randy also is a dedicated member of the RJO Merchandise Review Committee and host of the RJO-hosted buying trips to Israel.

Our thoughts go out to each and every family.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

PRST STD US POSTAGE PAID BRAINERD MN PERMIT NO 472

The Ultimate Jeweler Resource

CALENDAR AUGUST 2014

JULY 2014 All payments must be received in RJO office

All payments must be received in RJO office

Retail Member Show Registration deadline

RJO Buying Show, “There’s No Business Like Show Business,” in Minneapolis, MN

All invoices must be received in RJO office All invoices must be received in RJO office

FREE CLASSIFIEDS LOOKING FOR PERIOD JEWELRY: Consistent buyer of genuine period jewelry (with or without stones), filigree styles, old European-cut diamonds. I will pay at least 30 percent above scrap for mounting and full wholesale for center diamond. Immediate payment. RJO member references available. If you prefer to send a package, I will make an offer within 24 hours of receipt. E-mail: tresa@mcfarlinsjewelry.com WANTED: Career retailers! If you truly love what you do, but are looking for growth, development and appreciation AND are ready to be a long-term, important part of a respected, quality-focused organization, send your resume to: Diamonds and Gold International, Inc., St. Louis Park, MN. E-mail: jewelry@usinternet.com To place your FREE classified advertisement in the next issue of In the Loupe, send your items by September 1, 2014, to Christopher Green via e-mail: sheridanavenuedesign@earthlink.net; or via mail: RJO, P.O. Box 1045, Newton, IA 50208.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.