June 2017 Issue

I N

T H E

LOUPE

The Ultimate Jeweler Resource

June 2017 Issue 74

IN THE KNOW WITH RJO: A CAST OF THOUSANDS SEE PAGE 2

MEET RJO’S NEWEST VENDORS SEE PAGE 6

MARKETING MATTERS: MIKE WOODY LOSES HIS SHIRT SEE PAGE 8

COVER STORY: THE MRC: 96 HOURS IN VEGAS SEE PAGE 12

Register Today for Mile High Style RJO’s Summer Buying Show will reach new heights the first weekend of August.

Much of that achievement will come from the Show’s experienced assurances of education, camaraderie, inspiration, Buying Show floor wonders, and fun. But some will come from its setting in Denver, the Mile High City, and the birthplace of the cheeseburger and home to the largest brewery in the world.

Mile High Style will be the star of this Show, featuring a number of new additions and RJO’s terrific line-up of vendors, dazzling members with stunning new selections, solid standbys as far as the eye can see, specials just for this Show, and, as always, some unexpected and majestic 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 Denver; • buying discounts—via RJO Purchase Vouchers—for qualifying members; • the return of the very popular Purchase Voucher Frenzy; and • one $10 lunch coupon (for Buying Show floor concessions) for each store.

Ensure your store’s peak performance by registering for the Buying Show today!

The registration deadline is July 7, 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.

SPECIAL!

Inside Track Special Buying Show Edition, offering extra discounts, Show specials, travel offerings, and give-aways, only available in Denver. It’s available online now by clicking here.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

In the Know with RJO A Cast of Thousands I just returned from my first JCK Show Merchandise Review Committee meeting in Las Vegas. I have no gambling success to report, but I can tell you RJO members really have hit the jackpot when it comes to having such a great lineup of Vendors from which to choose. I was going to write about what a great job our MRC does for us, but I’m going to let this issue’s cover story, “96 Hours in Vegas,” detail how true this is.

I’ll focus instead on the comfort members should take in being supported by such a professional and dedicated RJO network. This came to mind recently after I attended a local musical that featured one of our RJO staff members in the lead role. I chatted with her after the show, telling her I couldn’t imagine acting onstage in front of such a large (and paying) crowd, let alone singing. She laughed and explained she wasn’t up there alone.

She then ran through a list of all the people who were behind the scenes, making her effort seem like much less of one. There were costumers, make-up people, sound techs, lighting people, fellow performers in the wings, the conductor of the orchestra, a stage manager, and, most importantly, the reaction of the audience. It sounded familiar to me.

Depending on your size, you may be the one to unlock your darkened store each morning, thinking of your workforce as being only a handful. Yet, locally, you’ve got a pretty big network supporting you, including your bank, your internet provider, the electric company, the Chamber of Commerce, and, most importantly, the reaction of your customers.

But your network doesn’t end there. Your RJO membership provides you centralized billing, marketing support, credit card services, insurance service, educational opportunities, buying trips to Europe, connections with nearly a thousand independent jewelers, and discounts with some of the finest Vendors in the world. I also know the RJO team is not simply going through the paces of their jobs. A great example of this is the MRC; they take time away from their store and work themselves to exhaustion, finding the best Vendors and negotiating the best deals for you. The commitment to making you successful runs deep everywhere in RJO. I hope you remember that the next time you turn that key on your store.

RJO BOARD NEWS The RJO Board of Directors election concluded on Friday, June 16. Seven candidates ran for the two open seats on the board. Candidates included: AG Becker, Beckers Jewelers; Jeff Wickersham, Wickersham Jewelry; Mark Cormier, Hager Jewelry; Craig Husar, Lyle Husar Designs; Jeffrey Kaiser, JB Kaiser Jeweler; Andrea Riso, Talisman Collection; and Steve Swan, Swan Jewelers Diamond & Gold The elected candidates were AG Becker and Jeff Wickersham. RJO thanks all who applied and were willing to support the organization with their time and talent.

Also on the ballot was a vote to amend the Articles of Incorporation for RJO, Inc. The Articles had last been amended in 1997, and since that time, the way in which RJO operates has changed, creating the need to amend and restate the Articles. Working with RJO's attorney, the Articles were amended, approved by the Board of Directors, and were put to a vote for approval by the membership. The membership approved the restated Articles, and RJO will file the newly restated Articles with the Secretary of State.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

From RJO’s Facebook Page THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions each week. Here’s an edited exchange from the end of June, and the subject is arranging a trip to a baseball game during the upcoming Summer Buying Show. Typically, an outing such as this would be part of the Excursions offered

by RJO, but not this time, as the game falls during some Show events.

SERVICES Centralized Billing Patronage Dividend RJO Website (rjomembers.com) Buying Shows (Fall/Spring) RJO Chat Channel In the Loupe – RJO’s newsletter Free Print and Radio Ad Library (on the RJO website) Educational Seminars (at the Buying Shows) Member-to-Member Incentive Program (Recruitment Program) Organized Buying Trips to Antwerp and Idar-Oberstein, and Israel

Reply Two: Chris, thank you for putting this together. Looking forward to the event.

Reply Three: I will send a check as soon as I get back to the States.

Thanks for lining this up.

Reply Five: Sending you the check today. This Belgian wants to see this baseball game!

Travel Vouchers at Shows (offered at varying times)

Reply Six: Will put the check in the mail tomorrow (Yeah—we've all heard that one). I will need three tickets. Thanks!

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

JewelConnect

Reply One: Will contact you tomorrow. I am presently at a Royals game!

Reply Four: I will be sending a check for two tickets today. Thanks for doing this.

RJO Directory

Private Label Credit Card Service

Original Post (from Christine Lewis, of Lewis Jewelers in Clinton, UT): As you may be aware, there is a group of us wanting to attend the Rockies baseball game in Denver on Saturday, Aug. 5 (versus the Phillies at 6:10).

After doing some research, and talking with Earl Butler, it looks like we'll have a good group (about 15-17 people), and it should be a fun night. We'd like to purchase $62 tickets along the third base line. There is a $5 handling fee per ticket if I purchase them though the Rockies box office (less expensive than through Ticketmaster). If you would like to be in on a fun night at a great major league ball park, please send a check to me for $67 (that includes the fee) for each ticket. Our store address is: 1917 West 1800 North, Ste. D-5, Clinton, UT 84015. I will then go ahead and purchase the tickets for us, and we'll go from there. Thanks, y'all.

Editor’s Note: As this issue of In The Loupe neared completion, the original poster, Christine Lewis, responded to an inquiry: I'm still collecting money for tickets, but should probably set a cut-off date of July 10. Does that sound reasonable? Currently there are plenty of $62 tickets available along the third base line ($67 with the $5 handling fee). If we can get a group of 25 or more we'll save $8 on each ticket with the group discount. If that happens, I will refund the difference to everyone. My personal email is chris@lewisjewelersutah.com. You can also include our store contact number, 801-773-6558. We're closed Sunday and Monday. Thanks.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Fall Overseas Trip Seeing Solid Early Sign-ups CONNIE MATSEN, RJO’S OVERSEAS BRANDING TRIP COORDINATOR, has been a bit busier than usual this year. “We have 18 stores signed up already,” says Matsen. “That is a wonderful start, for being so early.”

Ambassadors. RJO is currently the only North American buying group with this partnership.

To learn more about this great opportunity, contact RJO trip coordinator Matsen at: cmatsen@rjomembers.com.

The numbers are likely related to a new branding focus in the program recently, including Kate Peterson’s RJOexclusive Overseas Branding Educations Program, personalized for stores, as well as the addition of new Vendors to the Antwerp Vendor Team.

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 coloredgemstone 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)

2017 Dates

The home of polka and steins: Last year’s RJO overseas trip included a stop in Munich during Oktoberfest.

First Europe Trip Hosted by Liz Schlauch & Jeff Horlacher Antwerp: October 7-12 Idar-Oberstein: October 12-16

Second Europe Trip Hosted by Connie & Steve Matsen Antwerp: October 14-19

Succession Experience: Read All About It ATTENDEES AT THIS YEAR’S Succession Experience, held in Chicago in May, welcomed a revamped curriculum and a variety of new presenters. The three-day Experience is for owners planning to leave the industry

within ten years, as well as their potential successor.

The weekend caught some national attention, being cited in two industry publications, Southern Jewelry News and Instore.

Mark your calendars now for the next RJO Experience: Next Generation will be held for retail jewelers of the future during the weekend of May 18-21, 2018, at the beautiful Hyatt Lodge in Oak Brook, IL.

Attendees of RJO’s Succession Experience gather for a group photo this past May 20-22 in Chicago.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Jeweler Profile

John Laughter Jewelry: Creating Lasting Memories ONE DAY YOU’RE SHINING A MAN’S SHOES, the next you’re business partners. This unlikely scenario is the foundation of John Laughter’s 45-year history as a jeweler.

“When I was ten,” says Laughter, “I was shining shoes in my father’s barbershop in downtown Hendersonville, NC. Over the years, a man by the name of Keith Shelley came in often for a haircut and a shine. One day Keith asked me if I wanted to come work at his jewelry store, learning to goldsmith. I was excited and hooked, and I knew— at 16—I wanted to own a jewelry store. By the time I was 19, all the pieces fell into place; in 1973 Keith and I opened Shelley’s Jewelry in downtown Hendersonville. A new store followed in 1996, in downtown Waynesville and in 2002, we opened our flagship store in South Asheville.

Laughter says Shelley was more than a goldsmith instructor or business partner to him. He taught the young Laughter the value of people, employees, and integrity. For 34 years the duo grew Shelley’s Jewelry into a business with a reputation for superb service, the finest jewelry, and a friendly staff.

“I lost a father when Keith passed on in 2007,” says Laughter. “Not long after, Keith’s son and I divided the company. Since Western North Carolina is the Laughter family home, I changed the name of the stores to John Laughter Jewelry in Asheville and Waynesville. The stores carry my name as a statement of my desire to daily represent our core values.

We strive to live by the Christian principles of respect, integrity, and diligence to bring dignity to our employees, customers, vendors, and community.”

John Laughter Jewelry has thrived under this arrangement, and they use their strong position to give back to their community.

“The support from the community has been tremendous and today people know when they want the finest jewelry, with the best service and support, they come to see our family at John Laughter Jewelry,” says Laughter’s son, Grant, who grew up in the family business.

Starting when he could crawl, Grant remembers searching around the goldsmith’s bench for cubic zirconias that would be hid on the floor, to keep him distracted while others worked. He began working part-time in high school in the 90s, and in 2006 he became a diamond expert. In 2010, he attended New Approach School for Jewelers to expand his jewelry knowledge and six months later married Laura King. Laura also found her calling in the jewelry business, joking “it’s a very hard job lifting all these heavy rocks all day.” Today two generations of Laughters, part of a team of 15 employees, dedicate themselves to providing their customers the best jewelry experience and making their store successful.

deserves the best jewelry, service, follow-up, and communication. We strive to give every client—every time—the best experience we can provide, regardless of why the client decides to grace us with their presence. Every piece of jewelry is hand selected to ensure the product the client is interested in, is the best that can be purchased for their budget.”

The Laughter family isn’t resting on its nearly 45-year history; they’re continuing learning in order to make the future successful as well.

“The most recent RJO seminar experience we attended was on continuing our business through the next 50 years,” says Grant.

“It was an extraordinary adventure. The knowledge passed from members of the jewelry community, along with the opportunity to discuss these new ideas and concepts with other outstanding members of RJO, added practical application that is often missed in other seminars from similar organizations.”

John Laughter Jewelry is located at 1800 Hendersonville Road, Asheville, NC Phone: 828-274-5770 Website: www.johnljewelry.com

“Our customers can expect to be treated like our core values state,” says Grant, “with dignity, respect, and integrity. Every customer

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

New Vendors A Jaffe, Inc.

New York, NY Sumay Bhansali Phone: 212-843-7464 www.ajaffe.com Acclaimed for its craftsmanship and the comfort provided by its signature euro shank and quilted interior feature, A Jaffe unveils designs encompassing a mix of technology and movement.

Alpha LG, LLC

New York, NY Anuj Jain Phone: 212-869-7084 Lab-grown diamonds.

Bassali Jewelry

Great Neck, NY Efi Bassali Phone: 516-466-2045 www.bassaliJewelry.com Founded in 1978, Bassali Jewelry Co. has been serving fine jewelry retailers with impeccable service, designs, and the friendliness of a family-operated company.

E Gluck Corp.

Little Neck, NY Barbara Werchselbaum/Eugene Gluck Phone: 718-784-0700 www.egluck.com Created more than 60 years ago, E. Gluck Corporation has become a major force in the watch industry, manufacturing, and shipping timepieces worldwide.

Firestar Fine Jewelry

Heera Moti Inc.

Guild and Facet

J Grant & Co.

(div of A Jaffe) New York, NY Sumay Bhansali Phone: 646-253-9601 www.firestardiamond.com Firestar has been a leading diamond jewelry house for 18 years. We have global offices in more than 7 countries.

Our manufacturing process is RJC compliant. Many of the country’s top retailers champion Firestar for their three core principles: consistency, value, and service.

North Bergen, NJ Matthew A. Ego Phone: 201-758-5368 www.guildandfacet.com Founder Matthew Ego’s family tradition spans back to the 1900s, when their skills were honed as blacksmiths. Adapting into working with finer metals, father Simon Ego took to the jeweler’s workbench in 1970.

Encouraged by skilled artisans and counseled partners, son Matthew’s desire found him looking for more. His passion and drive led him to create GUILD+FACET, the brainchild of 17 years of determination to re-invent how we deliver jewelry essentials.

New York, NY Sonia & Naresh Sadhwani Phone: 212-764-1600 www.heeramoti.com Heera Moti is an eminent jewelry manufacturer servicing many of the finest retailers throughout North America for more than 30 years. Heera Moti diamonds are recognized for their special cut, emphasizing brilliance and luster.

Designing classy, elegant, and sophisticated pieces of jewelry has been an enduring tradition within Heera Moti.

Cedar Grove, NJ Joseph Herzog Phone: 866-919-4747 www.jgrantco.com Since 1989, J. Grant & Company has been a market leader in the design, manufacture, and sale of display and packaging products for the jewelry industry.

Keith Jack Inc.

North Vancouver, BC Canada Keith Jack Phone: 604-971-4367 www.keithjack.com We specialize in unique, contemporary, Celtic jewelry unlike anything you have ever seen. Our jewelry turns over quickly and offers exceptional quality at an affordable price.

Does RJO Have Your Most Up-to-Date E-mail 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.

Lafonn LLC

Slate & Tell

Lavish Jewelry Cleaner

Tela Diamonds, LLC

Cypress, CA Molly Wang Phone: 714-826-8888 www.lafonn.com Extravagant handcrafted designs set with the world’s finest simulated diamonds. Unsurpassed quality and dazzling perfection are the core of Lafonn’s brilliance and fire.

Morro Bay, CA Larry Rodgers Phone: 805-234-4365 www.lavishjewelrycleaner.com Our complete line of luxury jewelry care products helps your customers maintain the maximum brilliance, sparkle, and shine for their jewelry.

Les Georgettes

Brooklyn, NY Frederic Brunel Phone: 917-375-9050 www.lesgeorgettes.com The Renaissance Luxury Group combines the craftsmanship of Altesse’s jewelry and Texier’s leather goods, resulting in the Les Georgettes collection.

Podium

Lehi, UT Eric Rea Phone: 801-503-8402 www.podium.com Collects online reviews and organizes feedback from one central platform.

SIM NY

New York, NY Kitesh Jhaveri Phone: 212-704-4111 www.simdiam.com SIM NY Corp is a major international diamond manufacturing company based in India, with offices worldwide.

Englewood Cliffs, NJ Isaac Gad Phone: 212-500-0828 www.slateandtell.com Modern collection of charms, bands, and cuffs available in all precious metal types. All of our items can be customized according to the consumers’ needs.

PLAN NOW FOR OUR SUMMER BUYING SHOW!

Mile High Style

(dba AVA Couture) Atlanta, GA Sanju Bhagwanji Phone: 404-729-4549 www.avacoutures.com As third generation diamond merchants, we are passionate about the quality of our jewelry.

Our meticulous craftsmanship follows the centuries-old traditions of jewelry making. Because quality is so important, we have consciously chosen to manufacture the majority of our jewelry here in the U.S. From our manufacturing facility in Atlanta, GA, we are able to truly create jewelry we are proud to call AVA Couture®.

August 2017 Denver, CO

VRB Internet Solutions

Niagara On the Lake, ON, Canada Andrew Boundy Phone: 905-329-5155 www.vrb.ca VRB builds custom websites the way you design jewelry. From the consultation, to sketches, detailed renderings and production, we produce highly customized websites and functions.

Future Show Locations

ZK Diamonds LLC

Houston, TX Vinay Kotak, Alex Malik Phone: 888-939-4367 ZK Diamonds is the Loose Diamond division for AV Diamonds.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

January 2018 Savannah, GA

July 2018 Minneapolis, MN February 2019 Nashville, TN

July 2019 Schaumburg, IL

Marketing Matters

Poor Customer Service Comes at a Great Cost

HOW IMPORTANT IS CUSTOMER SERVICE? Does it matter whether it is in store or online?

According to Microsoft, 66 percent of consumers are willing to spend more money with a company that provides them with excellent customer service than one that does not. Conversely, 60 percent have failed to complete an intended purchase due to poor customer service.

In that case, is there anything more important than taking good care of your customers?

Last month I stopped in to my dry cleaners and dropped off four shirts and two pairs of khakis to be cleaned. The young man behind the counter was flustered, yet trying hard to get the transaction completed. He apologized for his delays and thanked me for my patience. As I left I noticed I had not gotten a receipt telling me when I could pick up my clothes. I’ve done business with this company for more than 15 years and have never had a problem, so … I let it go, not wishing to fluster him more. To make this long story short, the order was lost, the clothes inexplicably gone and, the management of the store now claims I never dropped anything off.

Just to get that bad news, I had to make about six phone calls (and

finally a drop-in) over a one-month period. Frustrating, to say the least.

Also it is the last time I will ever step foot in there, and I will make it my crusade to tell everyone about my poor experience.

To replace the clothes might have cost the company a few hundred dollars. Yet they were willing to lose a longtime customer and suffer the negative reviews, rather than to make it right. My mistake was in dealing with the manager—the owner’s son—and not the owner himself.

If this happens at a dry cleaners, not the most high-end industry, imagine losing a customer at your store, simply due to the poor handing of a bad situation. It also is estimated it could take as many as 12 positive experiences to negate the negative impression left by just one poor customer experience.

As the owner of your business, it is imperative you see and recognize a situation that has gone south and step in as soon as possible to right the ship. If there is an employee involved, remove them professionally from the situation as soon as possible, take control of the customer’s attention, and try to calm any emotions.

Fully comprehend the situation, and make every attempt to make it right, or better-than-right in the customer’s eyes. Unlike dry cleaners, you are dealing with customers who represent hundreds (or maybe thousands) of current or potential spending. Losing just one jewelry customer could be devastating to your bottom line in both lost sales and poor word of mouth.

You have more and more competition—both brick-and-mortar and online—and there is a lot at stake in how these situations are handled. Think of the power of someone telling a friend of a poor situation they were experiencing with your business, how the business really stepped up and made it right, and how great that made them feel.

Your reputation is too great of a thing to risk over a simple disagreement or an unmet expectation.

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

Four Awarded RJO Foundation Scholarships The RJO Foundation Scholarship Committee recently named four (4) scholarship recipients from among a dozen submitted applications. Each recipient will receive a cash award, distributed in two installments.

They are: Suzanne Allcroft, of Lee Ann’s Fine Jewelry in Conway and Russellville, AR; Andrea Fox, of Loch Jewelers in Monticello, MN; Patric Schwab, of Rost Jewelers in Pulaski, TN; and Erika Varner, of Sawyer Jewelers in Fenton, MI.

“The RJO scholarship has helped advance my career in ways I had never thought possible.” says Erin Gorsuch, of Williams Jewelers in Alliance, NE, an inaugural recipient of an RJO Scholarship. “This scholarship is giving me the opportunity to finish my business degree and pursue dreams I had never thought would be possible. The extra money towards your schooling is always a plus and will help with future endeavors.”

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Member Registration Deadline: July 7, 2017 Show Location

It’s Back: Purchase Voucher Frenzy!

Colorado Convention Center Hall D 700 14th St. • Denver, CO

In Tampa we debuted the Purchase Voucher Frenzy to rave reviews, so we’re doing it again! Who would have thought simply standing around makes you eligible to win a nice cache of Frenzy cash?

How does it work? On noon Monday, RJO and participating vendors will hold a drawing to award purchase vouchers good only during the last three hours of the Show! RJO will provide three $200 vouchers to be used at any participating vendor, and a list of participating vendors and amounts will be provided prior to the Show. To win, have your Purchase Voucher Frenzy ticket with you during the drawing, and listen for your ticket number to be called. You can increase your odds of winning by purchasing extra tickets for $5 each (or 3 for $10). All proceeds go to the RJO Foundation. You must be present to win.

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

Reservations must be made directly through the hotel or online at: www.rjomembers.com

Reserve Your Room and Register Online Visit the buying Show section at RJOMembers.com to take care of both your room reservation and Show registration quickly and easily. If you do not have a username and password yet, contact RJO at 800-247-1774.

Background photo courtesy of Kate Marks

Sunday Lunch Coupons Our very generous vendors again are sponsoring one $10 coupon per store, good Sunday at any concession stand on the Show Floor.

Thank them by spending the time you save on additional shopping before the Show closes.

Photo IDs on Show Floor To ensure the safety of all of our members and vendors, we require a photo ID and business card upon registration check-in. Both items must be presented to receive your badge for access to the Buying Show floor.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Purchase Vouchers Discounts Purchase vouchers will be in effect during the Show, and applicable to all of your purchases from our vendors. Your specific voucher percentage—up to an additional 2 percent off each purchase—will be based on your store’s 2016 purchase total. This information will be available at the Show registration desk, or you can call us.

2016 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.

FRIDAY, AUGUST 4

RJO Golf Tournament, 10:30 a.m. bus departs; Noon shotgun start

SATURDAY, AUGUST 5

SUNDAY, AUGUST 6

Measure, Understand, Get It Done Financial Training with Barbara Nuss, 1 - 5 p.m.

Continental Breakfast, 7:30 - 9 a.m.

Registration Desk Opens – Photo ID Required, 8 a.m.

Show & Event Schedule

Scenic Colorado Horseback Riding,* 12:30 - 5:30 p.m.

A Clear Next Step, The Diamond Selling Process Simplified, presented

by RDI Diamonds, 1 - 4 p.m.

Mile High Wine Tours,* 1:30 - 5:30 p.m.

Using Technology to Create a Life Experience for your Customers, presented by GN Diamonds, 2 - 3 p.m.

The EDGE User’s Meeting, 2:30 - 5 p.m.

Early Member Registration, 4 - 6 p.m.

Pre-Sell Your Colored Stones presented by Star Gems and HansDieter Haag, 4:30 - 6 p.m.

How to Emerge as a Market Maker presented by Stuller, 5 - 6:30 p.m.

New RJO Kick-off Reception, 6:30 - 8 p.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 and Keynote, 12:30 - 1:50 p.m.

Member Show Registration, 1 - 7 p.m.

Buying Floor Grand Opening, 2 - 7 p.m.

Buying Floor Idea Center, 2 - 7 p.m.

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

Next Generation Reception, 6 - 7 p.m.

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

Fall 2017 Hot Trends Analysis presented by Gems One, 7:30 - 9 p.m.

Joint Breakfast & Awards Presentation, 7:30 - 8:30 a.m.

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

Buying Floor Idea Center, 9:30 a.m. - 5 p.m.

Buying Floor Hours, 9:30 a.m. - 6 p.m.

Press Release Photos, 1 - 3 p.m.

Antwerp Personalized DVD Filming, 3:30 - 5 p.m.

Happy Hour, 4:30 - 6 p.m.

Member & Vendor Registration Desk Closes, 5:30 p.m.

Sunday Reception, 6 - 8 p.m.

MONDAY, AUGUST 7

Sharing the Best of the Denver Experience & Continental Breakfast, 8 - 9:30 a.m.

Registration Desk Opens – Photo ID Required, 8:30 a.m.

Buying Floor Hours, 9:30 a.m. - 3 p.m.

Buying Floor Idea Center, 9:30 a.m. - 3 p.m.

Purchase Voucher Frenzy, Noon - 3 p.m.

Farewell Event, 2 - 3 p.m.

Show Registration Closes, 3 p.m.

Taste of Denver Walking Tour,* 4:30 - 8:30 p.m.

Red Rocks Concert,* 5:30 - 10 p.m.

*Cost of optional excursions is the responsibility of the participant. To register for any of the group activities, indicate on your registration form the one(s) you wish to attend and remit payment. Optional excursions cannot be canceled after July 7, 2017.

Optional Excursions

FRIDAY, AUGUST 4

MONDAY, AUGUST 7

Mile High Wine Tours This tour lets you try hand-crafted reds and whites, and particularly good wine/food pairings. Busses are banished for a tour this elegant; instead, you’ll travel in style by chauffeur-driven, luxury Mercedes-Benz vehicles.

1:15 p.m.: depart Hyatt lobby; 1:30 - 5:30 p.m.: tour. $150 per person; includes tour, wine tastings, food pairings, and transportation to/from hotel

Red Rocks Park & Amphitheatre: Alt-J Concert Red Rocks Amphitheatre is the only naturally occurring, acoustically perfect Amphitheatre in the world. The English indie rock band Alt-J will be performing, and we have tickets! Before you commit, check out the band on Spotify, Pandora or YouTube.

5:15 p.m.: depart Hyatt lobby; 5:30 - 10 p.m.: concert. $95 per person; includes a general admission ticket and transportation to/from the hotel

Scenic Colorado Horseback Riding Horseback riding along miles of scenic Colorado trails is the ideal way to view the beautiful Rocky Mountains. The knowledgeable guides will answer any questions you have on wildlife, history, and areas of interest.

Noon: depart Hyatt lobby; 12:30 - 5:30 p.m.; riding. $105 per person; includes mountain- and stream-guided ride, transportation to/from hotel

Taste of Denver Walking Tour This dining tour allows you to digest between courses with short constitutionals to each of the six restaurants you’ll be visiting.

Denver’s walking food tour is three hours of gustatory bliss that introduces you to the area’s unique culinary delights!

4:15 p.m.: depart Hyatt lobby; 4:30 - 8:30 p.m.: tour. $110 per person; includes tour guide, six restaurant locations, food and drinks

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Gold for the Good

As we continue to build our Foundation, we’re asking for your help in donating any amount of scrap gold at the Denver Show. Make sure to check the Show Registration Packet for the Ziploc bag included for you to use for your scrap gold donation. We will have an RJO Foundation booth located on the Show Floor for you to drop off your gold and learn more about the RJO Foundation. Founded in 2015, the RJO Foundation already has awarded thousands of dollars to RJO members for scholarships that encourage further education of independent retail jewelers, thus enhancing the jewelry industry.

Meet Keynote Speaker Jon Schallert On Saturday, Jon Schallert will deliver the luncheon keynote, Mom and Pop on Top: How to Be Small, but Play Large. Schallert, principal of The Schallert Group, is the only business consultant in the world teaching independent businesses how to turn themselves into consumer destinations. He will discuss how jewelers can capitalize on their uniqueness and individuality to compete with competitors of every size, and why it’s never been a better time than right now to be an independent business owner.

“I think the main quality I see collectively in the jewelry industry is that being a retail jeweler takes a high degree of intelligence and expertise,” says Schallert. “This isn’t an industry you can learn overnight. There are a lot simpler industries with easier-to-run retail store models than owning and operating a jewelry store. But what I’ve also found is that some of the very best jewelry store owners, who know so much about their products and who understand the intricate nuances of purchasing quality jewelry, are often the same owners who are reluctant to market themselves as one-of-a-kind experts.

Many independent jewelers I’ve worked with have this high-level grasp of a complicated industry, but they aren’t great self-promoters and marketers of their businesses. That’s what my Destination Business process gives them: A proven method to get their business to stand out in their marketplace and draw more consumers in their doors.”

“A buying group like RJO is exactly what independent jewelry store owners need to compete with larger competitors, both brick-and-mortar and with online jewelry shopping choices,” says Schallert. “RJO provides a huge variety of highlevel services, including creating the Buying Show where I’ll be speaking. Not only do RJO’s Buying Shows allow manufacturers to show off their product, but it’s a great networking event for the business owners to share best practices, and to learn from outside experts like me. The truth is that consumers today, with the emphasis of ‘Shopping Local’ and spending money at home, are more inclined to shop independent retailers, and with the help of RJO, members of RJO have a huge advantage over any competing retail outlet.”

Schallert offers this tip for Denver first-timers: “I’d definitely suggest walking over or taking a cab over to Larimer Square, about a half-mile from the Hyatt Regency. It’s one of the oldest historic set of buildings in downtown Denver and in one single block, shoppers can see the historic buildings that have been preserved and restored there.”

Educational Seminars 8:30 - 9:20

What You Need to Know About Your Retirement Sale Chuck Frey, Charles Frey and Co. Buying and Selling Responsibly in the 21st Century Sara Yood, JVC Senior Counsel Buzz Session: What’s in Stock?

Kate Peterson, Performance Concepts

8:30 - 10:20

Tracking the Closing Ratios Shane Decker, Ex-Sell-Ence Sales Academy

9:30 - 10:20

Show Your Customers a Little Love Mike Buley, Jewelry Ads That Work Buzz Session: Plug Me In - or Not! Kate Peterson, Performance Concepts

9:30 - 11:20

Turn Any Business into a Consumer Destination Jon Schallert, The Schallert Group

10:30 - 11:20

Social Media: The First Steps Tiffany Gonzalez, Keep Me Connected Effectively Getting Rid of Aged Inventory Sherry Smith, The Edge Buzz Session: Community Involvement Kate Peterson, Performance Concepts

11:30 - 12:20

Sell More Diamonds and Colored Stones Tanya Nisguretsky, Virtual Diamond Boutique (VDB) Competing Online - How to Build an Online Presence to Drive Sales Shane O’Neill, Fruchtman Marketing Stand Out in the Crowd Nick Miller, podium.com Buzz Session: Fostering Teamwork in the Workplace Kate Peterson, Performance Concepts

The RJO Idea Center

In Denver, make sure to stop by the RJO Idea Center. It’s not only a great place to get away from the action and take a break, it’s an informal resource for trading what’s working and receiving advice from industry veterans.

The following RJO seminar presenters will make themselves available in the Idea Center for oneon-one training and individual discussions: Shane O’Neill, Kate Peterson, Jon Schallert, and Sara Yood. Times will be: Saturday, from 26 p.m.; Sunday, from 10 a.m.-noon and 1-5 p.m; and Monday, from 10 a.m.-noon.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Cover Story

[ RJO’s Merchandise Review Committee ]

96 Hours in Vegas THE FIRST WEEK OF JUNE IN LAS VEGAS was hot this year, with temperatures about ten degrees above average during the daytime. JCK Las Vegas filled the convention center in the first hotel on the west side of the strip, Mandalay Bay.

morning at 9:30; sometimes we get on the floor earlier to meet. Each meeting is held at the vendor’s booth, where we discuss and negotiate discounts, exchanges, paymentdating options, and several other items. The meetings are typically 45 minutes to an hour long.”

JCK bills itself as “the leading jewelry event in North America,” and this is where the RJO Merchandise Review Committee (MRC) would spend their next few days.

Davis, who is the youngest member, completed his second MRC Vegas trip this year, and he has a more assertive description of the vendor meetings.

“The first day we walk around the show floor,” says MRC Chairman Jeff Wickersham, of Wickersham Jewelry stores in Wisconsin. “We are looking for vendors that are busy or where there’s something interesting. We sometimes stop by vendors that we earlier have said “No” to also; just to see if the product is better than we expected.”

“Sometimes if they are not showing in Vegas, the vendor will meet us in our RJO suite,” says Davis. “We swoop down on them, for 30 minutes to two hours.”

Wickersham is a ten-year veteran of the MRC, but the years haven’t softened his resolve when looking for potential RJO vendors.

“The MRC is looking to make sure that each and every vendor comes into RJO as part of a partnership,” says Wickersham. “It needs to be a ‘win-win’ relationship. We want our members to get the best deal out there, but still want to make sure our vendors can support us.”

Joining Wickersham this year in Las Vegas was the full membership of the MRC: - Mike Noe, of Noe’s Jewelry in Raymore, MO. He has served on the MRC for 18 years and is currently Vice Chairman.

- Tom Nelson, of Nelson Jewelry in Spencer, IA.

“We normally start early and end late,” says Hudzick, who is coming up on her third year on the MRC. “Our meetings with vendors are pretty steady throughout the day. When we aren’t meeting with scheduled vendors, we are often going through the show and looking for things new and different. After the day’s appointments, we meet again to discuss who we are—and are not—interested in. We consider the details of what they are offering to RJO. Our job is to negotiate the best terms, percentages, stock balancing, etc., for our RJO members!”

“The Committee is looking for a vendor that has something new or different than the other vendors,” says Wickersham. “We also consider how good of a fit the vendor will be with RJO members. We are not in it to bring every vendor on, just to have them. There are usually 80 to 100 vendors applying each year. We will typically meet with 10 to 20 of them during the JCK show.”

- Kendra Harris, of Jayson Jewelers in Cape Girardeau, MO.

“There are several times we feel we can get more out of the vendor,” he continues, “so we continue our discussions with them via phone. We are typically done with our meetings a little after 7 each night. That’s when we decide it’s time for something good to eat and drink.

By the time we are done, most everyone is ready for bed!”

Additionally, RJO CEO Sarah Streb attended this JCK, sitting in with the Committee regularly.

Marks, who also is in her third year on the MRC, has learned to prepare for the daily grind.

“On the second, third, and fourth days, we have meetings scheduled,” says Wickersham. “The JCK floor opens in the

“I fly in the day before, to acclimate to the time change,” says Marks, “and fly out the day after (usually 3 or 4 a.m.)

- Joanna Hudzick, of Haywood’s Westlake stores in Virginia.

- Kate Marks, of Marks of Design in Shelton, CT. - Brendon Davis, of Thomas A. Davis Jeweler in Holland, MI.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

to get home before 10 p.m. so I can get some sleep and am able to run my own store efficiently the next day. I think we can all agree that these trips take us away from our own businesses, and we are beat by week’s end.”

“My manager came to Vegas for part of the show this year,” says Hudzick. “She told me afterward she was shocked how much time was dedicated to MRC while I was there. I think she had a vision of a little work and a lot of play while I was in Vegas. Turns out she was wrong!”

Surviving the long days in the desert heat requires planning and learning. The members have learned to stay inside, taking advantage of the hotel’s commitment to providing cool air conditioning and fresh air.

“We spend most of our time inside working,” says Marks.

“The oxygen is pumped in, and the air conditioning is cranked. I was cold the whole time!”

During their time inside, the Committee’s individual members are bringing their own approaches to assessing potential RJO vendors.

“I look for quality of the vendor (people) first and foremost,” says veteran Noe, “and then I consider the quality of the merchandise and the service they offer to the jeweler. These three things help me personally with deciding if they are a good fit for RJO or not. We have made agreements with large and small vendors, thinking that they will be perfect, and sometimes they fail for one reason or another. We have a very short time to ‘size up’ our prospects and try to do the best job we can.”

Getting time with the Committee happens in different ways for different vendors. Those selected for an interview supply an application, a profile sheet, samples of best sellers (usually via photos), and a price sheet.

These are compiled by the RJO office and provided to MRC members before the interviews. During the meeting, vendors will often present their merchandise, talk more about their company, ask questions, and make statements.

“There are some vendors we’ve met with that I was on the fence about before the meeting,” says Huzdick. “I really had the feeling it may not be a perfect fit, but then ended up being blown away by their presentation and products.

On the other end of the spectrum, there are some companies I am excited about, but sometimes are shocked by their lack of professionalism or preparation.

We have walked away from more than one vendor because of this.”

“You never know exactly what to expect,” says Noe. “Many are very prepared and have done their homework, which is learning about RJO, procedures, benefits of being an RJO vendor, and why they have the need to become an RJO vendor. The ones that have not done their homework are the surprises!”

“Vendors who apply are given all of our information about RJO,” say Wickersham. “I then will call them to set up a meeting with us. Before I hang up the phone, I ask them if they have any other questions about RJO. It’s always surprising then, when a vendor gets to the meeting and

“I find that the vendors either have it or they don’t,” says sophomore Davis, “and I do call out the vendor if I have concerns about quality or craftsmanship. For diamond vendors, it’s very difficult; you can only look at the same diamond ring so many times. If you can’t put your best foot forward while showing us your product, then why bother? But if they are a good potential, then we get down to the nitty gritty. And by that, I mean ‘discounts.’”

“I look for areas where we do not have a strong presence from existing vendors, as well as price and value,” says Hudzick. “I think style is important. Brand recognition also plays a factor. The company itself—and how they handle business and their customers—is important. How many members do we currently have doing business with the company? I also consider feedback from our membership.

I try to call the references’ customer lists. I like to know if our members have had good or bad experiences with these companies.”

“In my store I do a lot of custom work,” says Marks. “I have a degree in metalsmithing and am active at the bench. My personal interests in a vendor’s line lie within the mechanics, how was it made, what technique and tools they use, and the quality of the craftsmanship. Visiting a manufacturing facility is the best for me; I learn a lot about the atmosphere of the company. That’s a bonus.”

RJO’s Merchandise Review Committe reviewing notes from interviews and working on contract terms at this year’s JCK Las Vegas.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

thinks they should interview us. Why should we become a vendor of RJO? What are you going to do for me as a vendor?

Our time is limited and precious, so asking us these questions is just a waste of time for them and us.

Especially since they get all of the information beforehand and have my number to ask me any questions prior to our meeting. Obviously, these vendors are not typically a good fit.”

It’s not always clear about who will become an RJO vendor and who does not. During their late evening meetings, first impressions or sour notes can be overcome.

“There have been discussions among the MRC members that have swayed my decision,” says Marks. “We all come from different backgrounds, areas of the country, have our own opinions, and we educate each other. That being said, we work well together and are open to each other’s ideas and suggestions.”

Not all decisions are based on the presentation.

Sometimes a vendor who ticks off nearly every box is passed over because they are not prepared to handle RJO’s 900+ retail stores. It is not a reflection of their product, and the good news is they can always re-apply at a later date.

For those who appear before the group, the waiting for a decision is not a long one.

Says Wickersham, “The Committee will give every vendor we have a meeting with an answer before we leave the JCK show.”

Rick Gouthro, President and CEO of Diamond Emotions in East Lansing, MI, was a presenter who got a “Yes” in 2014.

“We made our presentation at our timeshare at the Wyndham in Las Vegas because we were not exhibiting at the JCK show. It was not your standard presentation. We had a limo service pick up members of the MRC and bring them to our timeshare just off the strip behind the MGM. My wife and son and I had food and drinks set up, as well as our entire line on display. We were told the Committee would allow 30 minutes, but the entire presentation went 90, not including travel time. We were informed that day, and we signed the papers at the show the following day.”

“What I like the most about being an RJO Vendor,” says Gouthro, “are the customers we service. The RJO customers are loyal and independent. When working with our RJO customers, we enjoy the friendships that we develop with owners, sales associates, and bench jewelers. Since we are a family-owned business with jewelry retail background, we understand what our customers are experiencing in this ever-changing sales environment. We respect what the owners are facing in trying to grow their business, and we appreciate them allowing Diamond Emotions to be a part of their success.

Since we specialize in custom design—as well as have one of the best SS sample programs in the industry—we are able to assist our customers in providing free drawings and estimates to their customers in less than 48 hours.

RJO customers appreciate the quality of our diamonds, as well as the finishing on our designs. We also like getting paid every month.”

“Since becoming an RJO vendor, RJO business has increased every year for us,” Gouthro continues. “The shows open a lot of opportunities for Diamond Emotions to showcase our product and meet new customers outside our core region (Midwest). The staff at RJO are always accommodating and helpful in making us feel welcome, as well as directing members to our booth. Our customers also keep us informed of changes in the marketplace and share their successes as well as their lost opportunities. We get many new customers from referrals from RJO retailers to other retailers. As a small company we do not have the resources to advertise like many of our competitors, so we depend on giving our customers the best quality and product—and that becomes our advertising venue.”

MRC members inspecting quality at this year’s JCK Las Vegas.

“The reasons why we chose to become a part of RJO are many,” says Kaushal Shah, owner of VEER, based in New York City and an RJO vendor since 2015. “First, you meet salt-of-the-earth people. They are real just like you. This is the first group where even vendors get empathy! I like that there is an environment of mutual respect, which allows you to do business with 100 percent transparency.

I also do like getting paid every month, no matter what; for a young company that is crucial when we are planning the cash flow. I like that a handshake still means

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

something at RJO. And finally, I like the Next Gen program, designed to pass on a legacy to the next generation and continue the growth through a nurturing process. This is a great long-term strategy.”

“Being a part of RJO continues to keep the joy alive,” says Shah. “When our industry is going through troubled times, RJO and its Board comes up with concrete solutions that are sustainable. Unlike other groups, RJO retailers are not under constant pressure to buy more in order to keep their status.”

Mark Doris, Vice President at Midas Chain in Bergenfield, NJ. presented to the MRC at the 2014 JCK show in Las Vegas.

“Some of our favorite qualities of RJO are simple, yet significant,” says Doris. “The opportunity to develop new relationships is huge for Midas Chain. We also love the environment, and energy that can be found in the Buying Show venue. Joining RJO has positively impacted us since joining. Midas and RJO have grown their business together, and we are striving to continue this growth into the future.”

Another 2014 presenter, Master Craft Jewelry in Lynbrook, NY, is still waiting for that RJO bounce.

Erica Sharaby, third-generation jeweler and Master Craft’s secretarytreasurer, says, “I knew of RJO for quite a while, but never pursued it until some of my customers started joining the group. I like the camaraderie between the vendors and buyers, but most of all, I appreciate RJO’s attitude toward the industry. They believe in giving back to the industry that’s supporting them. Unfortunately business conditions in general being what they are, becoming an RJO vendor has not been as rewarding as I had anticipated. That could also be due to the economic conditions and the fact that besides business being down, the stores don’t have the need to spend, as in previous years. The reality is, we are still fairly new to the group and maybe haven’t made that traction yet within the RJO group as a whole. However, we made a commitment to the group, which we intend to honor. Denver will be our fourth Buying Show with RJO, and we will give it the time it needs to attract new customers and meet those expectations which we had.”

Nurturing the vendor-jeweler relationship to benefit everyone is a constant focus for the MRC, and there are no signs of this changing any time soon. The Committee members’ dedication, careful consideration, respect, and business savvy is not lost on the veterans of the group.

The camaraderie of the Committee members is incredible,” says Noe, “from the ‘newbies to the oldies.’ We used to meet at the home office in Newton, IA, where simply trying to find a place to eat or have a drink was a challenge. We’ve changed that strategy and now go to JCK Vegas every year. This offers us new experiences and new lifelong friendships. The Committee members take care of each other, and Lord knows I have required help from them from time to time! I must say, the best thing that comes from serving on the MRC is the knowledge gained from our work and from our members.”

“The Committee members that I’ve worked with—past and present— have been the best, hardest working jewelers I’ve ever met!” says Wickersham. “RJO members should be extremely proud of these people. They take time away from their stores to make this organization better! My best memories are these people, who I now call friends. Without them, RJO would be nothing! They are the heart of RJO.”

Past Members of the MRC I must say, the best thing that comes from serving on the MRC is knowledge gained from our work and the members. Thanks to all that have served, given of their time and expertise.

- Mike Noe TODD ANDERSON ED BACON AG BECKER BILL BECKER STEVE COOK KATHYRN CULY TOM DAVIS TERRY DICKENS MIKE DOLAND MIKE ECKERMAN RUTH GILLAM KENT HANSEN WAYNE HORLACHER JAY HOYT BONNIE JURADO MIKE JURADO CARY KIRKBERG ESTLUND DICK KURKA HELEN LOCKHART RICH MCINTOSH BOB MORRISSEY TOM RASMUSSEN RANDY PEDERSEN DON SANBORN DICK SCHILLING WENDELL SETTERBERG MARK STADHEIM CRAIG STEPHAN RICK SWANK SUSAN THOMAS JIM TRUAX PARIS VON RABENAU ERV WILTGEN MONTY YARGER JENNIFER ZACHARIAS Thanks to all who have served, but for whom we do not have a record …

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

CALENDAR JULY 2017

AUGUST 2017

4 Independence Day observed - RJO Office closed

5-7 Mile High Style, RJO’s Summer Buying Show in Denver

7 Member Registration Deadline, Mile High Style, RJO’s Summer Buying Show in Denver

10 All payments must be received in RJO Office

10 All payments must be received in RJO Office

23 All invoices must be received in RJO Office

21 All invoices must be received in RJO Office

NEW MEMBERS Andrew Grant Diamond Center Robert Grant Westfield, MA

Referred by: Henry Goldfarb A J Goldfarb (Agem), Brentwood, NY

Celebration Jewelers Lisa A. and Craig D. Brown Battle Ground, WA Clark Avenue Jewelers Ken and Teri Heafner Billings, MT

Referred by: Doug Trimble Allison Kaufman, Van Nuys, CA

Ellis Jewelers Tim Hiatt Two locations: Lexington, NC and Kernersville, NC

Referred by: Brad Padgett Bradley’s Jewelers, Jacksonville, NC

Fisher & Sons Jewelers Craig Fisher Metairie, LA

Michael Szwed Jewelers Michael Szwed Long Meadow, MA

Infinger’s Jewelry Helen Bowers Walterboro, SC

Piper Diamond Co. Travis Piper Vincennes, IN

The Little Gold Mine Josh Pollock and Kathy Lanning Lawrenceburg, TN

Walsons And Co. Karim Valiani Cordova, TN

Referred by: Greg Nugent Camelot Bridal, Union, NJ

Referred by: Travis Piper Piper Diamond Co., Vincennes, IN

Referred by Aaron Youkillis Midwest Diamond Distributors, Cincinnati, OH

Madison’s Jewelry Robert Madison Camano Island, WA

Referred by: Aubre Ford RDI Diamonds, Rochester, NY

Referred by Sue Sanborn Sanborn’s Jewelry, Muskegon, MI

Referred by Dharm International

Wendel’s Diamond Jewelry Jon and Stuart Palestrant Lancaster, OH

Referred by: Jack Seibert Jack Seibert Jewelers, Upper Arlington, OH

Jewelers referring new members to our group 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.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.