In the Loupe June 2021 Edition by RJO inc

I N

T H E

LOUPE

The Premier Jewelers Cooperative

J u n e 2 0 2 1 • I s s u e 97 REGISTRATION DEADLINE IS FRIDAY, JUNE 18

IN THE KNOW WITH RJO Game On SEE PAGE 2

NEXT GENERATION EXPERIENCE September 11-13 in Oak Brook, IL SEE PAGE 4

RJO MEET ME New Member Service SEE PAGE 5

VENDOR PROFILE Samuel Spil Company

SEE PAGE 6

GET TO KNOW CINCINNATI

A New Dawn Begins in Cincinnati CALL IT REVENGE SHOW-ING. With many Covid-19 precautions removed or reduced, it looks like RJO jewelers are trying to make up for lost time (and lost face-to-face time) during the past year. With a week to go before our Summer Buying Show registration deadline, it has all the hallmarks of a record-breaking Show. As evidence, registration numbers are ahead of 2019's record-breaking Summer Show, and reserved rooms in our two host hotels have sold out. With a theme of Come Together, this is the perfect time to embrace some near-normalcy and prepare for the predicted revenge shopping for the rest of the year. Economists say shoppers will have a lot of pent-up

disposable money in the months ahead, and jewelers will want to get their share. You should have received your Registration Packet by now. You may view an online version here. Here's what you need to do this week to make the rest of 2021 one for your record books: • Register for the Show; link is here. • Make your hotel reservations; link is here. • Review the RJO Safety Success Plan; link is here.

Please contact RJO Member Registration Coordinator Kristi Nelson at kristi@rjomembers.com with RJO-specific questions about the Summer Buying Show.

SEE PAGES 8-9

JEWELER PROFILE Harris Jeweler SEE PAGE 10

COVER STORY Avoiding Frauds & Scams SEE PAGE 13

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In the Know with RJO

Game On I SAW AN ITEM IN THE NEWS recently about how luxury goods and travel are hot commodities as pandemic restrictions slowly lift. This is certainly confirmed by what I’m seeing and hearing from members. Last year was a surprisingly good year, and this year is oﬀ to a record start.

employees, and to keep the doors open and survive. And ... the rules of the game were changing as we played. I’m comfortable to say today we’re no longer on the defense. We’ve come out stronger, better equipped to handle whatever is thrown our way and are able to shift and adjust our businesses as needed.

With the “revenge shopping” phenomenon spreading to consumers in the US, it seems many of our members have cases to fill, adding to our Buying Show excitement. In addition to the quality experiences we’ve come to expect at our Shows, I think there will be a dramatic increase in positivity and enthusiasm in Cincinnati. Our family has been separated for over a year, and this gathering will be the reunion to which we’ve all been looking forward.

I hope you’re feeling the same excitement—of being in control and able to look ahead. I encourage you to gather with our big RJO family next month as we Come Together—safely— in Cincinnati. Registration ends on Friday, June 18. It’ll be a reunion for the record books!

A sports metaphor comes to mind at this very moment, and I’ll share (you can pick the sport of your choosing): A year ago, we were all playing defense, trying very hard to not lose customers and

RJO BOARD NEWS WE WOULD LIKE TO CONGRATULATE incumbents AG Becker of Becker Jewelers and Jeﬀ Wickersham of Wickersham Jewelry on their re-election to the RJO Board of Directors. We also would like to thank the eight other candidates who chose to run, for their interest in serving the membership and willingness to give their time and talent to the organization. We truly appreciate their commitment! Their terms will begin January 1, 2022. The results from the election, in which 12.7% of RJO’s membership cast a vote, are shown here.

Sarah Streb RJO CEO P.S. Don’t miss the article on page 5 about RJO’s newest platform—RJOMeet.Me. It’s a game-changer!

AG Becker Becker Jewelers Inc. (incumbent) Jeff Wickersham Wickersham Jewelry Inc. (incumbent) Chad Benter VanDenover Jewelry Linda Brown Heritage Jewelers Christine Dahlkemper Dahlkemper's Jewelry Connection Mark Loren Mark Loren Designs, Inc. Doug Meadows David Douglas Diamonds & Jewelry Joe Schiavone Z’s Fine Jewelry Steve Swan Swan Jewelers Diamonds & Gold Bill Warren The Gold Mine Fine Jewelry & Gifts, Inc.

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From RJO’s Facebook Page SERVICES Centralized Billing Patronage Dividend RJO Website (rjomembers.com) Buying Shows (Fall/Spring) In the Loupe – RJO’s newsletter Free Print and Radio Ad Library (on the RJO website)

THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions every day. A recent post sought the advice of fellow RJO members regarding a curious behavior by one of the store’s employees. Here is an edited version of that exchange: Post: If your employee sends customers to a competitor—repeatedly— after being asked not to do that ... is it time to sever ties? Reply One: If you can’t change your employees, it’s time to change your employees. Reply Two: Why do you need to ask? You know what to do.

Educational Seminars (at the Buying Shows)

Reply Three: Why would the employee do that?

Member-to-Member Incentive Program

Reply Four: Starting tomorrow they need to be gone; I would not allow that.

(Recruitment Program)

Reply Five: I hate this part of being the boss. The answer lies in his repeated action. Maybe he is already going to work for them?

Organized Buying Trips to Antwerp and IdarOberstein (postponed for 2021) RJO Directory Travel Vouchers at Shows (offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational Email Blasts

Reply Six: Walk them out nicely and look for someone else. Reply Seven: Tell them since they keep sending customers to your competitor, you will release them from their employment, so they can go work for the other store, since they like them so much better. Then show them the door. End of lesson. Reply Eight: I'm going to play devil's advocate here. What is the employee sending them over there for? Is the customer looking for a branded product you don't carry? Is the customer needing a service you do not provide? Reply Nine: We send our horrible and annoying customers to our competitors! It works out great.

Purchase Vouchers (at the Buying Shows)

Private Label Credit Card Service

Reply Ten: I used to have seven mall stores, with 50-60 associates. Letting someone go is hard. However, one thing I learned is to let them go immediately so you can concentrate on the positive. And when I let someone go, I always had their final check in hand and paid them for the entire day. I also let them go first thing after opening. All my managers knew I would be the one to let them go. Always have someone with you, and do it in private. When they leave, you'll feel great!

JewelConnect

Reply Eleven: To ask that question is pretty much to answer it.

Scholarship Opportunities

Reply Twelve: Send the employee to the competitor. They are already working for them!

RJO Membership Certificate RJO Next Gen and RJO Succession Experiences

(from the RJO Foundation)

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September’s Next Gen Experience focuses on personal and business development RJO’S UPCOMING ANNUAL Next Generation Experience currently is scheduled for SaturdayMonday, September 11-13, in Oak Brook, IL. It will be held at the Hyatt Lodge McDonald’s campus. Next Gen was developed to create an impactful curriculum of hands-on learning and interactive dialogue, to aid the next generation of retail jewelers in preparing for the future of our industry and their business. The Experience oﬀers attendees the chance to work with other stores preparing for the future, through receptions, group dinners, roundtables, and curriculum sessions with industry professionals. Participants should have worked in the industry for a few years and be interested in continuing their career in the jewelry business. There is a registration fee for this program, and attendees also will be responsible for two nights at the host hotel. Information about the weekend, the hotel, and more are available in the Registration Packet. The weekend features presentations, idea exchanges, and group gatherings. The proposed curriculum for this year’s event focuses on business and personal development topics, specifically: • Business Development: The Big Picture - Your Business “Why” & Setting Core Values - Building a Team that Fits Your Core Values – Hiring & Firing Strategies • Business Development: Financial Planning - Reading Your Financial Statements - Developing Relationships with Financial Institutions - Financial Planning for Ownership and Types of Transitions

• Business Development: Communication Styles and Improving Productivity - Using Communication Style Assessment Tools

- Communicating Eﬀectively: Presenting your ideas and communicating with the older generation/owner, staﬀ and your customers - Dealing with Conflict - Discussing Ownership Opportunities • Business Development: Trends and Insight into Today’s Diamond Market (DPA) • Personal & Business Development: Making a Better You for Your Business

- Analyzing Your Business: SWOT Analysis • Defining Roles, Next Steps and Closing Roundtables RJO thanks this year’s Next Gen sponsors:

- Chic Pistachio - Federated Insurance - Ostbye - Gems by Pancis - Quality Gold - RDI Diamonds - Diamond Producers Association. Space is limited for this event; it will be a first-come first-serve basis. To learn more about the Experience or to receive a registration form, contact Sabrina Smead at sabrina@rjomembers.com.

RJO Foundation Support and Reach Continues to Grow WEAR YOUR SPECIAL BUYING SHOW apparel and show your support of the RJO Foundation in Cincinnati. The RJO Foundation supports the advancement of the jewelry industry by providing scholarships and grants to RJO retail owners, vendor owners and their employees. Through direct member donations of our generous sponsor members and vendors, as well as group fundraising eﬀorts, the RJO Foundation has awarded to-date, more than 100 RJO members nearly $60,000 in scholarships. The RJO Foundation Board of Directors meets at each of the RJO Buying Shows. Meetings contain in-depth discussions in regard to the role the Foundation will play in the industry, sustainable fund-raising campaigns, scholarship opportunities, and more.

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RJOMeet.Me: Find What You Need & Who Can Provide It

As one of the most successful retail organizations in the country, RJO excels at the depth of the relationships between and among retailers and vendors. To optimize the quality of these relationships, RJO has launched a new platform called RJOMeet.Me, where members can find, browse, and get in-depth information about RJO vendors. RJO developed the platform in partnership with VRB Internet Solutions Ltd., an RJO vendor and manager of the RJO services JewelConnect, RJOCustomHatch, and Repair.Jewelry. “From the outset, we understood the need to have a 24/7/365 platform, where vendors can demonstrate their company and oﬀerings to retailers, regardless of time, distance, and market conditions,” says Andrew Boundy, of VRB. “We built a kind of ‘virtual booth’ for vendors, available and updatable all day, every day.”

searches that demonstrate their best oﬀerings directly relevant to what retailers need. Basically, you can now easily find what you need and who can provide it to you. Our system gives every vendor the same chance to attract retailers, making sure retailers have choices, while vendors can still compete.”

“We know sometimes finding that next great line for your store can be a challenge,” says Streb. “The best place to work through this is our Buying Show, but it’s not always ‘Showtime.’ We adapted our keyword system to show members all the lines, products and ‘keywords’ they may be We built a kind of interested in. Imagine an RJO-powered search engine, providing a useful list of results, so ‘virtual booth’ for you can find things you never even knew you were looking for! Our hope is you’ll be able to vendors, available see new ideas, brands, and lines that may fit your store. We call it our ‘Research Tool’ and it and updatable all is impressive.”

day, every day.

“The idea for RJOMeet.Me evolved from the work RJO was doing in building our virtual Buying Show last year,” says RJO CEO Sarah Streb. “RJOMeet.Me is not meant to be a replacement for a physical Show, obviously, but a place to get the information you need, when you need it. We think it will become an important aspect of successful store buying.” The platform is exclusive to RJO, and upon signing in, members can search for—and browse—RJO vendors. They will find vendors’ marketing materials and general information, as well as spotlights on specials, lines, brands, and more. Boundy compares it to a favorite social media page, yet targeted to RJO members with relevant, timely, and useful oﬀerings.

“RJOMeet.Me is not a static resource,” says Boundy. “For example, when members search for something, it could happen no results are found. In a regular search engine cycle, that’s the end of that search, and it is forgotten. In this system, it was developed to identify when something is searched for without results. We then advise all RJO vendors there is a ‘hole in the market,’ allowing vendors an opportunity to potentially fill it. This turns the system into a learning machine.” Another inaugural feature of this new system is a “Memo/Sample” request system that allows retailers to select and request items from participating vendors on memo or as a sample. While similar to a face-toface interaction, this feature is not designed to replace a Show—where you can select, compare, network, and discuss—but it is designed to overcome an obstacle to online research, which Boundy says is a common request for online interactions.

“I regularly hear from members that it is not always easy to find the right company to source their needs,” says Streb. “Our RJO website contains a lot of vendor information for members, but it is set up mostly to provide contact information to vendors. Search engines provide many ways to search, but results are not always consistent or intuitive. So, I challenged VRB to address these concerns and provide some options that would add value to members.”

“We took every comment, compliment, and criticism from this past year of challenging trading—as well as lessons learned from virtual shows,” says Streb, “and we created a system to oﬀer real group-based value to retailers and vendors. Early reaction has been quite positive, so I’m excited for all of our members to give it a try.”

“We built our system to work on a specialized ‘weighted keyword’ function, a bit like your favorite search engine does,” says Boundy. “We gave the vendors ways to use these keywords to attract retailer

To login to the system, visit RJOMeet.Me, click Retailer and request a password by using your RJO ID Number (Typically three letters followed by three numbers and can be found on your monthly statement.)

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Vendor Profile

Samuel Spil Celebrates 60 Years in Business IN A PRESS RELEASE WRITTEN to mark Samuel Spil Company’s 60th anniversary, the opening paragraph tells a lot of the RJO vendor’s story with precision and flair: “When looking back at six decades of jewelry making, the formative years were the most challenging. And the best years happened when a one-man show turned into a multigenerational family business, guided by a simple philosophy: Create and make jewelry that will sell quickly, in good times and bad.” “In 60 years, we have never wavered from this business model,” says Linda Spil, president of Samuel Spil Company. Founder Samuel was born in Poland in 1919 and was the youngest of seven siblings. Due to war, he left his homeland and immigrated to Cuba at the age of 17. The family jewelry business did well for a few decades, but after Fidel Castro rose to power, Samuel sent his wife and three sons to the United States in 1960. Samuel joined them the following year. “When he arrived in the U.S. in 1961, Samuel Spil Company was formed,” says Linda. “The new company began in the Carolinas with just a few lines of jewelry but grew by selling their own—and only their own—creations. When Samuel’s three sons joined the business in the early 80s, the extra hands and the fresh perspectives—particularly those of Cuban-born son Morris—resulted in Samuel Spil becoming a nationwide jewelry manufacturing and wholesaling company.” The founding principle of providing quality jewelry retailers can sell quickly, in good times and bad, meant one thing—always having fast-selling inventory available to the retail jewelry customers. Having the latest jewelry fashions and the “oldie goldies” was paramount for success.

“We still carry the oldie goldies,” says Linda. “Retailers are excited to see they can still get them.” Samuel Spil Company will be in the New Vendor Pavillion at the Cincinnati Show, and Linda says they will be showing their entire line, including their 2021 Black Friday Collection, along with their 2021 Holiday Collection. “We love being a vendor of RJO!” says Linda. “We were beyond excited when we were approved to be an RJO Vendor in January of 2020. RJO gets the importance of the relationship between a vendor and the retailer. They are beyond helpful, and the retailers are a pleasure to work with. RJO has built such a strong community, oﬀering so many options for vendors to get information to the retailers on a frequent basis. We love how RJO is on top of things, constantly morphing as needed.” The company’s founder and namesake, plus his sons Paul and Gabe, have passed away. Honoring their eﬀorts and memories are part of observing the significance of this year’s 60th anniversary. “Sixty years ago,” says Linda, “Samuel not only started a company to take care of his own family; he also sought to create a thriving business model for future generations. His grandsons are filling the spaces and continuing the legacy of their grandfather. Joseph joined the family business in 2011, and Isaac in 2013. We will carry on with Samuel’s vision for his company. He was a hard worker and never complained about the challenges he had to overcome. Samuel always said you have to ‘dig’ for opportunities. And, we are going to keep digging.” Samuel Spil Company’s address is PO Box 78282 in Charlotte, NC Phone: (800) 438-1714 Website: www.samuelspil.com

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Jewelers Mutual Group

Buying Shows: Security for Before, During, & After The RJO Summer Buying Show is next month, an in-person event, with extravagant booths, awardwinning designs, and the opportunity to meet new vendors and greet existing ones. It may seem like more of a celebration than a business aﬀair. Don’t forget who else may be in attendance, though. Criminals mark their calendars for these action-packed events too. With such vast quantities of highvalue merchandise all in one place, criminals are naturally drawn to what could potentially be the heist of their careers. Thankfully, RJO Shows themselves are highly secured within the exhibition space they’re held in. The risk of your safety being compromised may be relatively low during the Show, but it’s much higher before and after. Keep these tips in mind to boost your security during all phases of the Buying Show.

Before • If you are taking any valuable examples to show and can’t have it shipped, utilize any security available at the location of the Show. Never trust your hotel safe will suﬃce.

• Try not to look like a tourist. Get familiar with where you need to go before you depart.

During • Provide one-on-one attention to each vendor. • Ask to be shown only one item at a time. If masks are being worn, it’s a good idea to show ID before viewing an item. • Utilize a wrist key holder or other accessory to ensure your keys are not easily accessible. It will also prevent you from setting them down and forgetting them somewhere. • Only wear your badge at the venue or oﬃcial sponsored events.

After • Take your badge oﬀ immediately after leaving the Show, so criminals can’t identify you. • Showing jewelry is meant for the Show floor, not informally back at a hotel room after hours. • Even if you are not returning with additional merchandise, avoid

displaying any bags, cases, or other branded merchandise of show vendors that could potentially make you a target. • Arrange for a ride to pick you up and avoid hailing a cab at all cost. • Stay safe and secure – enjoy the Show! Whether exhibiting or attending, everyone wants to have productive, worry-free experiences when they go to trade shows. Take some time to create a security plan that includes the show safety policy and any checklists you think will come in handy. Then meet with staﬀ to review the recommendations and address questions or concerns to ensure you, your staﬀ and others have a safe, secure and worry-free experience. For more loss prevention and risk management advice, visit the Jewelers Mutual Clarity blog. To learn more about Jewelers Mutual’s programs, including JewelPac, contact Jewelers Mutual at 800-336-5642, ext. 2118 or email: sales@jminsure.com

• Secure all locks on the hotel room doors. Also, use the peephole when someone knocks. • Be discreet and don’t share your plans or identity with other travelers. Consider creating a cover story, like you’re visiting family or going to a business conference. Get creative and be prepared to give a few specifics in case additional questions are asked about your itinerary.

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2021 RJO Summer Buying Show • OUR SUMMER BUYING SHOW HOST CITY has many nicknames, including Cincy, The 'Nati, The Queen City, The Blue Chip City, and The City of Seven Hills. It is the third most populous city in the state, with a little more than 300,000 residents. The grocery store chain Kroger calls Cincinnati home, and it is the corporate headquarters for Procter & Gamble, American Financial Corp, John Morrell & Co meats, the beloved Big Boy restaurant chain, and Givaudan, the world's largest flavor and fragrance company. Celebrities from Cincinnati include: director Steven Spielberg, author Harriet Beecher Stowe, astronaut Neil Armstrong, first woman in the United States to receive a medical degree--Elizabeth Blackwell, symphony conductor James Levine, actress Doris Day, “The King of the Cowboys” Roy Rogers, crooner Rosemary Clooney, and president William Howard Taft. Musicians hailing from Cincinnati include: Bo Donaldson ("Billy, Don't Be a Hero"), funk musician Bootsy Collins, and the Isley Brothers ("It's Your Thing"). A surprising number of movies have been filmed in Cincinnati, including 1988's "Rain Man," "Little Man Tate," "Lost in Yonkers," and "Traﬃc." We’ve pulled together some unique information about the Show and its host city. We hope it helps you with your planning.

Things You Might Not Know About Cincinnati The Music Hall may be haunted Cincinnati Music Hall is known for its chandeliers, concerts by world-renowned artists, and beautifully restored seating. It’s also known for hosting slightly less savory guests: ghosts! Featured on Syfy’s “Ghost Hunters” and believed to be haunted by paranormal experts and mediums alike, Cincinnati Music Hall is regularly touted as one of the nation’s most “haunted” sites. You can take a ghost tour if you’re not too spooked. It has the biggest Oktoberfest in the country Cincinnati’s Oktoberfest, known as Zinzinnati, is truly legendary. The biggest Oktoberfest in the U.S., Zinzinnati is held every year between Walnut and Elm Streets in downtown Cincinnati and draws from Southwest Ohio’s German heritage. Featuring food vendors who serve up German-style favorites like potato pancakes and bratwurst, alongside live music, a dachshund race called “Running of the Weiners” to kick oﬀ the party, and, of course, more beer than you could ever want, the massive event is attended by about 500,000 people annually. It’s home to America’s oldest baseball team The Cincinnati Red Stockings were founded as America’s first professional baseball team in 1869. After a tumultuous start in the National League, the team later became the Cincinnati Reds and became a charter member of the American Association in 1881. Today, the Reds play at Great American Ball Park and are considered by many to be one of the oldest surviving professional sports teams.

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Source: Culture Trip

• Cincinnati, OH • July 17-19,2021 The average high temperature in Cincinnati in mid-July is 86, and the low is 66.

Our Buying Show Location: Duke Energy Convention Center The location of our Show oﬀers visitors beautiful views of the Ohio River, sporting events, a vibrant live music scene, and nearly 100 hotels. Downtime may be spent browsing the exhibits at Cincinnati Museum Center at Union Terminal, Cincinnati Art Museum, or American Sign Museum. Notable landmarks in the area include the (haunted?) Cincinnati Music Hall, Carew Tower, and the John A. Roebling Suspension Bridge. For those who enjoy local theater, check out performances at Taft Theatre, Aronoﬀ Center for the Arts, and the Cincinnati Playhouse in the Park. Duke Energy Convention Center is located at 525 Elm St, near the waterfront in southern Cincinnati OH

Skyline Chili Located within the Duke Energy Center is Skyline Chili, one of Cincinnati's most famous restaurants. Food & Wine magazine wrote this about the restaurant: “Skyline is still the first food most people think of when it comes to the Queen City and it’s the food homesick Cincinnatians long for most. Skyline is the city’s culinary rallying cry and should be appreciated as such, even if those who haven’t had the pleasure of trying it do not agree.” From Skyline's website: “Skyline is famous for our incredibly delicious Cheese Coneys and 3-Ways. Our unique chili is still made with the original secret family recipe, passed down through generations of the Lambrinides family. It’s extremely craveable. Some would even say addictive. All we know is people love it.”

Airlines serving the Cincinnati/Northern Kentucky International Airport (CVG)

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Jeweler Profile

Harris Jeweler: Still Crazy (Busy) After All These Years IF YOU TRAVEL A LITTLE MORE than an hour north of RJO’s Summer Buying Show destination of Cincinnati, you’ll find Troy, OH, home of Harris Jeweler. Harris’ owner and president is Bonnie Harris-Frey, and she took time to tell us about her store during a period in which her store’s business is “crazy busy.” “Harris Jeweler was founded in Sidney, OH, in 1946 by my grandparents Harold and Eleanor Harris, after my grandfather returned from WWII,” says Bonnie. “My grandfather joined the American Gem Society shortly after opening, and at the time he passed away, he was the oldest living Certified Gemologist. When my grandparents retired, my father (Mark Harris) purchased the store. Multiple locations later, my father decided to consolidate our smaller stores into one larger showroom in Troy (30 minutes away from Sidney) in 2001, where we still are today. I joined the business right out of GIA in 2007, after earning my CGA from the American Gem Society, and I took over when my father retired in 2009.” “I was so incredibly lucky to come into an established business that has been around for three generations,” Harris-Frey continues. “I can’t imagine the learning curve, capital, etc., of having to open a jewelry store on your own today. I came in with a phenomenal, seasoned staﬀ and stellar community reputation, and I have developed a network of mentors and groups in the industry on whom I depend. Without those things—especially my amazing staﬀ who have a combined 200-plus years of experience in the jewelry industry—Harris Jeweler would not be the business it is today. We have experienced phenomenal growth the last three years and are so grateful for all of the help and guidance we have had along the way.”

or so, and they are quickly becoming a large part of our diamond sales.” The store’s proximity to next month’s Summer Buying Show has an advantage for the store. “We are so excited to attend the Show this year.” says Bonnie, “As it is right in our backyard, our entire staff will be attending. Some of them have never been to a Show, so it will be very exciting for them. I like to break them up in pairs and send them out for the day with a list of vendors to meet and things to buy. It is also a wonderful opportunity for the staff to meet vendors whom they have talked to on the phone for years. It also allows them to get answers to questions and learn more about products. Plus, we always take them out to a nice dinner, which is great team bonding!” Bonnie says she loves being a member of RJO, noting the value of the vendor and jeweler community, as well as having access to vendors who can offer the best prices. “The biggest benefit we receive from RJO,” she says, “is the ability to save more money through vendor discounts, and the patronage dividend checks are always a welcome surprise every year! Of course, as everyone says, the Stuller discount alone more than pays for your membership! We also love that the Shows are often in our area.” Harris Jeweler is located at 2343 W. Main St. in Troy, OH Phone: (937) 335-0055 Website: www.harrisjeweler.com

Harris Jewelers is celebrating 75 years in business this year, and part of its success comes from focusing on three key categories: bridal, custom, and estate jewelry. Harris-Frey says custom business is through the roof at the moment, as more and more brides want a one-of-a-kind ring or people want to reset heirloom diamonds. “Ever since reopening after the pandemic” she says, “business has been absolutely crazy busy. We are seeing may more large diamond sales and a big increase in traﬃc in our store. Laboratory-grown diamonds have really taken oﬀ in the past six months

The beautiful interior of Harris Jeweler. The store has been nominated as a "Cool Store" by Instore Magazine.

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NEW SAFETY MEASURES To ensure the safety of all our members & vendors, RJO has developed the RJO Safety Success Plan. Along with a photo ID and business card at registration check-in, members will need to complete a daily waiver and temperature screening to receive an approved access wristband.

ONLINE SHOW REGISTRATION

It seems like it's been forever since we all gathered in person, but that ends next month at the RJO Come Together Buying Show. Memories of great Show oﬀerings will come flooding back, you'll finally renew friendships face-to-face, and we'll do it all safely.

The fastest and easiest way to register for RJO’s Come Together Buying Show, and all its seminars and activities, is online. Visit RJOMembers.com and log in with your RJO username and password. Contact RJO at 800-247-1774 if you need a username and password.

First, we sold out the Hyatt Regency Cincinnati. Then, we sold out the Hilton Cincinnati Netherland Plaza. We're now on our third hotel—The Westin Cincinnati. If you haven't made your hotel arrangements for the 2021 Summer Buying Show in Cincinnati, book your stay TODAY!

WHO'S HERE? More than 150 Vendors. A listing of Vendors, their booth numbers and a map of the Buying Floor may be viewed here.

KEYNOTE PRESENTATION: BEATING BURNOUT

CANCELLATIONS AND REFUNDS If you are unable to attend the Show after you've registered, you must notify RJO by July 1 to avoid event charges. Please notify RJO at least 5 business days prior if you will be unable to attend events you have registered for, but still plan to attend the Show.

KYLE BULLOCK BULLOCK JEWELRY

You will discover the underlying causes of burnout and take the first steps to defeating them. If the past, crazy year has left you feeling frustrated, unmotivated, or unenthusiastic about work, this is for you. Kyle is a fourth-generation jewelry store owner, as well as a writer, podcast producer, and voice-over artist. 1:00 - 1:45 p.m.

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11 11

SATURDAY EDUCATiONAL SEMiNARS 8:00 - 8:30 a.m.

HOW VINTAGE & ESTATE JEWELRY CAN ENHANCE YOUR BUSINESS Rebekah Anderson, Earth Pebbles Estate Jewelry In this seminar we will unpack how this product category can bring higher profit margins to your store, uncover the reasons why vintage jewelry is reaching several generations of self-purchasing women, and discover interesting ways to incorporate these pieces into your showcases. 8:40 - 9:20 a.m.

PASSING THE TORCH: LESSONS LEARNED BY REAL TEAMS A panel discussion facilitated by Kate Peterson, Performance Concepts This session is a great opportunity to spend time with a panel of ‘been-there-done-that’ RJO colleagues ready to discuss their own experiences and to answer your questions. 9:30 - 10:00 a.m.

THE NEW LUXURY RETAIL PLAYBOOK – CHAPTER ONE: MANAGEMENT AND LEADERSHIP IN A WORLD OF DISRUPTION Kate Peterson, Performance Concepts Re-engage, Rethink and Reboot. Carefully examining your business through each of these phases as you move forward will help you develop a team and a plan that is resilient in the face of all types of disruption and maintains your brand diﬀerentiation and strength through whatever comes next.

PLAN

NOW

FOR OUR NEXT BUYING SHOW!

10:20 - 11:00 a.m.

NEIGHBORS HELPING NEIGHBORS: HOW SOCIAL MEDIA CROSSPROMOTIONS CAN INCREASE YOUR SALES AND LOCAL LIKABILITY Tiffany Gonzalez, Keep Me Connected Join us to find out how to plan cross-promotions with other local businesses that can successfully increase your sales. This jam-packed session will provide tangible action steps and a plan for a win-win-win promotion!

July 2021 • Cincinnati, OH

11:10 - 11:40 a.m.

MAKING THE MOST OF YOUR VENDOR PARTNERSHIPS A panel discussion facilitated by Sabrina Smead, RJO Outreach Coordinator Come meet members of your RJO Merchandise Review Committee and learn what goes in to selecting the best vendors for RJO. 11:50 a.m. - 12:30 p.m.

MEET YOUR NEWEST RJO VENDORS Presented by your new RJO vendors In the last two years, the RJO Merchandise Review Committee has selected several new companies to join RJO as vendor partners. Join this session to meet and greet your newest RJO vendors and learn why you should stop by and visit their booths inside the New Vendor Pavilion. 12:30 - 1:00 p.m.

GENERAL MEMBERSHIP MEETING Sarah Streb, CEO Join RJO CEO Sarah Streb to review the past year, discuss the current state of the organization, hear about new initiatives and see why the future continues to look bright for RJO!

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

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COVER STORY

Avoiding

Frauds & Scams Scams big and small aﬀect us all, but for the retail jeweler, these frauds can take a toll on our time, bottom line, and patience. From the Unknown Caller, whose recording tells us our car is no longer under warranty, to the recent ransomware attacks that bring businesses and governments to a halt, frauds and scams don’t seem to be going away anytime soon. Recently, a number of scams have popped up among RJO members, and we’ll take a brief look at two of these. Additionally, you’ll learn about the top scams and frauds currently facing retailers, as well as steps you can take to avoid their damage.

Scam: Copyright Violation Claim

Facebook post

This Facebook post appeared earlier this month and included the screenshot below. The poster noted "Has anyone else gotten this? I can't see anything I posted is copyrighted." Fellow RJO members immediately replied, saying they too had received similar warnings: - "I’ve been getting them saying we have copyrighted images on our website. Look totally legit with a normal email and everything. Super annoying!"

- "The third one I got this week. I deleted all of them." The confirmations were included among a number of bits of advice for the poster: - "This sounds like a scam. Don't click that link. Look at the email address it's coming from. If you click the link, it will ask you to log into your Facebook account so they can steal your password. If Facebook has an actual issue with something you've posted, they'll notify you within their own system." - "Always look at the return address. And if it it’s not visible, just hover your cursor over it. I saw one recently that said it was from AT&T, but was something diﬀerent in the address. And please, don’t download any links out of curiosity or without being certain of the company. Even e-cards or emails that are just highlighted content without explanations. Same with your staﬀ: Don't let them open attachments of a personal nature on store computers."

Scam: Fake Invoice

RJO Alert

At the end of May, RJO posted this alert on its Facebook page: "We received notice today from one of our jewelers they received this invoice claiming

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to be from JewelConnect. This invoice is FRAUDULENT. If your store receives an invoice like this, DO NOT PAY DIRECTLY and please contact the RJO oﬃce or email us at: rjo@rjomembers.com. As a reminder, you will only receive invoices for systems like JewelConnect through RJO directly."

explanation, Boundy spoke about the incident after the fact, and he had lingering concerns. "Well, at first I was very worried about our hundreds of members getting the same thing," he says. "Plus, the undoing of 10 years of work and a valuable RJO resource. To my knowledge at least, nobody else got the same thing, so after some research, I saw it for what it was - a standard ‘listing scam’ and not an attack on JewelConnect or its members." "Unfortunately, this happened to an RJO member using JewelConnect," Boundy continues, "but in so doing brought to light something that can happen to any website/domain owner. The invoice is for a listing of 'your domain' (the scammers thought the RJO member owned JewelConnect) on their website, but it had nothing to do with JewelConnect. In a way, it's a good thing they inadvertently picked on 'us' because I knew it was an attack pretty fast, and I could alert a lot more people to their scam." "I am, however, concerned with preserving the decade of member trust we have worked very hard to build for JewelConnect," he says, "so we can continue our mission to promote the 'in-store experience' over generic e-commerce, which is what we built JewelConnect to do."

This alert was followed by a message from JewelConnect's owner, Andy Boundy: "A little more info on this—it may be an issue you would be susceptible to for your OWN web domain too—so it's worth knowing about. The bad guys grab your domain name from Google and send you a bill to renew the domain with them (even though you never bought it from them). If that bill goes to someone who may not know this, and they pay it, not only can you lose your money, but your domain as well. In this particular case, I believe the perpetrators thought ‘JewelConnect’ was owned by the member (they are indexed on Google on JewelConnect), who was on-the-ball and contacted us (JewelConnect) and RJO. If you get a bill from someone for your domain name renewal (and/or JewelConnect), make SURE it is from the RIGHT company who currently provides your domain. I have seen this a few times, and I'm happy to answer any questions on this." While any damage from this fraud attempt may appear to have been resolved with Boundy's

Handling Fraudulent Store Reviews Taylor Cutler, of RJO vendor Podium, says "What we tend to tell most people is negative reviews, fake reviews, and fraudulent reviews can all be a thorn in our sides, and while we might want to put all our time and energy into getting them removed, it can be a potential waste of time. It tends to take a while to get platforms like Google and Facebook to take action on individual reviews, but businesses can spend their time better by collecting real positive reviews from their happy customers and simply bury the review under hundreds of positive ones." Cutler provided the following How-To links for more information: - How to Delete a Google Review - How to (Illegally) Buy Yelp Reviews and Why You Shouldn't Do It - Don't Buy Facebook Reviews Until You Read This - Answered: How to Remove Facebook Reviews - How to Respond to Negative Reviews in 3 Steps

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Top 10 Scams Targeting Small Businesses ... 1) Business Email Compromise An email is sent to the accountant, appearing to be from a vendor or other trusted source. The email asks for a payment of some kind or for personal business information. The request often seems legitimate. The FBI claims this effort is the cause of more losses than any other type of fraud in the U.S. 2) Phony Invoices This is where fake invoices are sent out, demanding payment for products or services never ordered or received. This often involves office supplies, website or domain hosting services, and telephone directory listings. Generally, the amount is small enough to not initially raise a red flag. 3) Directory Scams This one has been around for decades, and it often plays upon the fact most early telephone books were produced by AT&T, which used the phrase “Yellow Pages” and the logo of walking fingers. AT&T never trademarked either, so an entire fraud industry popped up, sending out invoices for phony telephone business listings. In some cases, the directory will technically exist, but won’t actually be distributed to potential customers. Businesses are often billed hundreds of dollars for listing services they didn’t agree to or for ads that were never placed. 4) Stolen Identity Scammers set up fake websites and take over your company name and web address. This may include the blatant copying and misuse of company logos and website content—to impersonate a business and deceive unsuspecting visitors. Companies don’t necessarily lose money, but often their reputation is hurt by unsuspecting customers. 5) Charity Pitches Most businesses are regularly asked to donate funds to legitimate charitable causes, but it’s important to know your charity, to avoid falling victim to fraudulent or deceptive charitable solicitation schemes.

6) Phishing Scams Similar to #1, phishing scams attempt to steal sensitive business information, legitimate-looking emails or text messages. The links within these messages are the greatest concern. To be safe, hover over the link with your cursor to see the real sender address. Also, be sure your computer has the proper firewall and computer protection software. 7) Office Supply Scams Instead of receiving an email, a business may get a phone call from a known company with whom you may have done business with in the past. The scam caller will try to sell the business surplus merchandise at a reduced price and then take a payment over the phone ... for merchandise that doesn’t exist. 8) Coupon Books Retailers are often approached to participate in coupon book promotions, in which the business offers discounts or extras in the books sold to consumers. Problems occur if the promoters change the coupon terms, oversell the books, or distribute them outside the company’s normal business area. Make sure the coupon book is being promoted by someone you trust, and the terms and conditions are clearly spelled out. 9) Vanity Award Scams This scam typically comprises an email which congratulates the owner on their selection for an award, offering a link for further details. Claiming the honor often involves paying a significant fee. Always research the organization offering the “award.” 10) Overpayment Scams This fraud involves your business being sent a check for more than an amount you are owed. The sender immediately notices the “overpayment” and requests you immediately cash the check and wire back the extra amount. The result is the check eventually bounces, and you’re responsible for the full amount, including what you wired to the scammer.

... and Tips to Avoid Them Keep good records. Keep documentation of all orders and purchases to help detect bogus invoices. Be extra careful with payment procedures. Establish payment authorization procedures, including a multi-person approval process for transactions above a certain dollar threshold.

Avoid some payment methods when possible. Wire transfers, pre-paid debit cards and gift cards are scammers’ preferred methods of payment. Always confirm any request for payment are verified by an authorized source. Also, try to pay by a written check from the company. That way, a paper trail has been created.

Double check vendors. Make sure the business billing you is a business you’re familiar with and normally do business with. Protect your devices. Have proper computer protection software and a firewall. Don’t click on links inside unsolicited e-mails.

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Be careful what information you share. Do not provide personal, business, or financial details to anyone you don’t know. Spread the word. If your employees know about the scam, they’ll be more likely to spot it. Tell your colleagues, too. Source: Better Business Bureau

MILESTONES William “Will” Charles Blackmon, owner of Blackmon’s Jewelry Repair and Mfg. in Newberry, SC, died March 25 at the age of 51. George Kilko, co-owner of Cameo Jewelers in Chardon, OH, passed away on March 30 at the age of 78.

Our thoughts go out to the families.

CALENDAR June 2021

July 2021

10 All payments must be received in RJO Oﬃce

4 Fourth of July

18 Member Summer Buying Show Registration closes

5 Fourth of July observed—RJO Oﬃce is closed

20 Father's Day

9 All payments must be received in RJO Oﬃce

21 First day of Summer

17-19 Come Together Summer Buying Show, Cincinnati, OH

23 All invoices must be received in RJO Oﬃce

NEW MEMBERS Ashley Brooke Jewelry Ashley & Anthony Nisley Aurora, NE

Emigh Jewelry Company Robert Emigh Butler, PA

Referred by Michael Szwed, Michael Szwed Jewelers, Longmeadow, MA

Daniel’s Jewelers Daniel & Jane Geimer Bluﬀton, IN

JR Hofstetter, The Family Jeweler James Hofstetter Jeﬀerson, OH Referred by Tom Hunter, Allison Kaufman, Van Nuys, CA

Hodges Jewelry Company Robert Hodges Camilla, GA and Pelham, GA Referred by Earl Butler, KE Butler & Company, Vidalia, GA

Referred by Duke Thames, Merit Diamond Corp., Hollywood, FL

Pettit Jewelers Cheri Nicole Pettit Philadelphia, MS Referred by Anish Desai, Star Gems, Atlanta, GA

Jeﬀrey Jewelry Ty Cooper Tiﬃn, OH

DeAngelis Jewelers Michael & Jenny DeAngelis Germantown, TN Referred by Bill Warren, Gold Mine Fine Jewelry, Hudson, NC

Referred by Alan Miller, Alan Miller Jewelers, Oregon, 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.

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