In the Loupe March 2013

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Rock & Restock:

RJO’s Successful Return to Phoenix

Energy was everywhere in Phoenix at the RJO Spring Buying Show at the end of January.

From the well-attended seminars and exchanges, to the networking between events and even on the buying show floor, the hundreds of RJO attendees buzzed with renewed spirit that seemed to be flowing.

Rock and Restock featured the show’s triedand-true offerings of education, camaraderie and deals. Throw in a little fun, with side tours and disco dancing, and the experience resulted in “probably the best show I’ve been to in all of my years with RJO” according to a jeweler member from the East Coast.

“Buyers were passionate about restocking their stores with great new products!” says Jeff Wynkoop, of Quality Gold. “Even though a little rain fell in Phoenix, the show floor was no desert.”

Says RJO CEO Mary Peterson, “We love it when we know we’ve offered such a great show.

Just like in business, though, we’re turning our attention to the Next Big Thing, our next show in Kentucky.”

Mark Your Calendar!

July 20-22 • Fall Buying Show Covington, KY

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inside • Ring

• RJO Year In Review

• New RJO Website Launches

The Ultimate Jeweler Resource

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from Mary Peterson, CEO, RJO

Ring

hen I think of the word “ring,” the telephone initially comes to mind. I think about the fun calls I look forward to, as well as those calls that can often be demanding and exhausting. I think about how sometimes a good ol’ phone conversation can solve a lot, rather than trying to do everything via email or text. The word “ring,” also brings to mind the wonderful industry we are in and how we bring joy and lasting memories to people’s lives with our products and quality services.

My thinking then led me to the word “ringing,” as in “ringing in the New Year.” Yes, I know it is not January anymore, but I believe we should be ringing in a new year every month. It was evident at our most recent show in Phoenix that many jewelers and vendors have started this year with a new energy that can last us throughout the year. It was apparent with the activity on the show floor and the willingness by our members and vendors to create better partnerships. The vendors worked relentlessly to offer better specials and additional terms, and the jewelers were more open to viewing innovative lines and trying new programs, all in order to keep things shining for the future.

For many people a new year gets them thinking about making new resolutions, changing habits and creating better ways to do things. Every month has to be considered a new year in order for our industry to sustain itself. Every day we need to re-look at the way we do things.

I believe, in light of the current times, many positive changes, ideas and resources have been created. Many thoughts have

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been shared by industry leaders and experts on how to continue to be better at your business. If you have taken notice, those ideas aren’t any different than what has been promoted by RJO through its seminars and services for the last several years. So the good news is, retailers are listening and taking action to implement some long overdue business practices—especially in social media and technology areas.

It has always been a good idea to have good working partnerships between jewelers and vendors. If we have a “we versus them” mentality it breaks down the ability to provide for our end-consumer. In RJO, many of us have worked to create these partnerships over the years. If there is any good news resulting from our economic recession, it is that it has forced everyone to get on the partnership bandwagon.

Whether it is with better pricing, terms or service on the vendor side or purchasing new lines and utilizing marketing programs on the jeweler side, it has forced a change and a renewed interest in our business.

Predictions for our future are looking brighter. So continue to think of every month as a new year by ringing in better business practices and creating better partnerships.

Let’s keep ringing!

Mary Peterson RJO CEO

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From the NEW RJO Chat Room The Chat Room on 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 RJO Directory Peer Performance Program Travel Vouchers at Shows (offered at varying times) Free Hotel Room Incentive (at the Buying Shows) RJO Informational E-mail Blasts Purchase Vouchers (at the Buying Shows) RJO Membership Certificate Education on the Go Podcasts and Webinars Private Label Credit Card Service JewelConnect

the RJO website (www.rjomembers.com) hosts a variety of interesting discussions each month. Here’s an edited post—and responses to it—that can be found in the RJO Jeweler Business area, under the heading “LEDs”

Question: We saw the LED lights from Lustour at the Phoenix show, and I wondered if anyone has any experience with these? Their fluorescent replacements don’t require a separate power pack, they just bypass the existing ballast. Our cases have fluorescents with overhead low-voltage halogens.

My thought is to replace the in-case fluorescents and the halogens, but not the ceiling-mounted fluorescents.

Response 1: I bought a dozen overheads from them to try them out. If they work well, I think I will order the in-case lights also.

Response 2: I have no in-case lighting. I have been replacing my metal halogen lights two-at-a-time with LEDs. I love them!

Response 3: I just bought all new LED lights for the whole store (19 cases and 60 overhead MR16 replacements LED lights). Our electrician advised us to switch to have better light for the store and to use less heat. He says it lowers heating and air conditioning costs.

Response 4: We switched from halogen to LEDs last year. It lowered our electric bill by $35 per month, and it uses less air conditioning. However we switched back to seven halogen lights on our front window during the winter because of the heat they generate; otherwise the window frosted over. I’ve had several people, including traveling salesmen, comment that the store is brighter than before. We only paid 30 percent of the total, due to the state and electric company programs. Check with your electric company.

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Interest in Annual RJO-Hosted European Trips Continues to Rise For 25 years, RJO and participating retailers have experienced on-going success buying diamonds directly from the source – in Antwerp. In 2006, RJO extended these trips to include Idar-Oberstein, Germany, the colored gemstone capital of the world.

This year, RJO will launch a completely new trip, to Israel.

Complete information on all of these trips can be found on trip-dedicated web pages on the RJO website.

Antwerp Joining the buying trips to Antwerp allows you to focus on your diamond business while RJO takes care of the rest. When you take advantage of this outstanding opportunity, you receive: • Free personalized marketing support.

• Automatic enrollment in the exclusive Worldwide Diamond Importers Program.

• Free “How To” promotion guide.

• First time travelers receive a $250 travel voucher from Schurhammer Mfg. and a

$250 voucher from Rosy Blue Trading, for a total of $500 off your travel costs.

• First time travelers also receive a free television/DVD player provided by Schurhammer Mfg.

Idar-Oberstein As you finish your buying in Antwerp, enjoy this extended, hosted trip to the world’s most famous capital of fine-colored gemstones, Idar-Oberstein, Germany.

RJO vendor Hans-Dieter Haag has put together an all-inclusive package exclusively for RJO members to tour their colored gemstone factory, as well as historical sites in the midst of 2,000 years of still visible and touchable history. You may even try a little stone cutting of your own. Explore the history, taste the best wines, dine in medieval restaurants and enjoy an evening at Oktoberfest. Extend your knowledge of colored gemstones to educate your customers, build an exotic colored gemstone supply, and enjoy all the profits this trip has to offer.

Israel New in 2013, RJO welcomes you to the land of Israel and the RJO Israel Experience. Remain afloat on the mineral rich waves of the idyllic Dead Sea. Step onto the Holy Land of Jerusalem, one of the oldest cities in the world. Witness an era of the most modern technologies coalescing with a cosmopolitan lifestyle in Tel Aviv.

RJO takes you along some of the most exotic backdrops of Israel, while touring eight RJO vendors in one of the largest and most important diamond centers worldwide —an excursion that will give you a heady mix of business and pleasure.

2013 Fall Dates

Antwerp: Oct 5-10; Oct 12-17 Idar-Oberstein: Oct 10-14; Oct 17-21 first trip is hosted by Liz Schlauch and Jeff Horlacher; the second by Connie and Steve Matsen

Israel: Oct 18-26

RJO Board News During the Spring Buying Show in Phoenix, all officers retained their positions on the Board for 2013: Terry Dickens President

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Jeff Wickersham Vice President

Rich McIntosh Secretary

Bill Becker Treasurer

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RJO Year in Review: Report from Phoenix At RJO’s annual Spring Buying Shows, RJO CEO Mary Peterson hosts a luncheon for all members. The luncheon serves as both a business meeting and a Kick-off Rally for the opening of the show’s buying floor. During the luncheon, the year is reviewed, and members are shown, among other things, important statistics and facts about RJO. Shown below are selected slides from this past show’s luncheon.

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JewelConnect 2.0 Offers Exclusive Features Last fall, JewelConnect promised that the next version of their RJO-exclusive offering (aka “JewelConnect 2.0”) was going to “really blow people away.” This was according to Andrew Boundy, JewelConnect’s web developer and systems manager.

Based on the reaction to the new system’s debut at the Buying Show in Phoenix, they seem to have hit their mark. In addition to showing off a major redesign, Boundy says, “We highlighted how

we’ve deeply integrated social media, focusing on three new web applications: Gift Finder, Trending, and Pin-It. Gift Finder helps customers choose gifts by randomly generating items based on their selections, to help users discover items they might not normally come across or think of.

Trending allows visitors and store owners to view hot sellers and popular items.

Pin-It allows RJO members to attach their store to any of the items in the JewelConnect inventory. This “pinned” item, as well as the store’s customizable text (if they choose to write something) is associated with the item whenever it appears in visitors’ browsers.

Boundy and Thomas Roethling, Incom’s data systems manager and developer, also demonstrated JewelConnect’s new mobile focus, allowing jewelers to create a customizable, mobile store with its own individual QR code.

JewelConnect’s new “Pin-It” feature is among several highlighted in a new 5-minute video recently made available on the RJO website.

FREE

classifieds

For Sale: Presidium Inside Ring Engraving Machine. In mint condition. Includes: engraving diamond tip, a circular dial template, and dust cover. $350 + shipping. Call Robert or Harvey at 918-542-4127 or e-mail: hmorrison@neok.com To place your FREE classified advertisement in the next issue of In the Loupe, send your items by April 1, 2013, to Christopher Green via e-mail: sheridanavenuedesign@earthlink.net

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Remember to log-in to JewelConnect at: www.jewelconnect.com/for-jewelers and you can always email any questions to: sales@jewelconnect.com.

milestones

Harry James Winkler, third generation owner of Winkler’s Diamonds, Kansas City, KS, died March 1, 2013. He was 94. His daughter, Nancy, currently runs the business.

Ervin Wiltgen, the owner and operator of Wiltgen Jewelers, Algona, IA, passed away on Thursday, December 27, 2012. He was 84.

Our thoughts are with the families.

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JEWELER

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McArthur Jewelers: Celebrate People, Love and Life!

Keena McArthur credits World War II for the genesis of McArthur Jewelers. Her grandfather, Tom McArthur, was stationed in Europe and spent one of his leaves in Switzerland. His fascination with the country’s watch and clock craftsmen led him to pursue a selling and servicing career upon his return stateside.

“He enrolled in a watchmaker’s school in Sacramento, using the GI Bill,” says granddaughter Keena, who—along with sisters Megan and Malea—represent the third generation to continue the family business. Upon graduation he began working for Steadman Jewelers in Murray, UT, until 1950, when he moved with his little family to his hometown of St. George, UT. McArthur Jewelers opened on May 4 that year, with a location on the town’s main street. The store was next to a movie theatre because, “he thought ‘the people will leave the movie theatre holding hands, they will see my diamond rings tempting them, and she will let him know the one she wants,’” says Keena.

In 1968 Tom Jr. joined the business when his father asked him to come help just for the summer. Tom Jr. says “the summer never ended.” In 1983 Tom Jr. and his wife, Allison, purchased the business.

“We believe in the importance of educating the value of diamonds, gemstones and metals, as well as the craftsmanship involved in making quality lifetime pieces,” says Keena. “Having been in business since 1950, we are serving four generations now, and we know the value of making pieces that can be passed down. We do not focus on discounts or ‘playing the game.’”

“We do all of our jewelry repair on site by two talented jewelers,” she continues, “who do much of their work with laser welders.

Also our custom department is outstanding; some of the most incredible pieces have come from them. Along with keeping up with technology, we believe in the philosophy of ‘Hugging our Customers’—and yes, sometimes that means a literal hug—and we do what it takes to serve them and really celebrate them!”

The McArthurs regularly attend RJO’s Buying Shows and they say they enjoy them immensely. The last few years Megan and Keena have gone to the seminars and training, as well as to purchase product. They say it is a nice “change of pace” from the regular business, and it is always great to see what is new and up and coming in the industry. They also say they like reuniting with the RJO “family” friends, taking the opportunity to catch up with both jewelers and vendors alike.

Keena says that through the business, the three “strive to keep our other passions alive. Megan loves chocolates, so we have been working on ways to incorporate them into our business. I love to travel, so while doing a humanitarian trip to Cambodia (this month) I will also make a stop in Bangkok to do a little business scouting.”

“Dad and mom are huge supporters in all that we do,” says Keena.

McArthur Jewelers is located at 41 N. Main Street, in St George, UT. Phone: 888-821-0437. Website: www.mcarthurjewelers.com

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“Education On the Go” ready for a strong 2013 Last year RJO introduced a full webinar series for members, expanding upon popular seminars from the buying shows. Brad Simon, of Internet 4 Jewelers, is presenting seven upcoming webinars, beginning at the end of March. “Mobile Messaging” was held at the end of last month.

Each webinar is “held” online on the fourth Tuesday of each month, at 10 a.m. (Eastern) 9 a.m. (Central). Here is a listing of the currently scheduled webinars and their descriptions: March 26

Local Search Marketing: What Is Working Now! No aspect of internet marketing is more important to retail jewelry stores than being found in the natural search results for jewelry-related keywords in your geographical area. This recently has become more difficult as Google has made major changes to how they rank local businesses and their website. Discover what you need to do now to get your store into the top rankings and stay there.

now need a mobile app unique to their store to stay competitive. This webinar explores all the different features that jewelry stores can incorporate into a mobile app specific for their store, as well as affordable solutions to creating it.

integrate your local search marketing, social network marketing, and mobile marketing together for effective Christmas campaigns.

May 28

Sept 24

Facebook Marketing – What Is Working Now Facebook made major changes to their Business Pages throughout 2012 that had an impact on how businesses market on Facebook. This webinar looks at the best ways for jewelers to utilize Facebook in 2013 and beyond.

June 25

Put Your Business On The Map One of the biggest changes in internet marketing during 2012 was the transformation of Google Plus and Google Maps and how they impact search results.

This webinar will show you what has changed, and what you need to be doing now to be found in Google Maps.

Aug 27

April 23

Mobile Apps Mobile media is saturating the market faster than any media in history and is developing five times faster than the internet. In addition to a website, jewelers

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Christmas Promotions A great webinar for late summer or early fall, this one explores a variety of special internet promotions that jewelers can embrace to market their stores during the holiday season. Plus discover how to

Put Your Business On The Map [ Repeat of June 25 webinar ] Oct 22

Reputation Management (Customer Reviews) Word-of-mouth advertising has always been important for businesses, and the internet has only intensified it. This webinar explores how to get your best customers to leave reviews for you, where to leave them for the greatest impact and what to do about bad reviews.

You may view all previous and upcoming RJO webinars on rjomembers.com. Once logged in, go to "Education & Services" and click "Webinars."

All members are encouraged to take part in this free series and encourage fellow members to do so as well. For more information, contact Brad Simon at: www.internet4jewelers.com.

Facebook:

http://www.facebook.com/Internet4Jewelers http://FBforJewelers.com

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NEW

members

Achenbachs Jewelry

Gold Thumb Jewelry Creations, Inc.

Judy Pontiff Glen Falls, NY

Virginia Edmonston, A.J. Edmonston Frederick, MD

Alan Sutton Jewelry Alan & Jeannie Sutton Goldsboro, NC Referred by Greg Phelps, Shains of Lumberton (d/b/a Bob’s Jewel Shop) Lumberton, NC

Andrew Z Diamonds & Fine Jewelry

Andrew, Beth & Scott Zychowski Anthem, AZ Arthur’s Jewelry

James T. Messier Bedford, VA Referred by Cameron Buys, RDI Diamonds, Rochester, NY

Bijoux Sulphur’s Fine Jeweler

Annette St. Romain Sulphur, LA

Referred by Prakash Mehta, Interings, Inc., New York, NY

H. Brandt Jewelers, Inc.

31 Main St. Natick, MA Referred by George Falzon, G. Falzon & Co., Inc., Holliston, MA

Robuck Jewelers

Topeka, KS Referred by Sunny Aiya, Lustour Inc., Johns Creek, GA

Seita Jewelers

Curt & Sandi Marino Tarentum, PA Referred by Mark Helgerman, Trinity Jewelers, Pittsburgh, PA

Waddington Jewelers Ben Waddington, Jen Waddington Bowling Green, OH

Referred by Rudy Rihner, Rihners Jewelers LLC, Gretna, LA

Referred by Chris Taylor, Taylormade Jewelers, Glen Rock, NJ

Fielding Jewelry, Inc.

Yanko Jewelers, Inc.

Gerald Fielding Delphi, IN

Yanko Gonzalez Miami, FL

Referred by Mike Bertke, Bertke Brothers, LLC, Erlanger, KY

Referred by Scott Pasquale, RDI Diamonds, Rochester, NY

Thank you to the jewelers referring new members to our group. These jewelers will receive a $1,000 finder’s fee for their referral, payable after a new member has been in good standing for six months.

Make Sure RJO Has Your Most Up-to-Date E-mail Addresses To make our contacts with you more efficient and timely, RJO is increasing the use of e-mail as a contact medium.

From regular electronic newsletters to buying show announcements, our e-mail notifications are getting more common and more important.

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

Address updates and changes can be directed to Mary Harger in the RJO office at: mary@rjomembers.com or call the RJO office at: 800-247-1774.

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New RJO website offers great new tools and content More than a year in development, the new RJO website has made its debut (www.rjomembers.com). From a sleek new look to significant new content, this site serves as the online touchpoint for an RJO membership that is increasingly tech savvy and mobile.

“If you haven't been the new site, you really do need to spend some time there,” says RJO CEO Mary Peterson. “We’ve added so

many new and member-requested features that it’s a joy just to visit for both business and pleasure.”

A training video on the site will soon be greeting members upon log-in. If you have any problems logging in to the site e-mail Sara Streb: sarah@rjomembers.com, or call in to the RJO office (800) 247-1774. Below are some highlights of the new site:

Streamlined Billing System Under “My Account,” users will find a new Invoicing Tool currently under beta testing. Here, members can view customer lists, online statements, make payments, and more. Jewelers will be able to send one check to pay for all of their RJO vendor purchases made during a billing cycle. This alleviates sending numerous checks to numerous vendors. You receive one statement – you send one check.

Education on the Go Log in here to view the calendar for RJO online offerings, including a large archive of past webinars and podcasts.

JewelConnect Updates Stay on top of the current features and upgrades to RJO’s popular online website service.

In The Loupe Read the current issue of the RJO bimonthly, or browse through ten years of newsletter archives. All online.

Chat Channel A new and improved (and improving) online chat forum. This is where members go to share, laugh and learn.

R J O ’ S

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2013 Spring Buying Show

Winners & Sponsors Prize Drawing Winners $200 American Express Card Donated by Jewelers Mutual Insurance Company Chris Grams, Melgram Jewelers $250 Legal Sea Foods Gift Certificate Donated by Connoisseur Products AG Becker, Becker Jewelers

Cash Giveaway—Jewelers

Cash Giveaway—Vendors

$100 – Carol Bacon, Bacon Jewelers $100 – Angie Becker, Becker Jewelers $200 – Jeff Krekeler, Krekeler’s Jewelers $200 – Mike Doland, Doland of Dubuque $200 – Mike Eckerman, Eckerman’s Inc. $200 – Rick Swank, Swank’s Jewelry

$50 – Michael Haider, Shah Diamonds $50 – Ben Asher, Asher $50 – Ed Waters, Kelly Waters $50 – Bill Ward, Corona

GRAND PRIZE:

$250 – Rick Heimbach, Bagley & Co. $500 – Lindsay Bagnall, Kent Jewelry $750 – Susan Weiand, Walker-n-Daughters

$500 – Maeve Marks, Marks of Design Gift Certificate to Compass Arizona Grill Donated by Waldman Co. Chip Kuntz, Chipper’s Jewelry

BUYING SHOW SPONSORS

Meet-a-Vendor Challenge

RJO thanks these vendors for their generous sponsorships of RJO’s Rock & Restock Buying Show. Their support is greatly appreciated.

ANTWERP/ IDAR-OBERSTEIN TRIP SPONSORS

32-inch LCD Flat Screen TV Donated by the Israel Experience Vendors Bill & Jennifer Zacharias, Z’s Fine Jewelry $400 Travel Vouchers for 2013 Israel Experience (2) Donated by the Israel Experience Vendors Amber Gustafson, Amber’s Design Kendall Wiley, Wiley’s Diamonds & Fine Jewelry

ISRAEL TRIP SPONSORS

$1000 all-inclusive trip to Idar-Oberstein Donated by Hans-Dieter Haag Dawn Sukach, D & D Jewelers RJO was proud to donate more than $1,260 to the Jewelers for Children Fund. Thank you to all the members and vendors who donated.

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The Ultimate Jeweler Resource

P. O . B o x 1 0 4 5 N e w t o n , I o w a 5 0 2 0 8 8 0 0 - 2 4 7 - 1 7 7 4 FA X : 6 4 1 - 7 9 2 - 9 2 5 1 r j o m e m b e r s . c o m

CALENDAR OF March 22 All invoices due in RJO Office to count towards patronage dividend.

April 10 All payments must be received in RJO Office.

April 23 All invoices due in RJO Office.

March 31

Easter

April 24 Administrative Professionals Day R J O ’ S

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events

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