In the Loupe May 2023 Edition

IN THE LOUPE

May 2 0 2 3 • I s s u e 108

SHOW REGISTRATION GOES LIVE ON MAY 10!

Philly Ready to “Let RJO Ring”

PHILADELPHIA REALLY KNOWS HOW TO HOST an event, throwing America’s first birthday party nearly 250 years ago—in 1777. It seems about time, then, RJO visits Philly at our Summer Buying Show— Let RJO Ring, from July

This Show will provide all of the opportunities and freedoms RJO members have come to expect: educational seminars and breakout sessions, keynote speakers and interactive roundtables, knowledge, fun and games, and

camaraderie, as well as the latest from the finest vendors in the world. Members will get to view the latest-trending items, to help stay ahead of the competition this holiday season.

In addition to the terrific and unique deals you’ll find on the Show Floor, your RJO membership entitles you to additional perks, including:

•up to three complimentary consecutive nights’ lodging at the host hotel—Philadelphia Marriott Downtown. Make your reservations early, as recent Shows have been very popular.

•buying discounts—via RJO Purchase Vouchers— allowing you to save up to an additional three percent on what you buy from vendors.

•optional activities, such as RJO’s Jeweler’s Jackpot, the all-new RJO Poker Run, and a spooky and exciting Philadelphia Ghost Tour.

Retailer Registration opens May 10, and your Buying Show Registration Packet should be in your hands around the same time.

The Premier Jewelers Cooperative

Remembering Kate

AS I CONTINUE TO STRUGGLE with the news of Kate Peterson’s tragic passing last month, I have—like many of you—spent time reflecting on our enormous loss. Ironically, it’s times like this when Kate would know just what to do or say. I would have leaned into her guidance.

I was lucky enough to know Kate for nearly two decades, and I wish it were more. She was generous in her brilliance and understanding in her teaching. There are few existing educational programs within RJO that don’t have Kate’s magical touch ingrained in them. She helped refocus our hosted European buying trips, she was a leader in our Next Gen Experience and Succession Experience weekends, she was a popular presenter at our Buying Shows, regularly overseeing multiple Education Seminar sessions, and she even became a meme of sorts within our Facebook portal, with numerous replies to challenging topics including some form of “This is one for Kate.”

She was a mentor (pushing me to be better), a friend (understanding when things were difficult), and a collaborator (always willing to share all she had with this group). She was adaptive and dynamic, always able to shift on a dime. It was a privilege to watch her facilitate anything and everything.

Kate was many things, but one-dimensional was not one of them. She always had a well-thought-out and understandable answer, but she also would search for a different perspective. She relished moments when a new thought or idea was presented to her. She understood the importance of communication, and she presented the most thought-provoking course on Marston’s DISC Assessment; it was a fan

RJO Board News

favorite every time she presented it. She was so amazing at understanding and relating to so many types of communication styles, knowing one style wasn’t better or worse than the other—just different. She encouraged us all to really listen and understand one another.

I can’t imagine our industry without Kate, but I truly believe her advice would be, “You got this, you will figure it out, and believe in yourself.” She believed in me and in RJO, and for that I am forever grateful.

I know so many want to honor Kate, and I am sure we will figure out ways to do so in the near future. For now, consider honoring her by:

•Donating to your local animal shelter.

•Planting a tulip or starting a garden.

•Doing something you have always wanted but have always pushed aside.

•Becoming a mentor.

•Communicating something to someone important to you—no matter how difficult—and working through the conversation.

•Letting not immediately knowing an answer keep you from trying to solve it; keep digging.

•Cheering for her beloved Bills, even if they’re not your team.

May Kate rest in peace,

Sarah Streb RJO CEO

Application requests for the RJO Board of Directors election began on April 5. The application link is here; these are the upcoming important dates for those interested in the election:

May 5: Applications Due

May 12: Ballots Sent

June 5: Votes Due

Also, ballots for the 2023 Vendor of the Year Awards were sent out on April 17 and are due May 19. This is a great opportunity to support your favorite RJO vendor partners!

S E R V I C E S

Centralized Billing

Patronage Dividend

RJO Website (rjomembers.com)

Buying Shows (Summer/Winter)

In the Loupe – RJO’s newsletter

RJO Exclusive on Facebook

Educational Seminars (at the Buying Shows)

Member-to-Member

Incentive Program (Recruitment Program)

Organized Buying Trips to Antwerp and IdarOberstein

RJO Directory

Travel Vouchers at Shows (offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational Email Blasts

Purchase Vouchers (at the Buying Shows)

RJO Membership Certificate

RJO Next Gen and RJO Succession Experiences

JewelConnect, RJOmeet.me, and RJOCustomHatch

Scholarship Opportunities (from the RJO Foundation)

From RJO’s Facebook Page

THE MEMBER-ONLY RJO EXCLUSIVE PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here is an edited exchange from a post earlier this year.

Post: Help! Two customers in the past three days have been shopping me and James Allen online. How do you compete?

Response One: When I have customers tell me they are comparing online or have looked online, I always am sure to make a point we are local, we do repairs on our jewelry, and we can turn their repair around within a day or so. I also point out they are not shipping a prized possession out for weeks at a time. The customer service usually speaks for itself. Even if it may be more than what the customers looked at spending online, it often comes down to a safety thing for most. It puts them at ease knowing what they are buying, being educated by a staff member, and having everything that could possibly go wrong be corrected—if not in the same day, then certainly within the next week.

Response Two: We had a $17K sale yesterday even though the customer was comparing online prices. We were significantly below online prices. Why? Ten years ago, we started buying big stones over the counter. It started out small and it just grew over the last decade.

As an aside, we had a snatch-and-run on that very same stone an hour earlier. Fortunately, one associate grabbed it back while the other electronically locked the door and pushed the panic button! Police arrived and made the arrest. I do not recommend this!

Anyway, we did move a nice diamond and beat yet another online seller!

Response Three: They are shopping you because they don’t trust the online company. Use your best sales presentation and, like the earlier post mentioned, tout your customer service and give them a great experience.

Response Four: Don’t lose confidence! Let your kind personality, knowledge of product, history, and reputation as a store speak for themselves. Plus, your sense as a stylist can compete with any of those who pick styles for the stars! You’re one of the best!

Does RJO Have Your Most Up-to-Date Email Addresses?

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

Address updates and changes can be directed to Erin Sharp in the RJO office at: erin@rjomembers.com

RJO Foundation Busy with Auction, Scholarships, & Cookbooks

THE RJO FOUNDATION WON’T BE STOPPING for a breath any time soon. Its plate is full of activity, including fundraising initiatives encompassing the past, present, and future.

Just passed was the auction held in March for jewelry artwork created by Mike Doland. Mike is a former RJO Foundation Board of Directors president and retired owner of Doland Jewelers in Dubuque and Davenport. Twenty-three pieces of art (examples shown below) were auctioned off, resulting in a fundraising total of more than $9,800. Photos of all of the pieces of artwork up for sale may be viewed here.

Presently going on at the RJO Foundation is the review of Spring 2023 Scholarship applications. The submission deadline was April 28, and the RJO Foundation Scholarship Committee is reviewing applications and will award the scholarships the week of May 9.

Planning is under way for future Foundation ventures, which include the selling of RJO jewelry and an RJO Family Cookbook. All items will be available at the RJO Summer Buying Show registration desk. All proceeds benefit the RJO Foundation.

Jewelry offered include popular items (from RJO’s very generous vendor partners) from past sales, and they include:

•RJO lapel pins, donated by DiaExpressions. Pins are $15.

•Diamond-shaped CZ studs, donated by Jewelers Mutual Insurance. $30 for 1 or $75 for 3.

•RJOStrong necklaces for $30, donated by AVA Couture.

•RJO logo necklaces for $30, produced by Sterling Reputation.

Recipes for the RJO Family Cookbook have been being collected for months, and the book will be filled with family favorites from your RJO members and vendors. Cookbooks will be sold for $25.

GIA Diamond Grading Course Offered in August

RJO has partnered with GIA and the Jewelers Mutual Group to bring the GIA Diamond Grading Lab to the Midwest from August 7-11. Currently only offered in New York or Carlsbad, this opportunity—exclusive to RJO retailers—will be held on the Jewelers Mutual campus in Neenah, WI. The course costs $2,750 per attendee and will be facilitated by a GIA Instructor. This initial course is full, but a waiting list has been created, pending any cancellations. For more information, call: 800-247-1774 or email: rjo@rjomembers.com

RJOmeet.Me: A “Wiki” Just for RJO Jewelers?

By Andy Boundy VRB Internet

Solutions Ltd.

IN THE LAST ISSUE of In The Loupe, I wrote about a new feature allowing RJO members to get new business with RJOmeet.Me. It’s a fortuitous coincidence, as an RJO jeweler posted on Facebook just today asking other members how to find an RJO jeweler in a different state; the information was for an established customer who was moving. Without rewriting the post, let me just say it’s easy to find your fellow RJOers online via a simple search for referrals to a known quality store, using RJOmeet.Me. So, what other new features did we launch recently?

One of the features I am personally very excited about allows vendors to write articles particular to their specific expertise, for the benefit of all RJO retailers. If you are familiar with Wikipedia, then you’re aware it is an online resource to find relevant information on a wide variety of topics. Inspired by the success and usefulness of this basic model, we launched the “RJOMeet.Me Knowledge Library.” This library is a “Wiki” by definition, as it is in fact

collaboratively edited and maintained by the users. In our case, we get straight to the valuable information by going directly to the experts.

It’s all very new, and we have only a few articles posted right now. All are worth reading by the way; some diamond info, marketing info, gemstone, and financial, too. What better way to get vendors interested than having their customers—you—suggest them as contributors? If you have a vendor you work with—and you know them to be experts in a particular field you think the RJO group would benefit from learning—let them (or me) know.

The issue with a lot of systems is informational articles turn into sales pitches. Indeed, RJO does an amazing job with Show seminars, keeping them educational and not promotional. I know, as I do several presentations, and the rules are well drilled into me. Our goal is to keep this same approach with the library on RJOmeet.Me. As such, what you’ll find—and what you’ll keep finding as we get more and more articles—is a rich resource of ideas, information, learning, and sharing that benefits

the whole group, without being subjected to a constant sales pitch.

Another advantage of having an exclusive online library of information and facts is finding the information when you need it,  without hunting around. RJOmeet.Me is smart enough to know if an article is relevant to a search you are doing. Say you search for “opal.” RJOmeet.Me shows which vendors can help–along with all their info–but the result also will display matching informational articles on opals that may help you in the store.

The RJOmeet.Me system is getting smarter every day. It remembers things it could not find, advises vendors, adapts searches to find resources you never thought were there, finds you business, connects you, and even helps you find products you’re looking for. It’s as advanced as a system gets in this industry, and it keeps getting better. Come join the fun if you haven’t already. Many already have.

And don’t forget: If you’d like to suggest a vendor as an article contributor, let RJO know, and we’ll get in touch.

RJO’s Trip(s) to Antwerp Expand(s) Due to High Demand

THIS YEAR’S RJO ROCK TOUR ADVENTURE initially offered members a single trip to Europe, from October 5-13. Demand turned out to be higher than anticipated, however, and the first trip is now sold out. So, a second trip has been developed. The dates for this second trip are October 8-18.

This annual RJO trip includes two packed days filled with gem buying, education, and exploring in IdarOberstein, the color capital of the world (hosted by RJO's own vendor partner, Rolf H. Muller). In Antwerp, you'll enjoy the world famous Diamond District, as well as many hosted receptions and

dinners, and finally an extended trip to London with your RJO hosts.

This year's hosts—Nancy Marchell, of Signature Jewelers in Grand Forks, ND, and Erika Godfrey, of Hawthorne Jewelry in Kearney, NE—are eager to answer questions about the trip and share their stories to encourage you to sign up! is open now. If you have ever thought about traveling to Europe with RJO, sign up today!

To learn more about the 2023 trip, visit this page at: rjomembers.com, or contact Jodi at the RJO office at: jodi@rjomembers.com or: (800) 247-1774.

Vendor Profile

SMI Diamonds: Customers Are Our Top Priority

ALONG THE MISSISSIPPI RIVER, about a 90-minute drive southwest of Minneapolis, lies Wabash, MN. There you’ll find SMI Diamonds, a wholesaler of natural and lab-grown diamonds and finished jewelry. SMI Diamonds joined RJO as a vendor in April 2022, which was a very busy month for the company.

Sharad Chib and Melissa Velarde, co-founders and partners, acquired Schurhammer Manufacturing Inc., which operated in Wabasha for more than 100 years. The co-founders bring a broad range of experience to SMI. Velarde has been in the wholesale diamond industry for 22 years and is obsessed with flowers and making floral arrangements. In addition to his SMI duties, Chib also is an executive film producer focused on mission driven stories, having produced the award-winning film The Killing of Kenneth Chamberlain with Morgan Freeman. He also provides business model transformation consulting.

Chib states, “SMI is building on the former company’s experience by expanding and diversifying inventory of quality diamonds and offering services that go above and beyond our clients’ expectations. Perfection inspires us!”

Velarde says, “We supply natural and lab-grown loose diamonds from certified stones to our, 'I LOVE YOU Diamond Jewelry Collection,' ranging from stud earrings to tennis bracelets, pendants and engagement rings. The Collection gives you the ability to mix and match from a range of leading diamond categories to create a presentation that is right for our clients’ business. We offer best-selling packages to choose from, complete with an I LOVE YOU diamond jewelry report.”

The I LOVE YOU Diamond Jewelry collection is handselected for fine premium-make diamonds that are noticeably whiter and brighter than the industry, and they are laser engraved for security with “I LOVE YOU” (and a number).

Chib also notes SMI Diamonds’ expertise in a wide range of bench work services. He says, “We also have a bench jeweler specializing in bringing fine jewelry back to life. Our jewelry services include diamond setting, prongs, clasps, polishing and refinishing, ring sizing, earrings, diamond resizing and cutting, and repairs.”

Chib says RJO members might also know of SMI Diamonds’ “generous memo programs, flexible stock options, marketing support, and a range of services to help our clients close the call and succeed with their business.”

“Buying a diamond or piece of fine jewelry is a very personal experience and signifies some of life’s most memorable moments,” explains Velarde. “It can also be very confusing for the consumer. No matter the amount of the purchase, we believe all consumers deserve a transparent buying experience that provides them with a proper education. We provide resources on our website and educational materials to better help customers understand terminology and quality so consumers can ask the right questions and make an educated purchase. Although we don’t sell directly to the consumer, we connect them afterwards to our RJO partners in their respective area.”

With just a month past its first anniversary as an RJO member, SMI Diamonds has come to appreciate all RJO offers.

“We love the culture and connected community RJO has established during its tenure,” says Chib. We’re especially impressed with the RJO Foundation’s mission and vision to ensure the continued growth of the industry by proving educational opportunities and scholarships for its retailers, vendors, and their employees.”

SMI Diamonds is located at 128 Main Street W. in Wabasha, MN. Phone: (651) 565-4521 Website: www.SMIdiamonds.com

RJO Summer Buying Show

Sneak Peak: Fun & Games

Keynote Speaker: Avish Parashar

"Say Yes, And!” A Powerful Way to Embrace Change, Transform Relationships, Break Down Barriers, and Unlock Greatness

A high-energy, hilarious, interactive presentation, Avish combines improv comedy performance, audience participation, engaging storytelling, and impactful content into an experience that will have you walking out the door inspired to say “yes, and!” to others, to change, and to themselves.

Monday-Funday Keynote Speaker: Mack Dryden

Managing Change with a Chuckle

Mack’s well-researched—and, of course, very funny—presentation will help members learn the tools they need to navigate the uncomfortable changes and transitions they face and explain why changes aren't transitions and vice versa. They'll also learn all this while being thoroughly entertained by one of the top humorists in the country.

GAMES

Monday, July 31

Jeweler's Jackpot

RJO will have a drawing for retailers, and the winners will receive a JACKPOT to spend at participating vendors booths on the Show Floor Monday ONLY. All RJO retailers present at the Show will be eligible to win. Must be present to win. Sponsored by your RJO participating vendors.

Monday, July 31

New: RJO Poker Run

Retailers will collect up to 7 cards from participating vendors’ booths and use 5 to create their best poker hand. Winners will receive a travel voucher for the 2024 Palm Spring Show! Cards must be turned in by noon; winner will be announced at 12:30 p.m. (prior to the Jeweler’s Jackpot). Must be present to win. Sponsored by your RJO participating vendors.

2023 Summer Buying Sh

Philadelphia—known as the City of Brotherly Love—will serve as the host for RJO's Summer Buying Show at the end of July. The metro Philly area comprises a population of nearly 1.6 million, and the city is home to two dozen Fortune 500 companies, including Comcast, GSK (Glaxosmithkline), Rite Aid, and PNC Financial Services Group.

Philly has more than 2,000 outdoor murals, earning itself the title of “mural capital of the U.S.” It is a city of many American firsts, including the first zoo (the Philadelphia Zoo), hospital (The Pennsylvania Hospital, founded by Benjamin Franklin), and medical school. It also is the home of Independence Hall and the Liberty Bell.

Philadelphia has served as a location for a number of movies, including Rocky, Creed, Trading Places, The Sixth Sense, The Italian Job, National Treasure, and of course the award-winning Tom Hanks film Philadelphia. Philly is also the birthplace for a number of famous people, including NBA greats Wilt Chamberlain and Kobe Bryant; comedian Kevin Hart; actress Princess Grace (Kelly) of Monaco; actors Richard Gere, Kevin Bacon, and Jack Klugman; singers Marian Anderson, Billie Holiday, Jim Croce, and Frankie Avalon; magician Teller (of Penn and Teller); and Larry Fine (of The Three Stooges).

We’ve put together some preliminary information about the Buying Show's host hotel and city. We hope it helps you start your preparations for July.

A Quick Cheat Sheet to Philadelphia

Laws to follow:

— You cannot sing in the bathtub in Philadelphia

— No more than 16 women may live together under one roof

Words to know:

— Woodar (water)

— Jawn (literally means any noun). ”Jawn” is a slang term local to Philadelphia and the Delaware Valley that may refer to a thing, place, person, or event, substituting for a specific name.

— Greasy pole (a tall pole made slippery with grease, making it difficult to climb).

Songs to play:

Let’s ignore Philadelphia Freedom, Elton John’s love letter to his friend Billie Jean King and her professional women's tennis team, the Philadelphia Freedoms. Instead let’s focus on these classics of “The Philly Sound:”

The O’Jays – Love Train

The Delfonics – La-La (Means I Love You)

Patti Labelle – Love Need and Want You

The Spinners – The Rubberband Man

The Stylistics – Betcha By Golly Wow

Billy Paul – Me and Mrs. Jones

Lou Rawls – You’ll Never Find Another Love Like Mine

Harold Melvin & the Blue Notes – If You Don’t Know Me By Now

Philadelphia, PA

July 28 - 31

Our Host Hotel: Philadelphia Marriott Downtown

This stylish downtown hotel places you only steps away from Reading Terminal Market, Independence Hall, and the Fashion District, for limitless adventure and discovery. The hotel features Starbucks coffee and grab-and-go breakfast on-site. The Marriott's location is great for walkers, yet guests may also stay active with the 24-hour fitness center and indoor pool. Afterward, relax and settle into the deluxe bedding of one of the well-reviewed rooms and suites. Among its distinctions is a housestaff regularly referred to as "wonderful," "very thorough," and "helpful."

Book your rooms early by clicking here.

Best Place to Eat in Downtown Philadelphia: Reading Terminal Market

Take a three-minute stroll to the northeast out our host hotel doors and you'll find the Reading Terminal Market. Named a TripAdvisor Travelers' Choice Winner in 2022, the Market is the largest indoor market in the country and is home to more than 80 merchants. On any given day one can find an eclectic array of fresh-baked Amish goods, produce direct from the field, unusual spices, free-range meats and poultry, flowers, ethnic foods, and much more. One-hundred thousand Philadelphians and tourists pass through the Reading Terminal Market every week enjoying its exceptional products, history, and people. Reading Terminal Market is located at 1136 Arch St, in downtown Philadelphia.

Domestic Airlines Serving Philadelphia International Airport (PHL)

The Philadelphia Marriott Downtown is located at 1201 Market St.

Jeweler Profile

Eaton’s Fine Jewelry: Customers Leave as Friends

The start-up stories for many RJO jewelry businesses go back generations, but for Eaton’s Fine Jewelry in St. Albans, VT, owners Jeff and Vicki Eaton are just the first generation. Their start-up story, though, has a twist.

St. Albans is a small Vermont town—in fact the only one in the county—and its population is about 7,000. Its location is 12 miles from the Canadian border, and the outdoors-focused surroundings attract a wide range of visitors, from attendees to the week-long Maple Festival, which wrapped up just last week, to the amateur cryptozoologists visiting nearby Lake Champlain, hoping to get a glimpse of Champ, the Loch Ness monster cousin that reportedly inhabits its waters.

Jeff started work in the town’s jewelry store in 1991, eventually becoming the store’s bench jeweler. In 2005, Jeff and Vicki got married and within their first year together, the store Jeff was working at decided to close after more than 50 years. The newlyweds decided this might be the time to open their own store, but they kept the idea to themselves throughout the Going-Out-of-Business sale. Two weeks after the store closed, Eaton’s Jewelry opened, with excitement, smiles, and dreams.

Oh, and no inventory.

“We opened our store in 2006 with no inventory at all,” says Vicki. ”We had no money since we had only been married a little over a year. We opened in the same spot two weeks after they closed. Yet, within a month we had full showcases, due to the vendors knowing Jeff, and they gave us Christmas dating. Our strong growth can be attributed to Jeff’s reputation of honesty and integrity. His customers have come to know and trust him for many years. We opened August 1, 2006, and as of today, we now own the building as well.”

Eaton’s offerings are those you might expect from a store servicing a small community: 14K gold chains, diamond earrings, and ”just about any kind of bracelet,” says Vicki.

“Trending is the petite layering gold and silver necklaces, cuff earrings from Ania Haie,” she says. “Also, we do really well with LaFonn.”

It’s not difficult for others to imagine what goes on inside at Eaton’s, since the store seems to live much of its life on Facebook, with posts and photos updated almost daily.

“The staff member who maintains our Facebook posts is Jennifer Williams Thompson,” says Vicki. “We have great customers who love to interact, and Jennifer can really get them going. We love to do videos, and the customers love them! We have sold thousands of dollars worth of jewelry on Facebook.”

The Eatons’ adaptability to challenges, such as COVID, has allowed them to thrive in their small-town setting.

“As far as what is new this year for us ... well that's a little tough to answer, to be honest,” says Vicki. “We have been getting many new customers, and that's always satisfying. Oh, and Jeff had an unexpected quadruple bypass just last month. That has kind of thrown a wrench in the year so far! However he is back and doing great.“

Eatons Fine Jewelry joined RJO in 2016 and will be at the Summer Show in Philadelphia.

“We enjoy visiting with the vendors, getting together with friends, and we love the casualness of the Show. Our favorite part of RJO, by the way, is the ease of bill paying.”

As to how Jeff’s recovery is going? A good indicator may come this fall.

“Jeff has an ‘89 Jeep Wrangler he does off-roading with,” says Vicki. “He trailers it out West for about three weeks in the fall and climbs rocks with it. Sometimes he goes to Utah and sometimes he goes to Texas.” Eaton's

NEW MEMBERS

Argentum Jewelry

Sally Walker

Bloomington, IN

Amor Fine Jewelry

Schneur Zalman Mikowitz

Brooklyn, NY and Woodridge, NY

Referred by Morris Esses, Malson’s Jewelers, West Nyack, NY

Castle Rocks and Jewelry

Jennifer Velasquez

Castle Rock, CO

Referred by Missy Wiggs, Stuller, Inc., Lafayette, LA

Chris Dostal’s Designs in Fine Jewelry

Chris Dostal

Rosenberg, TX

Referred by Jemini Joshi, IDD USA, New York, NY

D. Westphal Jewelers

Darren Westphal

Bradley, IL

Referred by Geno Scartozzi, Wilkerson & Assoc., Stuttgart, AR

Diamond Direct

Joe Yetter

Brea, CA

The Diamond Shop

Michael W. Haines

Lewiston, ID

Gregory’s Jewelers

Glenn & Beverly Gregory

Lillington, NC

Hollis & Company Jewelers

Jerry W. Hollis

Monroe, LA

Referred by Pady Shah, IDD USA, New York, NY

Kelley Jewelers

Kim Ingram

Weatherford, OK

Referred by John Dupont, Gems One Trading, New York, NY

Liria Gift and Jewelry

Lucas and Yajaira Belmonte

Miami, FL

Mitchell’s Jewelry

Newt Mitchell

Norman, OK

Referred by Craig MacBean, Ostbye & Anderson, Minneapolis, MN

Oaks Jewelers

Melissa Macchi

Berkeley, CA

Referred by John Scavo, Legend Jewelry, Renton, WA

Patina Jewelry + Design

Jackie Juhasz and Cheyenne Sosman

Tecumseh, MI

Referred by Craig MacBean, Ostbye & Anderson, Minneapolis, MN

Raskin’s Jewelers

Jim Carlisto Sr.

Prescott, AZ

Referred by Joe Schiavone, Z’s Fine Jewelry, Peoria, AZ

Redlands Jewelers

Brian Ahlers

Redlands, CA

Reiniger Jewelers

(4th Location)

Paul Reiniger

Effingham, IL

Reiniger Jewelers (5th Location)

Paul Reiniger

Ballwin, MO

Thacker Jewelry

Joe Thacker

Lubbock, TX and Rolling Springs, TX

Referred by Jemini Joshi, IDD USA, New York, NY

Tripp & Company Jewelers

Tripp Brackett

Dawsonville, GA

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.

An RJO Memoriam of Kate Peterson

Remembering Kate

Early Easter Sunday morning—April 9—a fire broke out in the house where Kate Peterson and her family lived in Gaithersburg, MD. The fire injured Kate and killed her three dogs. Kate was taken to the hospital in critical condition. The following Wednesday, April 12, Kate died of her injuries.

Kate started her business, Performance Concepts, in 1997. She offered consulting services, specializing in the retail jewelry industry, among others. She soon became a popular and highly respected presenter and author in the industry, regularly writing for a variety of jewelry publications and attending shows and events across the country.

Kate was an important figure in the success and growth of RJO, as noted by CEO Sarah Streb in her column in this issue. What follows are tributes and anecdotes about Kate from members of RJO and others in the jewelry world. In addition, there are small insights Kate shared with RJO over the years.

While there certainly are no true silver linings surrounding Kate‘s death, there may be a little glimmer for all of us, with the knowledge that much that was loved about her will continue on in those whose lives she touched.

On the night Kate died, her sister Beth posted this message.

Marketing and advertising are my specialties, but jewelry is the world we do most of our work in, and I am learning something new each day about the industry and the people in it. I enjoyed every opportunity I had to talk to Kate about life, family, travels, and of course, jewelry. I learned something new from her in every client meeting, every dinner, and every phone call we shared. I loved her candid, no-sugar-coat approach to difficult conversations. I will forever be grateful for our collaboration, friendship, and those opportunities to learn from one of the best!

Tammy Benda Buzz Advertising Agency Marquette, MI

The devastating loss of my dear friend and longtime colleague has left a gap I fear cannot be filled. Kate was an inspiration to all her friends, and we relied on her for guidance and direction. She will be deeply missed.

Kate was an integral part of helping Diamond Council of America (DCA) reach the success we enjoy today. She served as a DCA board member and education consultant for over twenty years. Her leadership and advice were critical to DCA. We will be less without her.

Terry Chandler President/CEO Diamond Council of

America

Kate’s Favorite Jewelry Joke

Once upon a time a thief was working a well-to-do neighborhood, and after scouting out a particular house, managed to get in through a second-floor window while the residents were away for an evening. He was stuffing his pockets with jewelry when he heard a whisper, “Jesus is watching.”

He froze, looking around for whoever said it, but after a minute of silence he started to think maybe he imagined it. He went back to rifling through the jewelry box, grabbing everything he could, when again he heard, “Jesus is watching.” This time he was sure the sound came from the corner of the room. He peered through the darkness and realized it was coming from a birdcage. With a sigh of relief, he went over to the cage and saw a parrot inside. The nameplate on the cage read “Moses.”

The thief had a little chuckle and said, “What kind of person names their parrot Moses?”

He heard a low growl from behind him as the parrot replied, “The same kind of person who names their Rottweiler Jesus.”

your stores even more ... but I don’t want to offend you or tell you how to run your business.

Her humility and kindness brought out the best in me and I answered her saying, “I am grateful for any help I can get!” That day she sent me a Honeycomb outline based on science and about how it’s empowering to women.” I read it again and again; it really helped me grow as a person, as well as my business.

Kate was one of those people you meet in life who seems to show up by coincidence ... or they were sent like angels to redirect or help us to be the best version of ourselves.

Although I’ve only had a few short interactions with Kate, she made me feel special. Capable and humble, and she walked with a quiet confidence.

Kate’s Email Signature

At last summer’s RJO Buying Show, I was posting daily videos as I was wearing my “be kind” and honeybee shirts promoting a new product. Kate came to my booth and said, “I loved your posts, and I have an idea that might help you and

That’s what I mean when I say we come across angels in life. I’ll be forever grateful for Kate’s kindness.

Ivan Levi Levy Creations Chicago, IL

Kate’s Dogs

In 2000, RJO’s In the Loupe published the cover story “Jewelers’ Best Friends,” a gallery of RJO family dogs. Since Kate was known for being a dog fan, she was invited to submit a photo, and she did. It was a picture of her goldendoodle, Stella. Within hours, though, she followed up with the photos below and the accompanying captions:

Kate Peterson was the consummate professional, and her voice and guidance were invaluable. She was a warm, welcoming presence in the jewelry community for many years. She was an excellent teacher and a gifted writer. Her articles, her store visits, and her speeches were all noteworthy. It’s hard to believe she is no longer with us, and her loss will be felt for years to come. She was a connector and a connector of connectors. I was fortunate to have Kate on the Pearls of Wisdom Podcast in San Antonio. She was always available to her peers, sharing her knowledge, and energy, with her unique charisma. Kate will always be the GOAT of Advising, Educating, and Elevating Jewelers across America, in my eyes. Rest in Power, my friend.

Elesa Dillon Southern and Mid-America Jewelry News

If you're short of interesting looking pups ... These are my step-kids:

... and my grandpup Mo.

Upon receiving a copy of the cover story, Kate responded: I LOVE it—and Stella does too. She wants to set up a play date with her co-stars!

Kate was so many things. She was a leader, a mentor, a role model and a friend. I have the greatest respect and admiration for Kate. She was the trifecta of intelligent, witty and personable. Kate was the type of person who you wanted to be around, and you always felt smarter in her presence. My favorite memories of Kate are simple ones. They are the times when I had the opportunity to sit one-on-one and have genuine, authentic conversations, often while enjoying a drink. As a mom, I admired the way Kate beamed when talking (and bragging) about her sons. From savvy crypto currency advice to news of becoming a grandmother, she was loving, happy, and proud. When I close my eyes and picture Kate, I will always see her smile and the way it glowed when she talked about her family and her dogs.

Allison Leitzel Williams Leitzel’s Jewelry Myerstown & Hershey, PA

Stella's quite a ham. Here she is with her brother-fromanother-mother Cody (also a goldendoodle).

Frenchies Elphie, Willy and Odie.

I am a third-generation jeweler, and I met Kate at the RJO Next Gen Experience in Chicago a few years ago. She quickly became a mentor to me. She empowered me to think beyond normal limits and to ask better questions. She believed in me, and I felt that. My most impactful experience with Kate was when we did the DISC workplace analysis through Performance Concepts. It was through this exercise with Kate I had the largest growth both professionally and personally. Seeing my own self from a different perspective, the good AND the bad. I remember getting emotional about the realization of what I needed to change to be a better leader and a better businesswoman.

I came back to my staff after the weekend in Chicago and they all could tell I was changed. I did the DISC analysis with my entire team, and it truly made a positive impact with my team to better understand ways of communicating and understanding each other based on our profiles.

As a young businesswoman, venturing to take over my parents’ store this December, I am heartbroken to lose an incredible mentor. I feel robbed of the knowledge that was still yet to be shared. Her knowledge, confidence, and perspective are things I carry very close to me, and no matter what I will always go to visit Kate’s Corner when I need help.

Katherine Dahlkemper

Dahlkemper’s Jewelry Connection

Erie, PA

Links about Kate’s Passing

The Centurion, April 12, 2023

InStore Magazine, April 12, 2023

JCKOnline, April 13, 2023

Rapaport, April 13, 2023

National Jeweler, April 14, 2023

Kate’s Thoughts about the Movie It’s a Wonderful Life

I've always loved It’s A Wonderful Life, but I think the reason it has become even more significant to me over the past several years is a new affinity for that last line: ‘Look, Daddy. Teacher says, every time a bell rings, an angel gets his wings.’

Personally, I’ve come to love the sound of bells ... especially with that thought in mind. Lord knows—we need all the extra angels we can get these days!

Oh ... and the bridge scene in the movie was inspired by a place in Seneca Falls, NY, a place I remember visiting as a kid growing up in Buffalo.

I had little interaction with Kate other than seeing her at Shows (always and all of them!) I had a few discussions with her about different industry things on a few occasions and enjoyed her insight. She was not only a kind and caring person that wanted to help you out; she was also very tuned in to our industry and what was going on. She was a great individual and will be missed!

Tom Nelson Nelson Jewelry Spencer, IA

Kate was generous with her knowledge and always brought energy and a collaborative spirit to everything she did. When working with Kate, anything was possible. She loved our industry. Her voice will be missed.

Cindy Chandler Director of Education Atlanta Jewelry Show

MILESTONES

APRIL WAS A SOMBER MONTH AT RJO and for the jewelry world, losing three individuals close to the heart of the organization. Our cover story remembers Kate Peterson, who was a large presence within RJO, yet as famous—or more so—outside of the organization. Two others also passed away last month, both with a long history in the organization and both dear to our hearts. We remember them below.

Our thoughts go out to the families.

Edmund “Eddy” Katz

Eddy, as he was known to all, was a business management consultant at EMKA Consult in Kontich, Belgium. He passed away on March 19, 2023.

Liz Schlauch, of Barany Jewelers in Medina, OH, and an early host for RJO’s annual Antwerp trips, posted this: Eddy was a major figure in Antwerp. A kind, hardworking man, always focused on helping everyone. Antwerp will not be the same without him. He will be missed by many.

Snima Mody Sheth of Nice Diamonds in New York, NY, wrote this: My heart is crying with the thought of losing Eddy. He introduced me to the buying groups when I worked with him for ten years. He is my mentor and my teacher. I owe my work ethics to him.

To read more RJO reactions to Eddy’s death, the original Facebook post may be viewed here.

In addition to working for Maytag in Newton, IA, for 36 years, Steve joined his wife Connie—a long-time RJO employee until her retirement last year—in hosting RJO trips to Antwerp. He also served RJO as its resident photographer, capturing Buying Shows and Europe trips for years on end. CEO Sarah Streb called Steve a jack-of-all-trades, as he gladly did whatever needed to be done during the busy Buying Show weekends. He passed away on April 28, 2023.

Julee Johnson of Julee's Jewelry in Minnesota, posted this: We will surely miss him! Many could only hope to have the relationship, the love, and the role modeling of this duo. Steve Matsen, you will always be remembered as the kind of man everyone wishes they could have the chance to meet. Your heart was so full.

Steve’s obituary may be viewed here.

Steve Matsen