November 2016 Issue

I N

T H E

LOUPE

The Ultimate Jeweler Resource

November 2016 Issue 70

VENDOR PROFILE: ELLE TIME AND JEWELRY SEE PAGE 5

JEWELER PROFILE: WINK’S FINE JEWELRY SEE PAGE 8

MARKETING MATTERS: HOLIDAY FOUNDATIONS SEE PAGE 9

COVER STORY: WHAT’S HOT FOR THE HOLIDAYS SEE PAGE 11

Buying Frenzy in Tampa FOR MANY RJO MEMBERS, the end of December will bring great sales, crowds in the store, hosting, guesting, and gatherings of family from everywhere. It’s enough to make a person want to get away.

RJO will help you do just that the first weekend in February, and despite its title, RJO’s Winter Buying Show “Buying Frenzy” will have a lot of rest and relaxation among the buying. Our host city is Tampa, the birthplace of yodeler Slim Whitman and the Cuban Sandwich. Known as the Big Guava (really) or Cigar City, Tampa will provide a beautiful waterfront elegance to an already solid and established annual Show.

Registration will open next week, and, as expected, RJO will deliver its highly anticipated exclusive membership benefits, such as: • one $250 travel voucher for each qualifying store when you register by December 28, courtesy of your generous RJO vendors; • up to three consecutive nights’ stay at the host hotel, the Marriott Tampa Waterside Hotel & Marina; and • buying discounts, via RJO Purchase Vouchers; qualifying members can save up to an additional two percent on what is purchased from vendors.

Online registration will open on Monday, November 14, and it is easy—just go to: www.rjomembers.com, log in, and go to the Buying Show section. You may also complete the Registration Form that is located on the last page of your Registration Packet, which will be mailed out in early November. Mail or fax it to the RJO office: P.O. Box 1045, Newton, IA 50208. Fax: 641-792-9251.

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In the Know with RJO The RJO Board: Dedication and Vision I COME FROM A MULTI-GENERATION, RETAIL JEWELRY FAMILY, and from stories I’ve heard from my grandfather, I have a pretty good idea of how many hats owners and managers must wear on a daily basis.

Retail is tough, no doubt, and I can’t imagine what it would be like if there was no one to help you with your problems, listen and share experiences, provide guidance on common concerns, and simply brag a little when a great sale goes smoothly.

Leaving our Board are: Liz Schlauch, of Barany Jewelers, who has served as an RJO director for 14 years; and Mark Callis, of Bichsel Jewelers, a director for three years.

Their dedication to RJO has been so welcomed and appreciated, and I hope we all let them know that. Thank you.

It’s this perspective that helps me confidently carry out the vision provided by our valuable RJO Board. The Board is made up of retail jewelers just like you, and they sacrifice their time, talent, and experience to make RJO the terrific asset it is today. In the first column on the next page, you’ll see a listing of many of the resources for members the Board has developed in RJO’s first 50 years. It’s impressive, and yet, we’re always working on ways to improve and expand these offerings.

I know this time of year is among your busiest, so I won’t lay out a lengthy appeal encouraging you to consider running for an RJO position in the future. But let that thought be an idea for you to maybe consider later.

In our recent Board meeting, it was bittersweet, then, as we said goodbye to two veteran Board members, but welcomed two new directors.

Best wishes for a happy Thanksgiving,

Our two newly appointed directors include: Nancy Marchell, of Signature Jewelers; and Erika Godfrey, of Hawthorne Jewelry.

In the weeks ahead, I hope your registers ring with sales, you’re surrounded by friends and family, and you are able to find time to appreciate and give thanks for all that is good in your life.

Sarah Streb RJO CEO

Tampa RJO Foundation Fundraiser THE SUNDAY OF OUR RJO WINTER BUYING SHOW coincides with the presentation of the NFL’s Super Bowl. In addition to creating a fun environment to enjoy the game during our Sunday evening Gala, RJO is using the opportunity to create an RJO Foundation Fundraiser—Super Bowl Squares.

This game is built around a simple 10 x 10 grid chart that calls for no skill or knowledge of the game of football. Players are randomly assigned a number (from 0 to 9) for each team.

At the end of each of the game’s four quarters, whatever the last number of the score for each team is, a payout will be given to the person who owns the corresponding square. Much more information and details may be found here.

Our generous vendors will sponsor the game’s winning payouts, so all proceeds will support the RJO Foundation. As such, sponsor logos will be prominently placed on each playing board.

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From RJO’s Facebook Page THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions each week. Here’s an edited exchange from within the last month: Post: We currently have CounterSketch but do not use it to its full potential.

Can anyone share how they advertise it? Do you have a design center set-up?

If so, could you share pictures? Thanks.

SERVICES Centralized Billing Patronage Dividend RJO Website (rjomembers.com) Buying Shows (Summer/Winter) 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

Reply One: We have two large-screen televisions at the back of the store, along with almost all of the prototypes Stuller has. I really don’t think you can sell without the prototype system in place. We use it every day, if not to do CounterSketch, then to show a customer the color combo they just picked out on their ring.

Reply Two: Ditto the big-screen TV. Use the video that Stuller provides and have it on repeat. However—with all that—I have never had a customer say, “Oh I want you to do that!” CounterSketch requires the staff to be proactive by telling the customer that any ring can be adjusted to the way they want it. Ninety percent of our custom work is staff initiated. Don’t expect the customer to lead you to it. Also, I presume you have the Stuller samples, right? If so, they are the perfect lead-in to showing modifications you can make.

Members also offered these photos:

(Recruitment Program)

Organized Buying Trips to Antwerp and IdarOberstein, and Israel RJO Directory Travel Vouchers at Shows (offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational E-mail Blasts Purchase Vouchers (at the Buying Shows)

RJO Membership Certificate RJO Next Gen and RJO Succession Experiences Private Label Credit Card Service JewelConnect Scholarship Opportunities (from the RJO Foundation)

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Vendor Profile

ELLE Time & Jewelry: The Parisians' Lifestyle ELLE MAGAZINE IS A WELLKNOWN international property, and it has used this established brand to expand the Elle reputation to include clothing, handbags, sunglasses, cosmetics, suitcases, and even cars. It is no surprise then the Elle universe encompasses jewelry, as well.

“ELLE Time and Jewelry began over a decade ago,” says Alisa Bunger, “when our owner, Felix Chen, signed a license agreement with Lagardere, the license holder for ELLE Magazine.

Our parent company, PA J, [for whom Bunger serves as National Sales Manager] is celebrating its 40th anniversary this year, which is a milestone in the jewelry industry, and we are very proud of that and of our owner, Mr. Chen.”

location changes with every piece, adding a personal touch with a beautiful and unique meaning for the woman who wears it.

“Jewelry is one of the most personal of fashion trends,” she continues, “while a timepiece is more an expression of lifestyle. Our timepieces are designed to complete a woman’s silhouette with the right accessory, to help them express their personal style, and to be able to wear a little piece of Paris every day. They’ve been designed for the smart, optimistic, fashionably self-aware woman who likes the Parisian touch.”

In her six years with ELLE, Bunger says she has seen the brand go through several changes and is proud of the fact that ELLE is now the strongest it’s ever been. Almost every brand experiences growing pains and must change as the market dictates, and ELLE has persevered when others have closed shop. Bunger says that is because of the strong partnerships Elle has formed by listening to what the retailers need to be successful.

“The ELLE brand was looking to expand into the jewelry market,” says Bunger, “and we have the design and production facilities to create a product worthy of the ELLE name. Jewelry styles change as often as fashion does, and we’re one of the few companies that can keep up with the demand that a fashion brand brings.

The ELLE jewelry collections feature many styles, colors, and materials to fit whatever mood a woman has that day.

Adding in timepieces was a natural extension.”

RJO members might be surprised to know that ELLE is more than “just another silver line” or just ”costume“ jewelry. The company handles every step of the design and production process from start to finish, and all ELLE pieces are produced in the factory it owns.

Elle jewelry also is easily identified by its trademark ruby logo, which is its signature “ELLE Beauty Mark.” This beauty mark, says Bunger, symbolizes a woman’s inner strength and beauty. The ruby is set in a square motif and its

“All of our jewelry has a finished back plate that adds to the quality level,” says Bunger. “We strive to always provide a superior quality piece at a reasonable price. We’re a complete branding experience, with new ad images twice annually, co-op contributions, hi-resolution images, custom displays, and custom

packaging. These benefits and more are provided to all RJO members free of charge.”

Bunger manages the U.S. distribution, including sales, marketing, and trade shows. She spent the first 15 of her 23-year jewelry career in a retail jewelry store, and she uses that first-hand experience to create programs that will benefit RJO members.

Participating in the RJO Facebook page is providing Elle new ways of keeping in touch with the RJO community beyond just the stores.

“We’re building new connections with other members, as well as learning what works or doesn’t work in the stores,” says Bunger. “Continuously adding to our knowledge base helps us to provide better product and better service to RJO members. We know success will only come because of strong relationships, and we value our membership in RJO because of the solid history we’ve established with the RJO Board and the members. It’s the only group we’re involved in that we’ve continuously increased our trade show space, as well as added in trade show sponsorships.”

Bunger says Elle is always looking at other brands it can add to its portfolio.

“In the past year, we’ve added STEELX, REIGN by PA J, and the Piara

by Elaine J brands,” she says. “Each offers something different than the rest, so we’re able to fulfill many store needs. STEELX is a stainlesssteel fashion line that offers jewelry for both men and women. Our REIGN by PA J Collection is all sterling silver and CZ, featuring our patented

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PLAN NOW FOR OUR WINTER BUYING SHOW!

Buying Frenzy February 2017 Tampa, FL CZ that has the look of a D-color, Flawless diamond. The Piara by Elaine J Collection is all 18kt yellow or rose gold-plated styles that are handmade and incorporate genuine gemstones, such as labradorite, smoky quartz, rose quartz, mother of pearl, amethyst, and blue topaz. RJO members can order from each of the brands under the ELLE umbrella.”

Bunger says Elle is considering two areas in which to expand: 14kt gold chains, earrings and bracelets, as well as a gold and diamond bridal line.

The 14kt gold jewelry would be in conjunction with an Italian designer.

The ELLE bridal line is another strong possibility, as it would be a limitededition collection featuring all 14kt white gold with diamonds. These are two areas Elle currently does not offer, yet are ones they believe RJO members would benefit from.

Despite the Parisian allure and worldwide connection of Elle, Bunger explains they are nevertheless a family company.

“That may be another reason why we understand the RJO mentality,” she says. “From our owner Felix Chen to his sons Dillon and Derek, or from our Executive VP of Sales Mary Milan to her daughter Melanie, ELLE Time and Jewelry understands that family can make a business stronger.

In fact, the U.S. is already grooming the future of ELLE, my daughter Michaela. She’s young, but loves her necklaces!”

Future Show Locations

ELLE Time & Jewelry is located at 18325 Waterview Parkway, Dallas,TX. Phone: 1-469-221-0866 Website: www.ellejewelry.com

August 2017 Denver, CO January 2018 Savannah, GA July 2018 Minneapolis, MN February 2019 Nashville, TN July 2019 Schaumburg, IL

Michaela

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Buying Trip Connections Are More Than Good Business RJO’S ANNUAL BUYING TRIPS TO ANTWERP AND IDAR OBERSTEIN usually comprise only the trip hosts and RJO members and their family and employees. Last month the trip had a special guest—Kate Peterson of Performance Concepts, Inc.

relationships, choosing diamonds and gemstones both for client calls and for their own inventory. I watched vendors jump through hoops to find goods to meet the need, more firmly committed to retailer success than I would have ever known possible. Mostly, I saw a tremendous opportunity for RJO members. Making your ‘RJO Connection’ to suppliers in the top diamond and gemstone trading centers of the world a key part of your store brand can be a critical and most effective element in your market differentiation and value proposition.”

“I went with the RJO group.” says Peterson, “not to buy diamonds or fabulous colored gemstones — though I must admit, I couldn’t resist!—I went to learn. To learn about the relationships between RJO members and the European vendors, about how the most successful members utilize the program to build their businesses, and to learn what, specifically, store sales teams need to know to make this key benefit of RJO membership even more valuable for their stores and for their customers.”

Tom Koosed, of Thurber’s Jewelers in Wadsworth, OH, was on the October trip, his first, and his experience reflects Peterson’s observations.

“Needless to say, the lessons were remarkable,” she continues. “I watched some of the best, as they relied on long-standing

“Though I was a ‘newbie,’ with the vast majority of the other folks being seasoned veterans of these outings,” says Koosed, “everyone

was gracious and offered me many tips and insights on marketing the trip, as well as business pointers in general. The vendors were very accommodating, and I never felt pressured to make any purchases I was not planning to make.”

Candice Milstein, of Wyatt Austin Jewelers in Schaumburg, IL, has similar thoughts about her October trip.

“The best part of the trip—besides seeing all the sights of Antwerp— were the connections I made with my new friends,” says Milstein.

“Everyone was extremely helpful and eager to share tips with me. I’m especially grateful that [tour host] Liz Schlauch allowed me to tag along with her to meetings with the diamond vendors. [Tour host] Jeff Horlacher assured me that I was okay when he saw a familiar look on my face, as I cringed at the thought of spending more, as I selected a few more diamonds.”

A beautiful October evening in Antwerp.

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Connie Matsen

“Running into the others at various vendors was like meeting up with old friends,” says Milstein. “I felt camaraderie rather than competition. We all helped each other take pictures. It was fabulous!

I’ll never forget the tray of over 180 carats of perfect octahedrons. And, they let me put my hands in there, touch and even pick up a handful!

My best ‘duh’ moment was when I realized why there were so many waffle stands on the streets. Yes, I had to eat one before I left.”

“I have heard many stories about RJO’s excursions to Antwerp,” says Koosed, “and I have always thought this would be a great experience.

I was certainly not disappointed.

From start to finish I felt the trip was very well organized and had a great mixture of business with pleasure.

The accommodations were perfect,

and the hosting by Connie and Steve [Matsen] was exceptional.

The casual time spent with everyone was such fun and I can see how awesome it will be to string a few trips together with everyone over the coming years. The sights and sounds of Antwerp were wonderful to enjoy and put the finishing touches on a wonderful journey of diamond buying!”

“Frankly, reflecting on everything I saw and experienced on the trip,” says Peterson, “I really can’t understand why every RJO member wouldn’t want to take advantage of this incredible business-building opportunity! “ “It’s not just about going to Europe, says Peterson. “It’s about your family business having close relationships with family businesses that trade at the highest levels in

the industry. It’s about trust—your trust in your supplier partner that translates to your client’s trust in you. It’s about every diamond and gemstone being important enough to be hand selected for a place in your store.”

Peterson says she will be sharing more information from her trip to RJO, including the introduction of a sales training program, at the Winter Buying Show in Tampa.

Dates for RJO’s 2017 trips are not yet set.

To learn more about this great business opportunity, contact RJO trip coordinator Connie Matsen (cmatsen@rjomembers.com) at RJO’s offices: 800-247-1774.

JewelConnect Launching Diamond Web App JEWELCONNECT, THE RJOEXCLUSIVE online marketing system has run their loose diamond library for more than five years, and it continues to display more than 10,000 stones to RJO retailers logged into the system.

Never content to rest, JewelConnect is expanding by way of a new app.

“The idea is to have the individual stores able to use this library on their own website,” says Boundy. “Before, it was limited to our PRO-templated system. We think this will add a whole new level of functionality to members’ sites and allow for stone marketing on a local and national level.”

“It was always important to have a loose stone system,” explains Andrew Boundy, JewelConnect’s designer. “As with the entire JewelConnect system, we wanted to deliver exclusive RJO resources dedicated to enhancing the overall marketing capabilities of member stores.”

The new system—which is being launched at the Winter Buying Show in Tampa—will join other enhancements to the JewelConnect system. When asked if this function was available for finished items as well as loose stones, Boundy simply says, “Watch this space.

There’s some really cool stuff coming,” eluding perhaps to an upcoming expansion of virtual inventory function for members running their own websites.

The new app is web-based, and it allows the integration of the loose stone library on any website.

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Save the Dates May 20-22, 2017

RJO is excited to have Kate Peterson of Performance Concepts, Inc. facilitate the weekend and will have updated curriculum and course content.

The overall message will stay the same, though: Preparing you and your business for succession.

Jeweler Profile

Wink's Fine Jewelry: Selling Magic Since 1963 ABOUT A DOZEN BLOCKS southwest of the campus of South Dakota State University lies Wink’s Fine Jewelry in Brookings, SD. The jewelry store was started in 1963 by V.H Winkelman, whom everyone in the small town of 22,000 people called “Wink.”

“I worked for Wink through college, says current owner Jerry Miller, “and moved away after college to work full-time at a jewelry store I worked at in high school. Five years later, Mr. Winkelman called and asked me to come back and buy into Wink’s.”

Miller purchased the balance of Wink’s in 1981, and he chose to keep the name Wink’s, but changed the store taglines to: “Take a Wink’s Home in your Eye Tonight,” ”Selling Magic Since 1963,” and “Engaging Brookings Since 1963.”

Miller’s credentials are more substantial than simply a guy who worked in—and then bought—a jewelry store.

“I am a Registered Jeweler through American Gem Society, and I consider myself an expert at picking quality diamonds,” says Miller. “I am currently on my third passport going to Antwerp to buy diamonds, both for stock and for customers to whom we pre-sell. I hand-pick a diamond in Antwerp for my customer, promising larger or better quality diamonds for their budget than what I generally have in stock.

My customers trust me, and I trust my supplier—Schurhammer’s. They have been an instrumental part in growing my diamond business to what it is today.”

Miller has been an RJO member for 30 years, and he says he’s never been afraid to jump on the latest

trends. He says RJO plays a central role in running his store.

Currently Miller is working on the busy months ahead.

“I’ve sold tennis bracelets, pastpresent-future, shimmering diamonds, and now the two-stone jewelry,” says Miller. “Companies like Ostybe in RJO are always ready with the right product for the latest trend.

I have used Jewelry Ads That Work from Mike Buley since he started doing ads over 20 years ago, and it’s great he is now RJO! I use many of his ads for the newspaper and radio.

I also use Allison-Kaufman to fill in much of my upper level of fine jewelry. In the coming year, I plan to expand my colored-stone collections and am thinking about going to Germany with RJO in the Spring or Fall to assist with that. The majority of my overflowing inventory is from RJO members.”

“We will send out 5,000 postcards with a puzzle piece on them,” he says, “and the customers can come in and see if they are the lucky prize winner. Hopefully while they are here, we will fill out a wish list with them. We also are sending out 20,000 fliers and, as a thank you to my top customers through the years, we’re also sending out 250 gift cards.”

Miller also looks to RJO with pride, as his employee and granddaughter, Samantha Jo Tupper, was recently awarded one of the RJO Foundation Fall 2016 scholarships.

His holiday activities also spread to community involvement.

“I always pick out a one-carat diamond to give away at our local Fire & Ice Gala fundraiser for CASA (Court Appointed Special Advocates for Children). We also do a Giving Tree at Christmas; if the customer donates $10 to CASA, they can pick a gift-wrapped present from our tree. This Christmas tree is filled with items from the store, retailing at least $10, but also including a diamond pendant.”

“Samantha, who happens to be the Wink's Fine Jewelry is located at 322 Fifth oldest of 34 grandkids—with one St, Brookings, SD. more on the way,” says Miller, Phone: 605-692-4623 “started working at Wink’s in 2014.

Website: www.winksjewelry.com She knew since grade school she wanted to be a jeweler. She has finished her Accredited Jewelry Professional course through GIA and is working on Diamonds and Diamond Grading, also through GIA. When finished, she plans to earn her title as a Registered Jeweler from AGS, and her goal is to own Wink’s Fine Jewelry when Grandpa is ready to retire!”

Jerry Miller and granddaughter Samantha Jo Tupper

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Marketing Matters

Christmas Success Can Lead to a Great New Year THE FLURRY OF BUSINESS during the holiday season can make it difficult to focus on the new year right around the corner. How can your Christmas push set you up for a successful 2017? Here are a few ideas that will not only set you up for success in 2017, but will also help your holiday sales in 2016.

Embrace your business, your community and your customer.

It is easy this time of year to feel you are swimming upstream against the major jewelry retailers and their million dollar ad budgets. Hard to turn on the TV or radio without being blasted by a commercial for one of those major chains. Many smaller retailers shake their heads and try to figure out how to compete. It might be a lot easier than you think.

Embrace the size of your business.

Tout your strengths, and take full advantage of them. Host a holiday kickoff event in your store. Hot cocoa and cookies in a nice, relaxed, and friendly environment go a long way with customers tired of fighting the crowds at the mall. Have a drawing for a gift certificate or solicit donations for a favorite local cause.

Make it easy for people to shop in your store. Create displays in different price ranges so people can easily shop in a price range they are comfortable. Consider extending your shopping hours into the evenings to make it easy for people to get to your store without a frantic afterwork rush.

Make sure the store looks great and—maybe as important—smells great. Retailers, especially during the

hectic holiday season, oftentimes forget to consider how the customer perceives their store. Consider all of the customer’s senses, with sight, sound, and smell being the three most important. A beautifully decorated, well-lighted store full of holiday music and the smell of cinnamon, vanilla, or freshly baked cookies will put people in a relaxed peace of mind, and they will be ready to start working on their Christmas list. If you can greet them by name when they come in your store, they will be like putty in your hands.

Now ... for 2017 …

While these customers are in your store this holiday season, take the time to engage them and to begin what could be a lifelong relationship with your store. Strong customer service and a friendly face will trump price nine out of ten times.

People like to do business with people they know and like.

education element and an opportunity. Use your e-mail and Facebook lists to offer “special” opportunities to your customer base. Maybe a preferred customer night on the eve of a big sale. Why wouldn’t you want to offer your great customers great opportunities? Don’t you think they would appreciate and feel special about those type of opportunities?

Take a small piece of every day to create relationships with your customers. Host special events, find (or create) a local charity you and your customers can support. Build a store and a sales environment people look forward to visiting, and work to establish yourself as the “go-to” place for that perfect gift for any occasion.

All of these small (but critically important) steps start during the busy holiday season when people are invited and feel welcome in your store. But they’ll carry on the year through.

Best wishes for a great holiday season!

Ask them for their contact information to create or “clean-up” an e-mail list. Send e-mails sparingly, but always include a piece of helpful information (people also like to do business with experts) and an opportunity for them to visit your store.

Ask them to “like you” on Facebook.

This gives them a chance to become part of your business’ “community.”

Post on Facebook once every week to ten days, again including an

Michael C. Woody is President and Chief Idea Officer of Capital Ideas, an advertising and marketing firm. He has been in the advertising and marketing industry for more than 30 years.

Phone: 515-556-5373.

E-mail: MichaelC@ideas2burn.com Website: www.ideas2burn.com

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Retail Merchant Services

Technology’s Influence at the Point-of-Sale New technologies, like cloud-based POS systems and mobile wallets, allow retailers to streamline operations and adopt new marketing strategies. Newly released statistics illustrate how technology influences customer service and payment acceptance.

By the end of 2016, there will be a 210 percent increase in the total amount of mobile payment transactions.

Experts predict that mobile payments will continue to grow as mobile wallets gain popularity with consumers and retailers. Mobile wallets, such as Apple Pay® and Android Pay™, often attract younger consumers who are looking to use alternative methods of payment.

“Younger consumers generally have fewer apprehensions when it comes to experimenting with—and eventually adopting—new technologies,” says eMarketer analyst, Brian Yeager. “That’s certainly true for mobile payments, where security concerns are more pronounced among older consumers. Ultimately, mobile wallets will need to have a strong

track record of security to attract more users across all demographics long-term.”

Fifty percent of consumers want the ability to buy online and pick up the product in-stores.

Consumers look to online shopping to buy more conveniently. Retailers must expand beyond brick-andmortar and establish a web presence where consumers can browse and purchase products online. Offering in-store pickup or ship-to-home options offer great value to the consumer, too.

Retailers will have a 90 percent EMV adoption rate by 2017.

Although retailers’ EMV adoption was initially low, experts predict that almost 90 percent of U.S. retailers will have EMV-capable solutions by the end of 2017. Already the standard in many other countries, the U.S. was one of the last major economies to adopt this payment technology. EMV chip cards will continue to bring enhanced security that protects retailers and consumers from card-present fraud.

“We’re seeing EMV having a positive impact on counterfeit fraud,” says Stephanie Ericksen, Vice President of Risk Products at Visa. “Merchants who implement chip, their counterfeit fraud is going down, while those still finalizing plans for the chip, their counterfeit fraud is going up.’’

Seventy-five percent of U.S. businesses with a customer loyalty program experience profitable returns on investment.

Loyalty programs are an easy method for retailers to gain repeat business and add a new revenue stream. With deals going digital, retailers can utilize new technologies for loyalty programs.

Many cloud-based POS systems offer integrated customer loyalty programs that allow retailers to process, manage, and track their loyalty programs.

“These programs are designed to get loyal customers into these stores more often, and they often work,” says Matt Schulz, Senior Industry Analyst at CreditCards.com.

“Plus, if people are loyal customers of a store, they’ll be willing to pay for these types of programs—as long as they feel like they’re getting value. That’s the whole key: Offering them something of value, something that is unique to your store and that targets the customers’ wants or needs.”

Feedback from the retail industry helps tech companies tailor products to benefit the consumer as well as the retailer, which increases overall adoption at the point-of-sale. As more solutions hit the market, retailers can explore technologies to determine which complement their business model and can help them achieve growth targets.

Article provided by MSG Payment Systems, an RJO vendor since 1993. We provide competitively-priced merchant services with time-tested, superior service.

Request your free quote today; send two recent merchant statements to 515-3347461 (fax) or hello@msgpay.com.

Questions? Please give us a call at 1-888-697-8831.

Apple Pay® is a trademark of Apple Inc. Android Pay™ is a trademark of Google Inc.

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Cover Story

What’s Hot for the

Holidays J

ewelry as a holiday gift has long been part of our history. In the 1905 O. Henry short story, “The Gift of the Magi,” a young couple seeks Christmas presents for one another, though neither has any money. Della sells her hair in order buy Jim a fob for his heirloom gold watch, while Jim sells his watch to purchase her an assortment of hair accessories. The sentiment and the story remain a classic.

In October 1922, the national publication, The Jewelers’ Circular, ran an article entitled “Big Advertising Campaign Planned.” The article detailed the National Jeweler’s Publicity Association’s plans for one of the biggest advertising campaigns in its history. According to the article, the purpose of campaign was to “make the people of the United States realize that the gift par excellence it to be obtained from the jewelry store, and that the jeweler is the one who should be elected by the public as its “gift counselor.” Jeweler as gift counselor—what a concept.

Beginning in the 1930s and 40s, the holiday catalog made it’s appearance, and jewelry had many pages to itself. To get a better idea of the role it played in holidays’ past, one can spend time on the the website Wishbook Web. This archive of vintage Christmas catalogs provides full online catalogs, starting in the 1930s, from such noted retailers as Spiegel, Sears, Lord & Taylor, Montgomery Ward, and J.C. Penney.

A review of dozens of these catalogs reveals what might be on some typical items found on women’s and men’s gifts lists from each decade.

1940s - Rhinestone bracelets, pins, and earrings in a knot design - Gold-filled cuff links with star sapphires - Topaz rings and bracelets, set with rubies in gold - Collar buttons, gold-plated - Gold-finish compact in the shape of a pocket watch 1950s - A variety of big, obviously faux gemstone rings, with an emphasis on the faux pearl - Gold-tone jewelry was a popular choice - White necklaces similar in style to the more expensive white glass flower pin - Flexible crystal bracelets and costume jewelry 1960s - Necklaces featuring geometric shapes and patterns made of colored enamel, plastic or rhinestones - Long pendants that stood out from simple printed and solid dresses - Rings with rhinestone designs got bigger and more colorful

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1970s - Choker necklaces, made of a thin velvet strip of ribbon, adorned with a cameo or some other sort of icon, perhaps a peace symbol - Necklaces of silver and turquoise. These had a Southwestern look about them, reminiscent of Native American pieces - Turquoise rings and brooches - Puka shell necklaces - The Mood ring and puzzle rings

1980s - Earrings were large and dramatic. Oversize hoops were a staple - Clip-on and gold disc earrings - Gold or gold-plated necklaces - Ropes of imitation pearls - Cocktail rings - Plastic, neon-hued jelly bracelets Move ahead to today, and jewelry still holds a warm spot on the holiday list.

So what might this year’s best-selling items be for RJO members?

RJO Vendors Tell Us What They Think Will Be The Hot Item

Frederic Duclos: A great triple strand modified love knot necklace that has been flying off our shelves. A must have for retailers this season!

ELLE Time & Jewelry: The mustard tones are a perfect mix with the smoky quartz, labradorite and lemon quartz in this collar length necklace. Sterling silver with 14kt yellow gold.

Oro International: Gold jewelry is back and it's very hot in all categories earrings necklaces bracelets. The consumer is enjoying all the varieties in color that gold offers.

Midas Chain: A 14kt yellow gold engravable bar nameplate from the East2West collection with or without a diamond.

These come in yellow, white and pink gold.

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Allison Leitzel Williams of Leitzel's Jewelry in Myerstown PA, says, “We are expecting yellow gold and unique designs, using straight baguette diamonds to be popular.”

Pam Chehade of Pamela’s Fine Jewelry in Spring Green, WI, says, “Ear pins and ear spirals, and I anticipate that diamonds will be the biggest sellers this holiday season.”

In September, Mid-American Jewelry News offered this question as part of their Retailer Roundtable column: “What do you expect to be your holiday hot sellers?”

ms This Holiday Season

Stuller: We are seeing a trend in personalized jewelry and expect it to be strong for the holiday season.

Two RJO members were among those featured.

According to Kara Tipton, of Tipton’s Fine Jewelry in Lawton, OK: Presidential election years are always a little tough on fourth quarter retail sales, given all the negative talk.

So some people will go with the basics, such as bar necklaces and diamond solitaires. We’re seeing a return to these simpler basics and moving away from big and bold. For two-stone rings, we did well with these then-new styles last Christmas, as we had them in inventory and promoted before the chain stores.

The best Christmas ever is when Christmas Eve falls on a Friday.

Sales were good, but we’re looking to improve on twostone rings over last year and related two-stone earring and necklace sales.

This Christmas we’ll also - Pam Chehade offer special diamond Pamela’s Fine promotions to help with larger diamond sales, Jewelry namely 1- to 2-carat Spring Green, WI diamonds. One-carat diamonds will begin at $2,995 and 2-carat diamonds will start at $9,995 as part of this promotion. Special financing—60 months at 9.9 percent interest or 12 months interest free—will be available. And, as part of a return to the basics, we’re seeing more yellow gold sales.

Also quoted were Darrel and Nancy Quinn, of Quinn’s Diamond Jewelers in Hilton Head Island, SC: As always, we’re hoping to do well with our diamond staples—studs and solitaire pendants. Throughout the year we’ve been filling in these diamond essentials as needed, plus bridal, of course. The holiday season is a big bridal push. We’re also looking to improve sales on two-stone rings.

Some trends we’re noticing in time for the holiday season include more interest in yellow gold. Two-tone jewelry is also gaining interest, as ladies like to mix things up, be it white gold and yellow gold or white gold and rose gold. We see this especially with convertible bracelets.

But for Chehade—and likely others as well—the best holiday seasons may have less to do with inventory, trends, or prices, but rather one specific date.

Royal Chain: Phillip Gavriel introduces popcorn mesh bracelets in sterling silver with .14 cts of diamonds and natural gemstones. Made in Italy.

“The best Christmas ever is when Christmas Eve falls on a Friday,” she says.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

CALENDAR NOVEMBER 2016

DECEMBER 2016

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All payments must be received in RJO Office

All payments must be received in RJO Office

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Retail Member Buying Show Registration opens

All invoices must be received in RJO Office to count

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towards Patronage Dividend

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Christmas - RJO Office closed

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Thanksgiving - RJO Office closed

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FREE CLASSIFIEDS

Business For Sale: The owner of a nearly 40-year-old Midwest jewelry store and full-service floral shop that includes wine, gourmet foods, and specialty gift retailer is retiring and selling the business. The retailer primarily sells diamond jewelry, engagement rings, wedding bands, unmounted diamonds, colored diamond jewelry, basic diamond jewelry, colored stone jewelry, men’s jewelry and watches, along with other items. Brands offered are: Mark Schneider, Fredrick Duclos, Elma Gil, Rego, Stuller, Citizen, Obaku, and many others. Total sales are normally near $750,000 annually. Seller financing is available; local banks and economic development group anxious to work with a buyer to keep a key main street business open, with 4-6 part-time jobs. Price: $150,000, plus inventory and real estate. For further information, please contact Brett Frevert at 402-884-0066.

NEW MEMBERS Carlson Brothers Jewelry Fred L. Hornshuh IV Tacoma, WA

Referred by: Christina Cantlin, Stuller, Lafayette, LA

Jacob Matthew Jewelers Inc. Tammy A. Haggerty Canton, MI Jay’s Jewelry Jason D. Jarnagin Chickasha, OK

Jules Madere Creative Jewelers Wayne and Alice Madere Baton Rouge, LA Luisa Graff Jewelers A. Luisa Graff Colorado Springs, CO

Referred by: Leddel Design Inc. and Parle’ Jewelry Design, Pocatello, ID

Parker Jewelers Darrell Parker Three Rivers, MI

Salem’s Jewelry John P. Salem Marble Falls, TX and Burnet, TX Talisman Collection Andrea Riso El Dorado Hills, CA Yarnal Jewelers, Inc. Sherry and Ralph Yarnal Castro Valley, CA

Referred by: Louis Collichio, RDI Diamonds, Rochester, NY

Jewelers referring new members to our group will receive a $1,000 finder’s fee for their referral, payable after a new member has been in good standing for at least six months.

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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 Hannah Green in the RJO office at: hannah@rjomembers.com

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