I N
T H E
LOUPE
The Ultimate Jeweler Resource
September 2014
Issue 57
More Than Ten Million Reasons Why RJO’s Minneapolis Buying Show Was Record-Setting
THE RJO SUCCESSION EXPERIENCE October 19-21 Hyatt Lodge in Oak Brook, IL SEE PAGE 2
FROM THE RJO CHAT CHANNEL How do you find employees? SEE PAGE 3
JEWELER PROFILE Burkes Fine Jewelers: It’s a Northern Neck Tradition SEE PAGE 5
VENDOR PROFILE
MINNESOTA MAY BE KNOWN as “The Land of 10,000 Lakes,” but this past August 16-18, it became known as “The Land of $10 Million in Sales.” Spurred by the attendance of more than 300 stores and a record number of vendors, this Fall’s Buying Show was a hit in many, many ways. Themed “There’s No Business Like Show Business,” this Show offered a tried-and-true schedule of educational seminars, giveaways, new and exciting vendor lines, along with Show-specific deals. A popular new feature— the RJO Idea Center—was accompanied by the even newer RJO Idea Share meetings. And, of course, there was the record-setting buying by attendees. RJO CEO Mary Peterson says she is pleased, but not surprised by the new record. “I’ve seen this coming for a few years,” she said. “Each show gets more and more valuable for our members, and our vendors don’t hold back in offering RJO their best lines with their best prices.” Be sure to mark your calendars for the next Buying Show: RJO Round-Up, January 24-26, 2015, in San Antonio, TX.
JewelConnect Committed to "Shop Online, Buy In-Store" SEE PAGES 6-7
RJO BUYING SHOW AWARD AND PRIZE WINNERS SEE PAGES 10-11
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The RJO Succession Experience: October 19-21 Goals:
Participants:
- Create an impactful curriculum of hands-on learning and interactive dialogue to aid member stores in preparing for the future of their business, as well as their own personal future. - Aid participants in the development of a viable succession plan. - Engage participants to ensure continued learning occurs after the initial gathering. - Create a network of fellow jewelers for mutual support. Curriculum: - Assessing your current situation
- The program will be specifically directed to member stores who will be completing a succession plan within three to eight years. - Participants need to be prepared to do pre-work prior to attending. - Participants will write their plan during the experience, based on information shared. Logistics: - Two-day event: From 3 p.m. on Sunday, October 19 to noon on Tuesday, October 21. - Host hotel: Hyatt Lodge in Oak Brook, IL.
- Identifying your personal goals
- Participants will pay for their hotel room at a rate of $149/night.
- Identifying the needs and goals of other stakeholders
- RJO and sponsoring vendors will host receptions, meals and breaks.
- Management succession - Defining your current income and the dependence on the business for future income - Valuation: How much is my company worth and exploring options for selling/transfer of assets - Exit strategies - Writing your plan - Next steps: Meetings to be held and with whom
Registration: - Registration fee: $375/person. - Space is limited. Registrations accepted on a firstcome basis. - To register, contact Mary Peterson at maryp@rjomembers.com or call (800) 247-1774 and ask to speak with Mary Peterson.
FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
From the RJO Chat Channel THE CHAT CHANNEL ON 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 “Finding employees ...”
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 RJO WEBSITE)
THE
EDUCATIONAL SEMINARS (AT THE BUYING SHOWS) MEMBER-TO-MEMBER INCENTIVE PROGRAM (RECRUITMENT PROGRAM) ORGANIZED BUYING TRIPS TO ANTWERP AND IDAR-OBERSTEIN, 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 EDUCATION ON THE GO PODCASTS AND WEBINARS PRIVATE LABEL CREDIT CARD SERVICE JEWELCONNECT
Post: How do you find employees? I’m looking for sales associates. I offer a starting pay of $9 an hour, depending on experience. To advertise for my small town on Monster Jobs is $300 for 30 days. Craigslist is another option. Facebook seems to bring in the most worthless people (i.e., people who are content with minimum wage and would prefer to just sit on their butts). I really have to sift through them. Feels like I go through 100 people to find the one good person. Just curious if anyone has found a better way? Response One: All of our employees have been customers in the past whom we get to know, and it has worked well for us. When we look for new employees, we work with our current employees, try to come up with some names, and then contact them. This is how we have come up with our last four. Response Two: We find that some of our best come from middle-aged folks who have just become Empty Nesters with the last of their children off to school. We also find that persons with a farm upbringing are better workers. Response Three: We post on the local college employment website. I’m having a heck of a time finding my latest replacement. I’ve been searching since April. We got as far as the background check on my last attempt; I’m still looking. Response Four: Two good hunting grounds are better restaurants and retailers. I’ve had two former wait-staff folks that were great. My wife knew a saleswoman at Nordstrom who was amazing. I asked her if she’s ever thought about working in a jewelry store, and she looked me in the eye and said she had, but said she couldn’t make the 60K in commissions that she was earning in her current job. Which leads to Part B: if you want real employees, pay real money, or least have a system where they can earn real money. A full-time employee in my town earning minimum wage (or close) would have trouble making the rent.
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RJO-Sponsored Trips 2014
Coming in October: RJO Goes to Europe and Israel RJO AND PARTICIPATING RETAILERS have experienced ongoing success buying diamonds directly from the source, beginning in Antwerp more than a quartercentury ago. In 2006 RJO extended these trips to include IdarOberstein, Germany, the colored gemstone capital of the world. Last year RJO initiated a completely new trip to Israel. More and updated information on all of these trips can be found on trip-dedicated web pages on the RJO website, here’s a rundown of the trips for this fall.
First Europe Trip Hosted by Liz Schlauch and Jeff Horlacher Antwerp: October 4-9 Idar-Oberstein: October 9-13
• Overseas hosted dinners • “How To” marketing guide • Entry into a drawing for 1ct tw. diamond studs
Second Europe Trip Hosted by Connie & Steve Matsen Antwerp: October 11-16 Idar-Oberstein: October 16-20
Israel Trip Hosted by Randy & Rozan Pedersen October 17–25
Joining the buying trips to Antwerp and Idar-Oberstein allows you to focus on your diamond business while RJO takes care of the rest. When you take advantage of this outstanding opportunity, you’ll qualify for these incentives: • First-time travelers receive $500 toward travel expense • Free 19-inch TV/DVD player, with Antwerp Advantage DVD • Personalized DVD filming at Fall Buying Show
RJO takes you along some of the most exotic backdrops of Israel, while touring three 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. RJO and sponsoring vendors will provide the following incentives: • Three vendor-hosted dinners while overseas • Hosted excursions • Personalized DVD filming at summer shows • Direct mail postcards • Duratrans poster • In-store poster
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Burkes: It’s a Northern Neck Tradition KILMARNOCK IS A TRADITIONAL east coast small town, but is distinctive in that it sits near the shores of Chesapeake Bay. It’s from here that Dorothy and Fred Burke founded their Virgina jewelry store—Burkes Fine Jewelers—in 1969. Their son, Fred, Jr., and his wife Karen, became owners two decades later and remain so today. “We are a fine jewelry store,” says Burkes’ Whitney Lang, “and we specialize in nautical jewelry. Locals and visitors love our bay- and riverinspired pieces. In fact, River Collection is the name of our nautical collection.”
The store currently employs four full-time and two part-time employees, where they are joined by Fred, Jr. and Karen. “Our service is what truly sets us apart from other jewelers,” says Lang. “Burkes Fine Jewelers is the epitome of customer service and satisfaction. We create friendships with our customers. We know them all by name and we know exactly what they’re looking for. When you step into Burkes for the first time, you’ll feel like you’ve known us forever. We greet everyone with a big ol’ smile and serve everyone a Northern Neck Ginger Ale, a favorite local drink. As mentioned earlier, our specialties are our River Collection and also our custom work. If we don’t have exactly what our customer is looking for, we create it.” Burkes is celebrating its 45th anniversary this year, and as part of the celebration, the store featured a flash sale.
It ran for 45 minutes only, with 45 percent off storewide. “It was crazy and awesome!” says Lang. “We also held a customer appreciation day and served hot dogs and the ginger ale in special anniversary koozies. We also were able to share our story via multiple local magazines and newspapers.” The original Burkes knew absolutely nothing about the jewelry business when they opened Burkes Fine Jewelers in 1969. Fred was a meatcutter at the local Safeway store for 25 years, and Dorothy was a secretary at the local insurance company for more than 20 years. They made the decision to buy Finney’s Quality Jewelers, and Burkes Jewelers was born. They had no idea that 45 years later, Burkes Fine Jewelers would be three generations deep and growing faster than ever. Burkes Fine Jewelers is located at 86 South Main Street in Kilmarnock, VA. www.burkesjewelers.com Phone: (804) 435-1302 E-mail: info@burkesjewelers.com
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JewelConnect: Committed to "Shop Online, B MANY MEMBERS FIND RJO to be an inspiration to them. For JewelConnect, RJO was so inspiring, they built an entire business around it. What started out as a proof of concept for combining the needs of retail jewelers with data-driven technology, JewelConnect has now grown to serve more than 600 RJO members. The system was designed by Andrew Boundy and Thomas Roethling based on data-driven technology they were developing. “The JewelConnect system was written as a proof of concept in group co-operative marketing,” says
Andrew Boundy, JewelConnect’s lead designer. “We offered our concept to RJO for review, and the leaders at RJO were quick to notice the advantages for both the group and the individual RJO retailer and vendor members. This discussion happened in early 2010, and the system was launched in the winter of that year. The original system was working well, but left several opportunities open for further development, as most early version systems do. It was decided to review the performance and see where to go from there.” Within a year, the system was redesigned to feature a much more modern and fluid design. Also, several other features, such as mobile optimization, were added to access those opportunities on the web. At that time, a series of upgrade packages were offered to RJO’s retail members. The initial interest in upgraded offerings was very strong, and many stores needing a better website took advantage of early pricing incentives. The entire system was re-written in 2012 and launched as JewelConnect.com 2.0 at the Phoenix Buying Show in 2013. This re-write not only added many more features, but resulted in a 400 percent increase in overall system
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Buy In-Store" Since 2010 traffic, which is now more than 1.5 million pages per year. This brought RJO-JewelConnect to the level of a multi-purpose, crossplatform marketing suite of tools, which is still being developed and expanded today. “In 2013, JewelConnect 2.1 was launched,” says Boundy, “featuring the Diamond Retailer Platform. This platform allowed for a simple display and online commerce of loose diamonds on member sites. In 2014, ‘Custom’ was released, which offers all the features of JewelConnect, but makes them available to each store’s own custom design and requirements.” “2015 will be exciting,” says Boundy. “We will launch version 2.2, with many enhancements and features, leveraging the latest tech—which is what we do—it’s always cutting-edge, as we review it constantly.” Boundy and Roethling take their commitment to RJO very seriously, explaining their philosophy this way: “JewelConnect leverages cutting-edge technology to take maximum
advantage of new marketing opportunities for RJO members, thus providing competitive advantage for both the group and its members". He continued, “RJO-JewelConnect is designed and executed solely for the benefit of RJO members. It’s ultimate mission is simply to make retailers and vendors more money by using the Internet.”already do, or can be implemented.”
PLAN NOW FOR OUR NEXT BUYING SHOW! RJO Round-Up January 24-26, 2015 San Antonio, TX
Boundy understands that such a powerful system can be difficult for users to fully appreciate. “There is almost too much to know about the system,” he says. “The functions outweigh even the most ardent of users, and to-date, nobody has used 100 percent of the available functions. There is almost nothing the system cannot do that other systems—costing many, many times more—can.”
Future Show Locations August 2015: St. Louis, MO January 2016: Phoenix, AZ
JewelConnect is located virtually at: www.JewelConnect.com Phone: (641) 954-5051 E-mail: sales@JewelConnect.com
FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
July 2016: Indianapolis, IN February 2017: Tampa, FL August 2017: Denver, CO
When the Tech World and Retail Jewelers Collide THE TECH WORLD is slowly casting a shadow in two retail areas important to many RJO members: Watches and POS systems. A number of large tech companies have entered the “smartwatch” field during the past few years, and Google, among others, have been pushing the use of digital payment systems among retailers. These areas got much more attention this past month when Apple released plans for both a smartwatch and a new digital payment system. Apple’s announcement seems to have increased the potential momentum in both areas, with the watch positioned as a fashion watch (available in an 18-karat gold version that could sell for thousands of dollars), while the payment system is being supported by major credit card companies and more than 220,000 merchant locations. As an RJO member who may sell watches and likely has a POS system, do you have any observations about the future of tech companies in your retail world? This topic may be covered in a future issue. Send your comments to Christopher Green, In The Loupe editor: sheridanavenuedesign@earthlink.net
Does RJO Have 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.
FAMILY. DIVIDEND. SUPPORT. BUYING POWER.
MILESTONES Chee Kong Chook, husband of Joyce Ng of Livingstone Jewelry in Los Angeles, CA, died July 24 in California. He was 48.
David Lynch, owner of Lynch Jewelry in Council Bluffs, IA, died August 10, 2014. He was 66.
Our thoughts go out to the families.
CLASSIFIEDS WANTED: Bench Jeweler. Full- or part-time in Poteau, OK. Contact Jack’s Jewelers at: (918) 647-2701. FOR SALE: Jewelry Store. Located in southwest Iowa. Mom and Pop are retiring! Includes building (new roof), fixtures, 2 new Hermes engravers, and inventory. Contact Connie Berggren at: (712) 623-5000.
NEW MEMBERS Allain's Jewelry & Trophy Shop R.S. Allain Sr. & Emma Hanks New Iberia, LA
Henderson & Co. Jewelers Anne Henderson Mechanicsburg, PA
Bechdel Jewelers Dave Ettinger & Lori Ettinger Inwood, WV
Huntington Fine Jewelers Lantz & Lisa Smith Oklahoma City, OK
Cottage Hill Diamonds Kurt Hill & Andrew Hill Elmhurst, IL
Referred by Ben Behnam, B & B Mfg., Los Angeles, CA
J L Winters Jewelers Jodi Winters Muncy, PA
Jamestown Jewelry James & Laura Oviatt American Fork, UT
Referred by Shawn Clark, Heavy Stone Rings, Orem, UT
Janes Jewelers Inc. James & Kathy Robbins Bakersfield, CA Ryan's Jewelry, Inc. Erika Haapala Sault Sainte Marie, MI
Referred by George Prout, Gems One, New York, NY
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Wilmette Jewelers, Inc. Gayle Inbinder Wilmette, IL
Referred by Sherry Frantz, Frantz Diamonds & Jewelry, Roanoke, VA & David Huston, Gems One, New York, 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 at least six months.
RJO Award Winners VENDORS OF THE YEAR
BOARD OF DIRECTORS AWARD
LIFETIME ACHIEVEMENT AWARD
Loose Goods: RDI Diamonds
Prashant Mehta Diamond Expressions
Martin Jacobson Martin E. Jacobson Ltd.
Finished Goods: Ostbye
Finished Goods: Allison-Kaufman
DIAMOND IMPORTER OF THE YEAR Sponsored by Schurhammer Mfg. Inc. Barb & Rob Hays Victor Settle Jewelry
Clock/Watch: Citizen Watch Co.
2013 RJO SALES REPRESENTATIVES OF THE YEAR (tie) Tim Marr Ostbye
Mark Olsen Schurhammer Mfg.
Service/Specialty Products: EDGE by Abbott & Shapiro
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RJO Prize Winners Three (3) pairs of Nano Collection Earrings Donated by Aladdin Gold - Dean & Linda Benter, Van Denover Jewelry - Deb Brushert, JR Brushert - Bower Jewelers 14K Rose Gold Cylinder Pendant Donated by Kinsley & Sons - McArthur Jewelers $100 American Express Gift Card Donated by Jewelers Mutual - Glen Hoover, Hoover Jewelers .51ct Round, Brilliant Floating Diamond Pendant Donated by Paul Reiser & Assoc. - Jay Flaming, Jay Flaming Jewelers Personal Ultrasonic Cleaner Donated by Gesswein - Dean Benter, Van Denover Jewelry Four (4) Glimmer Diamond Pendants Donated by Landstrom’s – Mt. Rushmore Jewelry - Kent Jewelry - JB Kaiser Jewelers - Nummi Jewelers - Dave’s Jewelry Thee-night Stay at K-Bars Resort, Factory Tour, Limo Ride to Mt. Rushmore Donated by Landstrom’s – Mt. Rushmore Jewelry - Rich & Jean McIntosh, McIntosh Jewelry
Minneapolis Buying Show Sponsors RJO thanks the vendors below for their generous sponsorships of the RJO Minneapolis Buying Show. Their support is greatly appreciated and provides the retail membership with wonderful perks throughout the show. A & D GEM CORPORATION AGEM ALLISON-KAUFMAN BENY SOFER, INC. COLOR MERCHANTS CONCEPT MARKETING DARLING IMPORTS DEBBIE BROOKS DIAMOND EXPRESSIONS DIZEO EDGE BY ABBOTT & SHAPIRO FRANK REUBEL DESIGNS GAGE & GAGE GEMS ONE INTERINGS
Five Cuff Collection from PAOLO Donated by Charles Garnier - Bob Heiser, Crescent Jewelry
JEWELERS MUTUAL INSURANCE
CASH GIVEAWAY WINNERS — JEWELERS:
NORTH AMERICAN JEWELERS
$100 – Cathy Ishii, Van Drake Jewelers; Craig Ishii, Van Drake Jewelers $200 – Terry Dickens, Herteen & Stocker Jewelers; Randy Arnett Jewelers; Dean Benter, Van Denover Jewelry; Theresa Swank, Swank’s Jewelry Grand Prize $500 – Sari Reynolds, Kuhn’s Jewelers CASH GIVEAWAY WINNERS — VENDORS: $50 – Jiggs Jorgensen, Box Brokers; Tim Reidl, Jewelers Mutual; Stick Lorenzo, United Precious Metals; Praveen Tiwari, Diamour MEET-A-VENDOR CHALLENGE: $250 – Signature Jewelers $500 – Gem Den Grand Prize $750 – MKS Jewelers
JEWELEX K. GIRDHARLAL OFER MIZRAHI DIAMONDS, INC. OSTBYTE QUALITY GOLD RDI DIAMONDS SCHURHAMMER MFG. INC. STULLER, INC. TD RETAIL CARD SERVICES YCH, INC.
CHARITY DONATION RJO was proud to donate $1,230 to the ALS Ice Bucket Challenge Fund.
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PRST STD US POSTAGE PAID BRAINERD MN PERMIT NO 472
The Ultimate Jeweler Resource
CALENDAR NOVEMBER 2014
OCTOBER 2014 10 All payments must be received in RJO Office
10
16 National Boss Day
All payments must be received in
22 Vendor Show Registration opens 23 All invoices must be received in RJO Office 31 Halloween
Retail Member Show Registration opens
SAVE THE DATES JAN 24-26, 2015
RJO Office 21 - All invoices must be received in RJO Office - Vendor Show Registration closes 27-28 Thanksgiving - RJO Office closed
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