Member Registration Packet - Denver 2017 by RJO inc

2017 Summer Buying Show August 5 - 7 Denver Registration Deadline July 7, 2017

You’ll be in rarefied air and company this August when we convene for Mile High Style in America’s Mile High City, Denver! We’re all about the jewelry and jewelry we’ll have. All the latest trends and merchandise to prepare your store for the holiday shopping blitz and capitalize on all that increased foot traffic. To help you buy it, we’ll activate the purchase vouchers to further extend the low, pre-negotiated prices from every vendor attending the show. We’ve also arranged to have Profit Soup’s Barbara Nuss visit the show Friday afternoon for an extracurricular, in-depth seminar that can save and make you thousands of dollars–all for a paltry sum of $250. It’s a bargain! In between the buying and the seminars, we’ll somehow fit in our annual golf tournament, numerous receptions and meetings, a new laidback Sunday get-together, horseback riding in the Rockies, winery tours, a rock concert at Red Rocks, a foodie tour and a whole lot more. So register now for the show, book your room, and to quote Zig Ziglar (anybody remember Zig Ziglar?), we’ll see you at the top.

SHOW AND EVENT SCHEDULE FRIDAY, AUGUST 4

SATURDAY, AUGUST 5

SUNDAY, AUGUST 6

Scenic Colorado Horseback Riding,* 12:30 - 5:30 p.m.

Continental Breakfast, 7:30 - 9 a.m.

Joint Breakfast & Awards Presentation, 7:30 - 8:30 a.m.

RJO Golf Tournament, 10:30 a.m. bus departs; 12 p.m. shotgun start

Mile High Wine Tours,* 1:30 - 5:30 p.m. Half-Day Financial Training Session with Barbara Nuss, 1 - 5 p.m. RDI Diamond Training Seminar, 1 - 4 p.m. GN Diamonds Seminar, 2 - 3 p.m. The EDGE User’s Meeting, 2:30 - 5 p.m. Pre-Sell Your Colored Stones presented by Star Gems and Hans-Dieter Haag, 4:30 - 6 p.m. Early Member Registration, 4 - 6 p.m. How to Emerge as a Market Maker presented by Stuller, 5 - 6:30 p.m.

Seminar/Member Show Registration, 7:30 a.m. - 12:30 p.m. Seminars, 8:30 a.m. - 12:20 p.m. Member Show Registration, 1 - 7 p.m. General Membership Meeting Luncheon and Keynote, 12:30 - 1:50 p.m. Buying Floor Grand Opening, 2 - 7 p.m. Buying Floor Idea Center, 2 - 7 p.m. Buying Floor Welcome Reception, 5:30 - 7 p.m. Next Generation Reception , 6 - 7 p.m. Overseas Branding Trip Reception, 7 - 8:30 p.m.

Registration Desk Opens – Photo ID Required, 8 a.m.

Brain Gain Breakouts, 8:30 - 9:30 a.m. Buying Floor Hours, 9:30 a.m. - 6 p.m. Buying Floor Idea Center, 9:30 a.m. - 5 p.m. Press Release Photos, 1 - 3 p.m. Antwerp Personalized DVD Filming, 3:30 - 5 p.m. Happy Hour, 4:30 - 6 p.m. Member & Vendor Registration Desk Closes, 5:30 p.m.

MONDAY, AUGUST 7

Sharing the Best of the Denver Experience & Continental Breakfast, 8 - 9:30 a.m. Show Registration Desk Opens–Photo ID Required, 8:30 a.m. Buying Floor Hours, 9:30 a.m. - 3 p.m. Buying Floor Idea Center, 9:30 a.m. - 3 p.m. Farewell Event, 2 - 3 p.m. Show Registration Closes, 3 p.m. Taste of Denver Walking Tour,* 4:30 - 8:30 p.m. Red Rocks Concert,* 5:30 - 10 p.m.

Sunday Reception, 6 - 8 p.m.

New RJO Kick-off Reception, 6:30 - 8 p.m. Fall 2017 Hot Trends Analysis presented by Gems One, 7:30 - 9 p.m. 2

*Cost of optional excursions is the responsibility of the participant.

REGISTRATION DEADLINE: FRIDAY, JULY 7, 2017 SHOW LOCATION Colorado Convention Center – Hall D 700 14th St. • Denver, CO 80202 303-228-8000

Called one of the most practical and userfriendly meeting facilities in the country, the Colorado Convention Center hosts over 250 events and concerts annually. The Center is located in downtown Denver, within easy walking distance of 300 restaurants, the nine theatres of the Denver Performing Arts Complex and a wide variety of shopping and retail outlets.

HOST HOTEL Hyatt Regency Denver at Colorado Convention Center 650 15th St. • Denver, CO 80202 303-436-1234

With a name like the Hyatt Regency Denver at Colorado Convention Center, you know it’s close to the action; in fact, it’s right next door, and in the middle of downtown. When you’re not sleeping or learning or buying, you can explore everything at the mile-long 16th Street Mall, filled with theatres, stores, restaurants, cafes and bars. Hyatt Regency Denver at Colorado Convention Center offers free highspeed Wi-Fi in every room. When you reserve your room, ask if any with views of the Rocky Mountain Front Range and the Denver skyline are still available.

FRIDAY HALF-DAY TRAINING SESSION “Measure, Understand, Get It Done! Your Recipe for a Better Business” Presented by Barbara Nuss of Profit Soup A strong, valuable business is like a good soup. While the best results come from adding your own personal flair and flavor, you’ve got to get the fundamentals or the “basic stock” right. There are some key ingredients to financial success that you absolutely must include. And with a process for incorporating them into your management strategies, you can master the making of the basic stock. How you execute those strategies to fit your routines and your unique situation still is up to you. It’s what separates ordinary from extraordinary.

As you craft a process for continuous improvement, consider the Profit Soup recipe for building a better business: MEASURE what’s important: the key benchmarks and drivers of success. UNDERSTAND what the information is telling you about your decisions and results. GET IT DONE! Take action and implement changes to enhance the things you do well, and correct your course as needed. In this practical, hands-on workshop, you will practice using financial statements to measure the drivers of business value: sales, productivity, profit, cash and financial strength. Then you’ll identify the business improvement plan that will transform understanding into action. And finally, Barbara will share some tips to help retail jewelry owners and their teams maintain financial focus to keep on track and get it done!

Book your room now, either online through RJOMembers.com or by calling the Hyatt reservation line at 888-421-1442. If you reserve your room by telephone, you must request accommodations in the complimentary RJO-reserved room section. Check-in: 3 p.m. • Check-out: 11 a.m.

Complimentary Accommodations

RJO will pay the base rate on up to three nights’ accommodations for all qualifying members staying at our host hotel. A nightly rate starting at $189 plus taxes and fees will apply to non-qualifying members and members staying more than three nights. This free room incentive does not include suite upgrades and additional persons.

Reserve Your Room and Register Online

Visit the buying show section at RJOMembers.com to take care of both your room reservation and show registration quickly and easily. If you do not have a username and password yet, contact RJO at 800-247-1774.

Cancellation and Refund Guidelines

If you are unable to attend the show after you have registered, to avoid event charges you must notify the office by July 28. If you will be attending the show but are unable to attend particular show events you have pre-registered for, please notify RJO at least five business days prior to the specific event. Hotel cancellations must be made at least 24 hours prior to your scheduled arrival. Please note: Paid excursions cannot be canceled after July 7.

Not a numbers person? No problem! You still can discover the power of using financial information to improve your decision-making – and actually enjoy it! Discover how to transform your customer and financial information to decisionrelevant tools that help you to make brilliant financial choices for your business’ future. Who should attend? Recommended for non-financial entrepreneurs and managers who seek to make better and more efficient use of their financial reports and who are eager to finally understand the nuances in the numbers. It also is useful for accountants and bookkeepers who want to better communicate the financial story of the business to others in ways that improve the financial decision-making of those they support and positively influence results. 1 - 5 p.m. Hyatt, Agate, Level 3

COST: $250 for the first attendee/$100 per additional attendee INCLUDES: Course training session, afternoon break service RJO GOLF TOURNAMENT Our golf tournament takes us to the Todd Creek Golf Club and its Arthur Hillsdesigned course that features rolling

terrain for challenging shifts in elevation, and incorporates the natural waterways, foliage and landscape of the nearby Rocky Mountains. Our vendors continue to sponsor this event, which allows you to participate without cost. To enjoy the challenge, the fun, the food and the prizes, fill out the tournament participation form online or the one in your packet. Be sure to indicate if (Continued on next page)

Sunday Lunch Coupons

Our very generous vendors again are sponsoring one $10 coupon per store, good Sunday at any concession stand on the show floor. Thank them by spending the time you save on additional shopping before the show closes.

Purchase Vouchers

Save more with purchase vouchers in effect during Mile High Style. They will apply to all purchases from official RJO vendors. Your specific voucher percentage–up to an additional 2 percent off each purchase–will be based on your store’s 2016 RJO purchase total. This information will be available at the show registration desk, or you can call the RJO office before the show.

2016 Total Purchases

Additional Show Discount

$100,000 - $149,999.99 $150,000 - $199,999.99 $200,000 or greater

1% on all show purchases 1.5% on all show purchases 2% on all show purchases

Vouchers must be filled out by you, the retailer, and submitted to RJO prior to the end of the buying show. Show voucher terms are six months.

It’s Back: the Purchase Voucher Frenzy!

In Tampa we debuted the Purchase Voucher Frenzy to rave reviews, so we’re doing it again! Be on the sales floor noon Monday, when simply standing around makes you eligible to win a nice cache of Frenzy cash.

Gold for the Good

Founded in 2015, the RJO Foundation already has awarded thousands of dollars to RJO members for scholarships that encourage further education of independent retail jewelers, thus enhancing the jewelry industry. As we continue to build our Foundation, we’re asking for your help in donating any amount of scrap gold at the Denver show. Make sure to check this show registration packet for the Ziploc bag included for you to use for your scrap gold donation. We will have an RJO Foundation booth located on the show floor for you to drop off your gold and learn more about the RJO Foundation.

Photo ID Required for All Attendees

To ensure the safety of all our members and vendors, we will require a photo ID and business card at registration check-in. Both items must be presented for you to receive your badge, which will allow you to enter the show floor.

BUYING FLOOR TIMES Saturday, August 5 – 2 - 7 p.m. Sunday, August 6 – 9:30 a.m. - 6 p.m. Monday, August 7 – 9:30 a.m. - 3 p.m.

How does it work? On noon Monday, RJO and participating vendors will hold a drawing to award purchase vouchers good only during the last three hours of the show! RJO will provide three $200 vouchers to be used at any participating vendor. A list of participating vendors and amounts will be provided prior to the show. You must be present to win. To win, have your Purchase Voucher Frenzy ticket with you during the drawing, and listen for your ticket number to be called. You can increase your odds of winning by purchasing extra tickets for $5 each (or 3 for $10). All proceeds go to the RJO Foundation.

you’d like to ride our bus to Todd Creek or if you’ll need clubs from the club. 10:30 a.m., bus leaves from the Hyatt; 12 p.m., shotgun start –––– NEW –––– FRIDAY EVENING KICK-OFF RECEPTION At the Mile High Style show we’re inviting all attendees, both members and vendors, to mix and mingle before the show begins. Although no sales will be allowed at the event, sponsoring vendors will have showcase towers available to give you a first look at selected merchandise. There will be no shortage of appetizers and cocktails, and music will be courtesy of DJ Diamond Chipper, otherwise known as RJO member Chip Stone. Join us for this brand new event, which should energize you for the days ahead! 4

6:30 - 8 p.m. Hyatt, Centennial Ballroom F/G/H VENDOR AFFILIATE MEETINGS A Clear Next Step, Diamond Selling Simplified and the Sales Process presented by Andrew Rickard, RDI 1 - 4 p.m. Hyatt, Mineral B, Level 3 Providing Independent Retailers a Life Experience Through Technology for Your Customers - presented by Kate Worth, GN Diamonds 2 - 3 p.m. Hyatt, Mineral C, Level 3 The EDGE User Group - presented by Lenny Prion, The EDGE 2:30 - 5 p.m. Hyatt, Granite, Level 3

Pre-Sell your Colored Stones presented by Anish Desai, Star Gems and Jochen Benzen, Hans Dieter Haag 4:30 - 6 p.m. Hyatt, Mineral A, Level 3 Stuller Presents: RJO, Special Insights – Emerging as a Market Maker in 2017 5 - 6:30 p.m. Hyatt, Mineral C, Level 3 Fall 2017 Hot Trend Analysis presented by George Prout, Gems One 7:30 - 9 p.m. Hyatt, Granite, Level 3 Full descriptions of Friday Affiliate meetings can be found on page 6 or online at RJOMembers.com.

SATURDAY SATURDAY SEMINARS Please review the seminar pages in this registration booklet for descriptions of this show’s educational offerings. 8:30 a.m. - 12:20 p.m. GENERAL MEMBERSHIP MEETING AND LUNCHEON You’re not only an RJO member; with our co-op status, you’re also an owner, and have a stake in RJO. Plan to attend this luncheon meeting, where we’ll discuss the status of our organization, look at proposed services and review our goals for the future. The meeting will wrap in time for everyone to attend the keynote address that immediately follows. 12:30 - 1:25 p.m.

DENVER TRAVEL GUIDE AIRPORT

Mobile App Services

Three-letter designation: DEN

Mobile app services are readily available to connect you to ride-sharing companies that provide service to the Denver metro area and surrounding counties.

Address: 8500 Peña Blvd., Denver, CO 50249

Lyft: Estimated fare is $34 one way – www.lyft.com/cities/denver-co

Distance to the Hyatt Regency Denver: 26 miles

Uber: Estimated fare is $29 - $39 one way – www.uber.com/cities/denver

Formal name: Denver International Airport

FROM THE AIRPORT TO THE HOTEL The distance from the airport to the Hyatt Regency Denver at Colorado Convention Center is 26 miles and should take approximately 30 minutes. You’ll find all ground transportation services at Denver International Airport in Jeppesen Terminal, Level 5.

Taxicabs always are available. The cab pick-up/drop-off area is located at the Jeppesen Terminal, Level 5, Island 1, outside doors 505, 507 and 511 (Terminal East) and doors 506, 510 and 512 (Terminal West). There is a flat fare of $55.57 to downtown Denver and our host hotel. The airport access fee is included.

Take the A Line, one of Denver’s many light rail routes, from the airport to downtown’s Union Station and back. The cost each way is $9 per person. The line has six stops along the route and takes approximately 37 minutes. A Line service leaves the airport daily from 3:15 a.m. - 1:26 a.m. (1:56 a.m. on Friday and Saturday). It departs every 15 minutes between 5 a.m. - 7 p.m., and every 30 minutes at all other times. From Union Station you still have a short distance to go, but you can catch the free 16th Street Mall Ride for a 15-minute trip to the hotel. For alternative modes of transportation, you also can get there by local bus, taxi or Uber.

OVERSEAS BRANDING TRIP RECEPTION If you’ve ever been interested in traveling

The Hyatt Regency Denver offers both valet and self-parking options based upon availability. Underground self-parking is located off 14th and Welton Streets. The parking office for vehicle departure is next to the parking elevators on the lobby floor. Self-parking: $32 for 5 or more hours and overnight per night until

12:30 p.m. on departure day

Denver Airport Rail

6 - 7 p.m. Convention Center, Idea Center

Denver International Airport has more than 10 major rental car companies serving Colorado travelers. Car rental agencies are located on airport property and provide courtesy shuttle service to and from Jeppesen Terminal. For a complete list of rental car companies, visit www.flydenver.com/parking_transit/car-rentals.

Hotel Parking

Taxi Service

NEXT GENERATION RECEPTION We invite past attendees of the RJO Next Generation Experience and young RJO members interested in checking out the Next Generation group to attend this reception. Come meet other RJO members in situations similar to yours to chat about the industry and the future. Join the Next Generation Advisory Board in the Idea Center for this fun, informal event.

Airport Car Rental Companies

to Antwerp or Idar-Oberstein, or you’ve made the trip a time or two, this is a can’t-miss event in Denver. You will hear about the new, exclusive educational program developed by Kate Peterson of Performance Concepts, hear about the new partnership RJO has created with the Antwerp World Diamond Council, as well as the new custom color campaign for all of our Idar-Oberstein travelers. New and exciting things are happening with RJO’s Overseas Branding Trips– see how you can benefit from them! 7 - 8:30 p.m. Convention Center, Rooms 605-607

Valet parking: $42 for 8 or more hours and overnight per night until

12:30 p.m. on departure day

Late checkout fees for vehicles parked past 12:30 p.m. on scheduled departure day may apply.

KEYNOTE ADDRESS “Mom and Pop on Top: How to Be Small, but Play Large” Presented by Jon Schallert, The Schallert Group Jon Schallert will discuss how you can capitalize on your uniqueness and individuality to compete with competitors of every size, and why it’s never been a better time to be an independent business owner than right now! You’ll learn how Fortune 100 companies are now marketing themselves as Mom and Pop businesses because they understand that today’s consumers are choosing to spend more at independently-owned small businesses. You’ll also see how the new nationwide emphasis on “shopping local” gives independent businesses a huge competitive advantage if they know how to market and position themselves correctly. You’ll leave the ballroom with a new enthusiasm for being a “small business” and know how to leverage your independence to influence consumer spending in your favor. Also, you’ll see why larger competitors, regardless of their inventory or store size, will have a hard time capturing the loyalty of today’s discriminating consumers. Jon Schallert is the only business consultant in the world teaching independent businesses how to turn themselves into consumer destinations. He shares his trademarked 14-step Destination Business process, which he developed over the course of 30 years, with thousands of small business owners annually. 1:25 - 1:50 p.m.; following the General Membership Meeting and Luncheon

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FRIDAY VENDOR AFFILIATE MEETINGS A Clear Next Step, Diamond Selling Simplified and the Sales Process Andrew Rickard, VP of Operations, RDI Diamonds of New York When bridal clients come and go without making a purchase, it indicates room for improvement in the sales process. By ensuring client interactions are effective and clear, we can convert more opportunities into sales.

You’ll leave armed with the best practices currently in use by some of the industry’s most successful retailers. This course will look at the key components of the sales process, and identify the tools and tricks of the trade. Not just what to do, but what not to do. Time to break the bad habits and spring forward with a new, simple approach to selling diamonds! In this session, you will learn about: • • • • • •

Effectively qualifying bridal prospects Breaking down the qualify into seven key questions Not selling customers out of the store Being prepared for the key questions Stopping the leaks The three questions you NEED to be asking

1 - 4 p.m.

The EDGE User Group

Lenny Prion, The Edge Users of The EDGE can come to freshen up on the program’s current features as well as learn what’s new with The EDGE. 2:30 - 5 p.m.

Hyatt, Granite, Level 3

Pre-Sell Your Color Stones Anish Desai, Star Gems and Jochen Benzel, Hans-Dieter Haag These two forces in the industry have teamed up to help you create a niche in your market from this high-profit margin category. This power-packed session will discuss how to identify and purchase fine color, how to pre-sell the stones you have selected, and how to work with custom design ideas–bringing unique pieces to your customers and making you the color stone expert in your area. Make the most of the upcoming Overseas Branding trip with this session. 4:30 - 6 p.m.

Hyatt, Mineral A, Level 3

Stuller Presents: RJO, Special Insights – Emerging as a Market Maker in 2017

Hyatt, Mineral B, Level 3

Providing Independent Retailers a Life Experience Through Technology for Your Customers Kate Worth, GN Diamonds Are you currently looking for ways to combat the internet and big box stores? Interested in ways to help explain why two diamonds that are seemingly the same with the same color, clarity, shape and size have price variances as much as 50 percent? Join us to learn about the GN Diamond Virtual Reality Experience, The Difference Is in the Crystal. Attend and you’ll be entered to win a virtual reality headset. We look forward to helping you! 2 - 3 p.m.

Returning with updates to the most requested insights by RJO jewelers at the Tampa show, Stuller once again will be hosting a special insight session: Emerge a 2017 Market Maker. We’ll talk about what to do when jewelry stores close in your area to ensure you capture that turnover business, the facts about how important repair is to you, and the demographic numbers that are reshaping retail. All attendees also will receive market insights specific to their stores, as well as gain access to show deals available only to those who attend. 5 - 6:30 p.m.

Hyatt, Mineral C, Level 3

Fall 2017 Hot Trend Analysis

Hyatt, Mineral C, Level 3

George Prout, Gems One We will provide a lively and entertaining examination of the key product and marketing trends that will drive consumer demand during the 2017 holiday season. 7:30 - 9 p.m.

Hyatt, Granite, Level 3

SUNDAY MEMBER AND VENDOR JOINT BREAKFAST AND AWARDS CEREMONY Our Joint Breakfast has proven successful in joining our retailers and manufacturers for some quality discussions. In addition to furthering this ongoing dialogue, this session also will be used to present the winners of RJO’s Vendor of the Year and Lifetime Achievement awards. We hope you’re there to support those who make RJO a better organization. 6

Breakfast 7:30 a.m. Awards Presentation 8 a.m. 7:30 - 8:30 a.m. Hyatt, Centennial Ballroom D/E –––– NEW –––– RJO BRAIN GAIN BREAKOUTS Facilitated by your RJO leadership committee members, this is the first year RJO is holding the new Brain Gain Breakout sessions. Following the Sunday Joint Breakfast, join your fellow members in small, breakout sessions to learn how your peers work through business and industry challenges, find

out what’s hot in stores and take some tips to the buying room floor and back to your store. There will be four breakout rooms available with a maximum of 35 attendees in each room. You will be assigned a room when you pick up your registration packet in Denver. The Brain Gain Breakout is limited to the first 140 retail members, so please register early to ensure your seat. 8:30 - 9:30 a.m. Hyatt, Centennial Ballroom Breakouts

PRESS RELEASE PHOTOS To participate in RJO’s free press release program, sign up Saturday afternoon or Sunday morning at the show registration desk and schedule a time to have your photo taken. We’ll then send a press release and your photo to the newspaper(s) you specify. Please bring the contact information for the publication in which you wish to appear. Sunday, 1 - 3 p.m. Show Floor

SEMINAR SCHEDULE Using Technology to Your Advantage

Time

8:30 - 9:20 a.m.

Tracking the Closing Ratios Shane Decker, Ex-Sell-Ence Sales Academy

Managing Your Assets

Your Store’s Image

BUZZ SESSIONS

What You Need to Know About Your Retirement Sale Chuck Frey, Charles Frey & Associates

Buying and Selling Responsibly in the 21st Century Sara Yood, JVC Legal

BUZZ SESSION: What’s In Stock Facilitated by: Kate Peterson, Performance Concepts

Show Your Customers a Little Love Mike Buley, Jewelry Ads That Work

Making Your Store a Destination Jon Schallert, Destination Business Expert

BUZZ SESSION: Plug Me In - or Not! Facilitated by: Kate Peterson, Performance Concepts

Break

9:30 - 10:20 a.m.

Break

10:30 - 11:20 a.m.

Social Media: The First Steps Tiffancy Gonzalez, Keep Me Connected

Effectively Getting Rid of Aged Inventory Sherry Smith, The Edge

Sell More Diamonds & Colored Stones Tanya Nisguretsky, Virtual Diamond Boutique (VDB)

Competing Online – How to Build an Online Presence to Build Sales Shane O’Neill, Fruchtman Marketing Group

BUZZ SESSION: Community Involvement Facilitated by: Kate Peterson, Performance Concepts

Break

11:30 a.m. - 12:20 p.m.

ANTWERP PERSONALIZED DVD FILMING Jim Grot of Grot Imaging Studios/ JewelerHub will be filming participants planning to travel to Antwerp with RJO this fall. Your footage will be made into a personalized DVD that you may use in your store to promote your trip. This is a complimentary service provided by RJO and Grot Imaging. Sunday, 3:30 - 5 p.m. Convention Center, Room 605

–––– NEW –––– LET’S GET TOGETHER GET-TOGETHER After a long couple of days in meetings, in seminars and cruising the buying floor, a lot of members aren’t up for a formal dinner, so we’re replacing our Sunday Evening Gala with a more relaxed event. Instead, you’re invited to a special couple hours socializing in our RJO lounge, which in Denver promises to bring the essence of the great Rockies indoors. Stop by for some quality time with good friends, hors d’oeuvres, cocktails and the classic rock cover band, Hijacked.

Stand Out in the Crowd Nick Miller, Podium.com

It’s the perfect time and place to unwind together! 6 - 8 p.m. Hyatt, Centennial Ballroom

MONDAY

BUZZ SESSION: Fostering Teamwork in the Workplace Facilitated by: Kate Peterson, Performance Concepts

you’ve learned with other members. So please, stop by and join the conversation. We’ll be having continental breakfast during the meeting. Hyatt, Centennial F-G, Level 3 Breakfast: 7:45 - 8:30 a.m. Panel: 8:30 - 9:30 a.m.

SHARING THE BEST OF YOUR DENVER EXPERIENCE AND CONTINENTAL BREAKFAST After a weekend loaded with seminars, sales, meetings and conversation, you’ll likely be ready to share and discuss what (Continued on next page)

Educational Seminars 8:30-9:20

9:30-10:20

What You Need to Know About Your Retirement Sale

Show Your Customers a Little Love

Chuck Frey, Charles Frey and Co. Chuck Frey will discuss the planning and execution that goes into a major sale event and how an event of this nature also can be used to fund a succession plan to the next generation.

Mike Buley, Jewelry Ads That Work Jewelers’ biggest asset is their customers. We don’t think often enough of paying attention to them. We pay attention to the things we sell . . . and not the people who buy them. And as we pay less attention to those men and women, they pay less attention to us. Perhaps the biggest opportunity in the years ahead is loving customers like no other businesses do. The single biggest reason why customers leave a business is they don’t think anyone really cares about them. If we ignore, don’t thank, and don’t appreciate the customers who put bread on our table, they will go away. Come and learn how to show your customers a little love and keep them coming back!

Buying and Selling Responsibly in the 21st Century Sara Yood, Jewelers Vigilance Committee Senior Counsel Facing competition in your business from online sellers? Opening an online division or Etsy shop to capture millennials? JVC has a new handbook that shows you the legal requirements of selling jewelry products online (and in real life, too). Other featured highlights include: how to quality-mark jewelry, what to include on a receipt, where to make disclosures about jewelry you are selling online (and which disclosures are required), and what words you can and can’t use to describe jewelry. Come armed with questions: JVC’s legal expert is ready to answer them.

Buzz Session: What’s in Stock? Kate Peterson, Performance Concepts Inventory management always is a hot topic at RJO shows, especially since new lines are coming out all the time . . . and smart business owners always are on the lookout for the next great thing. What do you need to know? How do you decide when to try a new product and when to pass? What are your rules for aging inventory? Make sure you know how to navigate the important balancing act between consumer trends, vendor relationships and what’s fiscally responsible for your store.

Buzz Session: Plug Me In - or Not! Kate Peterson, Performance Concepts The only constant in business is change…and it seems that nothing is changing faster than technology and the options available for today’s store owners. What innovative technologies do you use in your store now? What do you have that you wish you knew how to use more effectively? What really works – and what doesn’t? How can you get the most out of the devices you currently own – even the ones that are now in the drawer collecting dust? Are you missing out on that one device that really could increase your productivity? Which vendors and brands are using superior technology to support sales in their stores? Step back from the hype and confusing pitches and get real, straight forward recommendations from business owners like you.

9:30-11:20 8:30-10:20 Tracking the Closing Ratios Shane Decker, Ex-Sell-Ence Sales Academy This presentation will share the importance for every store to track its closing ratios, the most important number a jewelry store owner can obtain! The closing ratio gives a store many clues to its business’ health. This presentation will teach what the closing ratio numbers mean, and what each store needs to train its staff to drive up its closing ratios. If the closing ratio is doubled, the inventory turn will double and profits will increase.

Turn Any Business into a Consumer Destination John Schallert, The Schallert Group Jon Schallert is the only business consultant in the world teaching independent businesses how to turn themselves into Consumer Destinations. In this workshop, you’ll learn how your business, regardless of its location or community customer base, can become a consumer magnet that will cause both local and out-of-town consumers to travel to and buy from your store. You’ll leave with a list of immediately implementable suggestions on how to turn your store into a dominant destination, and understand why “location, location, location” no longer matters for independent retail success. Attendees of this workshop also will learn:

SATURD • How to target and attract the most profitable customers, and literally multiply their top spending customers with one simple tool • How to get a customer to love their business in the first seven seconds after they enter the store

• T he five “Marketing Foundations” that today’s consumers find credible, and why typical advertising isn’t on the list • How to immediately convey to a consumer their differences that no other store can offer • H ow to dovetail the very best free and low-cost marketing tools into their already existing advertising campaigns • H ow to create free publicity opportunities that get their businesses in newspapers, magazines, television and websites

10:30-11:20 Social Media: The First Steps Tiffany Gonzalez, Keep Me Connected You’re on social media. You’ve set up pages for your store on Facebook, Instagram and Pinterest. Now what? We’re going to talk about five important keys of growing and maintaining your social media across all platforms. Which platform should you invest the most time and effort into? How do you use your advertising dollars successfully on social media? What common mistakes do you need to avoid? Join me as we dive into these questions and more! You’ll walk away with tangible strategies and ideas to assess what you’ve been doing and give you a better direction for future social media marketing!

Effectively Getting Rid of Aged Inventory Sherry Smith, The Edge Inventory is one of our largest assets, but it also can be one of our biggest headaches when not managed properly. Non-performing inventory impedes our cash flow, prevents us from replenishing our fast sellers and diminishes our budget for new purchases. We will discuss strategies on how to better manage your inventory by implementing best practices designed to get rid of your aged inventory, increase your stock turn and improve your cash flow.

Buzz Session: Community Involvement Kate Peterson, Performance Concepts Raffles, donations, dinners, sponsorships . . . how do you keep them all straight? How do you know which opportunities will pay off, which will bring you the most loyal customers and which are right just because they’re right? Come hear what your fellow RJO members do before you commit to that $100 plate!

DAY

11:30-12:20 Sell More Diamonds and Colored Stones Tanya Nisguretsky, Virtual Diamond Boutique (VDB) VDB is the first loose diamond and gem app of its kind. We want to show you how this tool can help not only you and your employees, but your customers, too. It is our job to show you what is available and when, so you can pass on that information to your customers and keep them coming back.

Competing Online - How to Build an Online Presence to Drive Sales Shane O’Neill, Fruchtman Marketing Today’s online landscape is growing in both sophistication and complexity. Customers now seek out businesses, products or services online, and competition for that space is fierce. Retailers who have not embraced this digital reality already have begun to see business suffer and, as online technology continues to evolve, the divide only will continue to grow. Even now, big box retailers, brands and highly leveraged online jewelers are encroaching on independent retailers’ businesses by competing in search results and sales via ecommerce, even on a local level. So how can you compete? Simple: just start. We’ll take a look at how to start building your presence online and look at how ecommerce will impact your business in the next five years.

Stand Out in the Crowd Nick Miller, podium.com How easy is it for potential customers to find your business when searching online? If you’re not showing up in the top three listings in Google’s Map Pack, the answer to that question is “not very easily.” If you want to stand out in the crowd and be there when customers need you most, you need to be actively managing your online reputation.

Buzz Session: Fostering Teamwork in the Workplace Kate Peterson, Performance Concepts SYNERGY: (1) The whole is greater than the sum of the parts. (2) Maximum effectiveness with no wasted resources. Each person on your team has their own strengths and weaknesses. Do you know what you really need and where each employee’s talents lie? Are you using those talents to the greatest advantage for your business? You’ve assembled a team, now let’s make sure everyone is working together as effectively and as productively as possible.

The

Idea Center

In Denver, make sure to stop by the RJO Idea Center. It’s not only a great place to get away from the action and take a break, it’s an informal resource for trading what’s working and receiving advice from industry veterans.

MEET THE EXPERTS Many of the RJO seminar presenters will make themselves available in the Idea Center for one-on-one training and individual discussions.

Kate Peterson

Jon Schallert

President and CEO of Performance Concepts Every business owner has personnel issues. Bring Kate your best and toughest questions; she’s ready to answer.

Creator of Destination Boot Camp Ask Jon for advice on making your store a consumer destination. With the digital age affecting changes in the shopping landscape, Jon’s tips and tricks can help bring in those coveted customers.

Saturday 2 - 6 p.m.

Sunday 10 a.m. - 12 p.m. 1 - 5 p.m.

Monday 10 a.m. - 12 p.m.

Saturday 2 - 6 p.m.

Sunday 10 a.m. - 12 p.m. 1 - 5 p.m.

Monday 10 a.m. - 12 p.m.

Sara Yood Assistant General Counsel of the Jewelers Vigilance Committee Sara can answer all your legal questions. Make sure to stop by and make good use of her legal expertise and experience. Saturday 2 - 6 p.m.

Sunday 10 a.m. - 12 p.m. 1 - 5 p.m.

Monday 10 a.m. - 12 p.m.

Shane O’Neill Vice President of Fruchtman Marketing With over 22 years of creative and marketing experience, Shane’s ready to answer all your questions about social media, email marketing, paid searches and Google AdWords. Saturday 2 - 6 p.m.

Sunday 10 a.m. - 12 p.m. 1 - 5 p.m.

Monday 10 a.m. - 12 p.m.

SPONTANEOUS DISCUSSIONS AND IDEA SHARING The Idea Center’s a great spot to gather and a spontaneous roundtable discussion can break out at any time. Open throughout buying show hours.

Expanded Expert Hours To give you more time and opportunity to speak with our seminar presenters, we’ve asked them to stay at the show through Monday. You may visit Kate, Sara, Jon and Shane at any of these scheduled times: Time

Presenter

Title

SATURDAY

2 - 6 p.m.

Kate Peterson

President and CEO of Performance Concepts

Sara Yood

Assistant General Counsel of the Jewelers Vigilance Committee

Jon Schallert

Creator of Destination Boot Camp

Shane O’Neill

Vice President of Fruchtman Marketing

SUNDAY

10 a.m. - 12 p.m. 1 - 5 p.m.

Kate Peterson

President and CEO of Performance Concepts

Sara Yood

Assistant General Counsel of the Jewelers Vigilance Committee

Jon Schallert

Creator of Destination Boot Camp

Shane O’Neill

Vice President of Fruchtman Marketing

MONDAY

10 a.m. - 12 p.m.

Kate Peterson

President and CEO of Performance Concepts

Sara Yood

Assistant General Counsel of the Jewelers Vigilance Committee

Jon Schallert

Creator of Destination Boot Camp

Shane O’Neill

Vice President of Fruchtman Marketing

(Continued on next page) 11

Optional Excursions To register for any of the following group activities, indicate on your registration form the one(s) you wish to attend and remit payment. Optional excursions cannot be canceled after July 7, 2017.

FRIDAY EXCURSIONS

MONDAY EXCURSIONS

Scenic Colorado Horseback Riding

Taste of Denver Walking Tour

Horseback riding along miles of scenic Colorado trails is the ideal way to view the beautiful Rocky Mountains. Savor the peace and quiet as you travel back in time and see the raw, unchanged splendor of the Rockies, just as they were when the first settlers arrived. The knowledgeable guides will answer any questions you have on wildlife, history and areas of interest.

This dining tour allows you to digest between courses with short constitutionals to each of the six restaurants you’ll be visiting. Denver’s walking food tour is three hours of gustatory bliss that introduces you to the area’s unique culinary delights! You’ll explore Denver’s culture, charm and history while enjoying a memorable experience with fun, entertaining tour guides.

12 p.m.; depart Hyatt lobby 12:30 - 5:30 p.m.; horseback riding

4:15 p.m.; depart Hyatt lobby 4:30 - 8:30 p.m.; tour $110 per person; includes tour guide, six restaurant locations, food and drinks

$105 per person; includes mountain- and stream-guided ride, transportation to/from the hotel Minimum of 10, maximum of 50

Minimum of 6, maximum of 35

Mile High Wine Tours

Red Rocks Park & Amphitheatre: Alt-J Concert

Enjoy a VIP experience learning about winemaking directly from winery owners. But more fun than learning is tasting, and this tour lets you try hand-crafted reds and whites, and particularly good wine/food pairings. Busses are banished for a tour this elegant; instead, you’ll travel in style by chauffeur-driven, luxury Mercedes-Benz vehicles. You also may receive 10-20 percent off any bottle of your favorite wine from the tour.

Red Rocks Amphitheatre is a geological phenomenon – the only naturally occurring, acoustically perfect Amphitheatre in the world. From Sting and the Beatles to opera stars and U2, every artist has aspired to play on this natural, spiritual and emotional stage.

1:15 p.m.; depart Hyatt lobby 1:30 - 5:30 p.m.; tour $150 per person; includes tour, red and white wine tastings, food pairings and transportation to/from the hotel Minimum of 6, maximum of 50

While RJO is in town, the English indie rock band Alt-J will be performing, and we have tickets! Formed in 2007 in Leeds, the band’s debut album, An Awesome Wave, won the 2012 British Mercury Prize. Their second album, This Is All Yours, went straight to number one in the UK. Before you commit, check out the band on Spotify, Pandora or YouTube. 5:15 p.m.; depart Hyatt lobby 5:30 - 10 p.m.; concert $95 per person; includes a general admission ticket and transportation to/from the hotel.

Vendor Showcase DIAMOND || A.V. Inside-Out Hoops SKU: 77602 RJO Special Inside-Out Hoops: 1ct. ($359), 2ct. ($529), 3ct. ($1,099). Free display with all three sizes! Phone: 713-270-4367 Fax: 713-271-6739 Website: Avdiamond.com

|| BELLARRI Mosaic Nouveaux SKU: B925 & R9108 New for 2017, BELLARRI showcases sleek and contemporary designs. Now available in 14k, the true beauty of natural gemstones paired with abalone is stunning. Phone: 800-255-0192 Fax: 480-609-8777 Website: Bellarri.com

|| BULOVA CURV Watch From the new CURV Collection. The worldâ&#x20AC;&#x2122;s first curved chronograph movement features high-performance quartz technology with 262 kHz vibrational frequency for precise accuracy. Five-hand chronograph in titanium and stainless steel case, dark grey exhibition dial with rose gold-tone accents, exhibition screw-back case, curved sapphire glass with black metallization on the outer crystal, black rubber strap with three-piece buckle closure, and water resistance to 30 meters. Phone: 800-228-5682 Website: Bulova.com

Vendor Showcase IMPORTS || DARLING “Peach” Sapphires Introducing a special line of peach sapphires. Grab this hot, trending color while supplies last! Phone: 800-282-8436 Website: Darlingimports.com

ONE || GEMS GIA Mine to Market Program The GIA M2M app allows you to share the complete story of the diamond in the selling process, both digitally on the app, as well as in booklet form. And when a shopper shares the diamond’s story on social media with her friends, they will also see the complete story of your store. Phone: 800-436-7787 Fax: 212-869-7091 Website: www.Gemsone.com

|| IMPERIAL Best-selling Cultured Pearl Rings SKU: lower left: 917198/AA, center: 91800/PW, right: 916830 Imperial’s choice of three best-selling pearl rings all aim to please. Lower left - $395 MSRP 14k freshwater pearl. Center - $1,275 MSRP 14k freshwater pearl and diamond. Right - $1,385 MSRP 14k akoya and diamond. Phone: 800-556-7738 Fax: 401-434-0814 Website: Imperialpearl.com

Vendor Showcase INNOVATIONS || JEWELRY Custom-designed and hand-finished Serinium

Are your contemporary metal rings limited to “off-the-shelf” patterns? Independent jewelers know that custom designs are key to today’s retail environment. Jewelry Innovations provides custom jewelry in Serinium®, The Precious Contemporary Metal™. Phone: 801-572-0170 Fax: 801-572-0172 Website: Jewelryinnovationsllc.com

WATERS || KELLY Cascade SKU: BL2227N Rose gold vermeil. Simulated diamond necklace on 20” chain. Suggested retail price is $150. Phone: 800-647-7017 Fax: 877-282-4103 Website: Kellywaters.com

ART JEWELRY CORP. || MAJESTIC Majestic Fire Collection SKU: MJV1145, MJV684, MJV579 Our three-piece Majestic Fire Collection has earrings, a pendant and a ring with supreme quality diamonds in G/VS1. They are in 18k white gold and made with three different cut/shape diamonds; marquise, princess and round. Phone: 213-447-8457 Fax: 213-489-1089 Website: Majestic-art.com

Vendor Showcase CREATIONS || MALO Fit Collection SKU: FT-031-6PW, FT-031-6YW & FT-249-6W FIT answers a crucial price point in today’s jewelry business. It offers 14k gold wedding bands under $425 (suggested retail). In addition to answering a particular market need, this product comes with our limited lifetime warranty. Made lightweight: 1.4mm thickness, 5 gr approximately. Phone: 450-682-6561 Fax: 450-682-0138 Website: Malobands.com

|| PURE GROWN DIAMONDS

Pure Grown Diamonds is excited to introduce a fabulous new line of bridal sets. Available in a variety of styles and priced for success! Please contact us at rjo@puregrowndiamonds.com for more information. Phone: 866-799-8885 Website: Puregrowndiamonds.com

CREATIONS || SDC Geometric Diamond Layering Necklace in Rose Gold (0.05ct. t.w.)

SKU: PDD2737-P SDC presents a new diamond and 14k gold layering necklace collection with over 60 styles including this geometric rose gold necklace. Every design includes a 14k adjustable 16” - 18” chain. Retail price is $275-$550. Phone: 844-732-5900 Fax: 425-979-5807 Website: SDCcreations.com

Vendor Showcase SOLITAIRE || STAR Show Special Offer Star Solitaire is an expert in GIA-certified solitaires. For the RJO Summer Buying Show, we are offering a show special offer of 1 percent instant cash back on all diamond purchases. Phone: 212-704-4188 Website: Starsolitaire.com

PRECIOUS METAL REFINING, INC. (UPMR) || UNITED Refining & Analytical Services United is a full-service refiner for gold, silver, platinum and palladium and leading supplier of innovative products, such as master alloys, de-oxidized sterling silver, solder and wire. Our customers also benefit from our advanced analytical services laboratory. Phone: 800-999-FINE Fax: 716-683-5433 Website: Unitedpmr.com

FAX FORM TO 641-792-9251

REGISTRATION DEADLINE: JULY 7, 2017

MEMBER REGISTRATION FORM Please print name of show attendee(s) below for buying floor badges. _________________________________________________ Email: �� _________________________________________________ Email: ��

Member since: _________________ This is my first RJO show.

_________________________________________________ Email: �� _________________________________________________ Email: �� _________________________________________________ Email: ��

FRIDAY, AUGUST 4

# Attending

12 p.m. RJO Golf Tournament

________

12:30 - 5:30 p.m. Scenic Colorado Horseback Riding ___ x $105/person Subtotal $ ________ 1:30 - 5:30 p.m. Mile High Wine Tours ___ x $150/person

Subtotal $ ________

7:30 - 9 a.m. Seminar Continental Breakfast 8:30 - 9:20 a.m. What You Need to Know About Your Retirement Sale Buying and Selling Responsibly in the 21st Century Buzz Session: What’s in Stock?

1 - 4 p.m. Affiliate Meeting: RDI Diamond Training Seminar ________ 2 - 3 p.m. Affiliate Meeting: GN Diamonds Seminar

8:30 - 10:20 a.m. Tracking the Closing Ratios

SUNDAY, AUGUST 6

# Attending

________

9:30 - 10:20 a.m. Show Your Customers a Little Love Buzz Session: Plug Me In

________

9:30 - 11:20 a.m. Turn Any Business into a Consumer Destination ________

________

MONDAY, AUGUST 7

11:30 a.m. - 12:20 p.m. Sell More Diamonds and Colored Stones Competing Online – How to Build an Online Presence to Drive Sales Stand Out in the Crowd Buzz Session: Fostering Teamwork in the Workplace

________

2 - 3 p.m. Farewell Event

________

5 - 6:30 p.m. How to Emerge as a Market Maker presented by Stuller

________

6:30 - 8 p.m. New RJO Kick-off Reception

________

7:30 - 9 p.m. Affiliate Meeting: Fall 2017 Hot Trends Analysis presented by Gems One ________

________ ________ ________ ________ ________ ________

# Attending 12:30 - 2 p.m. General Membership Meeting, Luncheon and Keynote ________ Vegetarian meal preferred Kosher meal preferred Gluten-free meal preferred ___ x $35 (for each meal beyond 4) Subtotal $ ________ 5:30 - 7 p.m. Buying Floor Welcome Reception

_________

6 - 7 p.m. Next Generation Reception

________

7 - 8:30 p.m. Overseas Branding Trip Reception

________

________ # Attending

8:30 - 9:30 a.m. Brain Gain Breakouts

# Attending

8 - 9:30 a.m. Sharing the Best of the Denver Experience & Continental Breakfast

________ ________

10:30 - 11:20 a.m. Social Media: The First Steps Effectively Getting Rid of Aged Inventory Buzz Session: Community Involvement

# Attending

7:30 - 8:30 a.m. Joint Breakfast & Awards Presentation ________ Kosher meal preferred ___ x $35 (for each meal beyond 4) Subtotal $________ Vegetarian and gluten-free options will be available on the breakfast buffet.

# Attending 4:30 - 6 p.m. Affiliate Meeting: Pre-Sell Your Colored Stones presented by Star Gems and Hans-Dieter Haag ________

# Attending

________

________ ________

Departure date:________________

# Attending 1 - 5 p.m. Half-Day Financial Training Session with Barbara Nuss ___ x $250 (first attendee) Subtotal $ ________ ___ x $100 (per additional attendee) Subtotal $ ________

2:30 - 5 p.m. Affiliate Meeting: The EDGE User’s Meeting ________

SATURDAY, AUGUST 5

Anticipated arrival date:_________

_________

# Attending 4:30 - 8:30 p.m. Taste of Denver Walking Tour ___ x $110/person

Subtotal $ ________

# Attending 6 - 8 p.m. Sunday Reception

________

# Attending 5:30 - 10 p.m. Red Rocks Park & Amphitheatre: Alt-J Concert ___ x $95/person Subtotal $ ________

Total (if applicable) $ ____________

Please don‘t forget to make your hotel reservation at RJOMembers.com. Fax form to 641-792-9251, mail to RJO, P.O. Box 1045, Newton, IA 50208, or register online at RJOMembers.com. If payment is necessary for activities, call RJO at 800-247-1774 to request your credit card payment authorization form. Paid excursions cannot be canceled after July 7, 2017. Cancellations of RJO events will not be accepted without penalty after July 28, 2017.