Happy anniversary! Our upcoming buying show, 50 Years Together, celebrates our past and current members and vendors who have participated in RJO over the past five decades. Along the way we’ve added more choices and more services while never losing sight of our original philosophy: RJO is member-owned by retail jewelers to support retail jewelers. Through 50 years of buying shows we’ve created some wonderful memories, and 50 Years Together will provide numerous opportunities to create many more. In Indianapolis, we’ll hold our annual RJO
golf tournament (free, thanks to our vendors), gourmet food tours, gondola rides, a trip to the Indianapolis Motor Speedway, a zip line extravaganza and more. Join your best friends in Indianapolis this July for a special golden anniversary celebration and amazing vendor specials to observe the moment. Hope to see you in Indy!
SHOW AND EVENT SCHEDULE FRIDAY, JULY 22 RJO Golf Tournament: Hickory Sticks Golf Club, 1 p.m. RDI Diamond Training Seminar, 1 - 4 p.m. Half-Day Training Session with Kate Peterson, 1 - 5 p.m.
Seminar Attendee Continental Breakfast, 7:30 - 9 a.m. Seminars, 8:30 a.m. - 12:20 p.m. General Membership Meeting and Luncheon, 12:30 - 2 p.m. Show Registration, 1 - 7 p.m.
Happy Hour, 5 - 6 p.m. Sunday Evening Gala, 6:30 - 10 p.m.
Circle City Tours, 1 - 5 p.m.*
Jan Fox - Keynote Address, 1:15 - 2 p.m.
MONDAY, JULY 25
NASCAR Pre-Race Event, 1 - 6 p.m.*
RJO Idea Center, 2 - 6 p.m.
Go Ape! Zip Line Adventure, 1 - 6:30 p.m.*
Buying, 2 - 7 p.m.
Indy Experience Panels and Breakfast, 8 - 9:30 a.m.
The EDGE Users’ Meeting, 3 - 5:30 p.m.
Welcome Reception, 5 - 7 p.m. Next Generation and Succession Reception, 6 - 7 p.m.
Private Gondola Rides, 4:45 - 7:30 p.m.* The Handle Bar, 5:15 - 7:45 p.m.* Massachusetts Avenue Food Tour, 5:15 - 9 p.m.* Gems One Seminar, 7 - 9 p.m.
SATURDAY, JULY 23 Seminar/Show Registration, 7:30 a.m. - 12:30 p.m.
Buying, 9:30 a.m. - 3 p.m. RJO Idea Center, 10 a.m. - 12 p.m. Farewell Event, 2 - 3 p.m.
SUNDAY, JULY 24
Wholesale District Food Tour, 5:15 - 9 p.m.*
Show Registration, 8:30 a.m. - 5:30 p.m. Buying, 9:30 a.m. - 6 p.m. RJO Idea Center, 10 a.m. - 5 p.m.
FRIDAY
Show Registration, 8:30 a.m. - 2 p.m.
Overseas Buying Trip Reception, 7 - 8:30 p.m.
Ascend Marketing Users’ Group, 7 - 10 p.m. Member/Vendor Breakfast, 8 - 9:30 a.m.
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Press Release Program, 1 - 3 p.m Antwerp and Israel Personalized DVD Filming, 3:30 - 5 p.m.
Rockin’ Cocktail Cruise, 4:30 - 7:30 p.m.* The Escape Room, 5:40 - 8:30 p.m.* *Cost of optional excursions is the responsibility of the participant.
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HALF-DAY TRAINING SESSION Building an A+ Team: Strategies to Increase Productivity, Manage Conflict and Lead with Confidence Presented by Kate Peterson, Performance Concepts ‘’A small team of A+ players can run circles around a giant team of B and C players.” – Steve Jobs How do you build, nurture and manage that A+ team? Teams that are cohesive,
Registration Deadline: Wednesday, June 22, 2016 Overflow Hotel
Show Location
Omni Severin Hotel 40 West Jackson Place • Indianapolis, Indiana 46225
Indiana Convention Center Halls J & K 100 South Capitol Avenue • Indianapolis, IN 46225 • 317-262-3400
RJOMembers.com • 317-634-6664
Buying and selling will be held at the Indiana Convention Center, located in downtown Indianapolis. Both of our hotels are connected to the center via the skywalk system. Also linked to the center is a fourstory urban shopping mall, surrounded by more than 200 restaurants and clubs, well-known sports venues, and a 10-block state park that features excellent museums, a green space and a nearby canal walk.
Due to the limited number of rooms at the Hyatt Regency Indianapolis, we have made arrangements at the Omni Severin to accommodate everyone who does not receive a Hyatt reservation. The beautiful Omni Severin is two blocks from the Hyatt and Convention Center via sidewalk or skywalk.
Host Hotel
Complimentary Accommodations
Hyatt Regency Indianapolis One South Capitol Avenue Indianapolis, IN 46204 RJOMembers.com • 317-632-1234 Entering RJOMembers.com requires a username and password. If you don’t have them, please call RJO at 800-247-1774. Our official host hotel will be the Hyatt Regency Indianapolis, located steps away from the Convention Center and buying floor, the famed Circle Centre Mall and Lucas Oil Stadium. Beautifully designed and refined, the Hyatt Regency is through-and-through a luxury hotel with spacious guest rooms and a generous array of amenities. Book your room now either online or by phone to secure accommodations in the limited RJO-reserved room section. Check-in: 3 p.m. • Check-out: 12 p.m.
Check-in: 3 p.m. • Check-out: 12 p.m.
RJO will pay up to three nights’ accommodations for all qualifying members staying at either the Hyatt Regency or the Omni Severin. A rate of $167 per single and double rooms plus taxes and fees per night will apply to members staying before or after the three nights during the show and to nonqualifying members. This free room incentive does not include suite upgrades and additional persons.
Reserve Your Room and Register for the Show The easiest, fastest way to reserve your hotel room and sign up for the show is online. Visit RJOMembers.com and go to the Buying Show section. If you don’t have a username and password, call RJO at 800-247-1774.
Cancellation Notices If you have registered but find that you are unable to attend the show or specific events, notify the RJO office at least five business days prior to the event (July 15, 2016) to avoid being charged. Hotel cancellations must be made 24 hours prior to your scheduled arrival. Reservations to RJO excursions requiring payment must be canceled before July 6, 2016.
productive and efficient – and whose members enjoy doing their work and working together – don’t happen by accident. Successful teams are cohesive because team members work cooperatively, maintaining individual accountability while sharing common goals. They are productive because they are able to resolve conflicts, and efficient because tasks are handled in a way that takes into account each member’s skills and strengths. Contrary to some pop theory, business success has demonstrated that the stronger the team, the greater the need for a strong leader.
In this half-day workshop, we’ll address practices that will help develop your skill as an effective team leader, specific techniques you can use to build and maintain your own cohesive, productive and efficient team, and strategies for dealing with conflict and those difficult people who seem to make every effort painful. Most importantly, we’ll discuss related issues that are important to you. Bring your questions, concerns and challenges as well as your success stories. We’ll spend the last hour of the program sharing, troubleshooting and problem solving together.
Cost is $79 for the first attendee and $49 per additional attendee. Price includes the training session and afternoon break service. 1 - 5 p.m.; Hyatt, Discovery RJO GOLF TOURNAMENT – HICKORY STICK GOLF CLUB This summer’s RJO tournament will be held at the Hickory Stick Golf Club in Greenwood, just south of Indianapolis. Hickory Stick Golf Club is a Scottish links-style course designed by Tim Liddy, offering rolling fairways and
mounded rough. Once again, due to the generosity of our vendors, your participation in this event is free. Because you don’t want to miss the fun, food and prizes, complete the golf registration form enclosed in your registration packet (or the online form) to confirm your spot. Be sure to indicate if you’d like to ride our bus to Hickory Stick or will need rental clubs. 1 p.m. Shotgun Start (Bus departs from the Hyatt at 11 a.m.) (Continued on next page)
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At the Piano: Our Own Liz Schlauch We’re thrilled to announce that, during our buying floor receptions in Indianapolis, RJO board member Liz Schlauch will be performing at the piano. Before beginning a new career as a jeweler after her father’s retirement, Liz, who holds a Doctorate of Musical Arts, performed extensively as a solo recitalist, chamber musician, orchestral soloist and vocal accompanist in Brazil, Canada and the U.S. Following her performing career, she was a college professor for 28 years. Liz will be accepting donations to the RJO Foundation throughout her performances. Please show your appreciation through your applause and your generosity.
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.
SUNDAY EVENING GALA AND AWARD PRESENTATION We’re getting the family together for a golden anniversary celebration! Things start in a chicly decorated reception area glowing softly in candlelight, then proceed to our awards presentation and formal sit-down dinner. Afterward, the lounge makes an elegant retreat for a drink and conversation about old friends and past buying shows. To enliven the mood further, we’ve invited Indianapolis’ top piano duelers to play. Feel free to dance, sing along and submit a request. And to capture all of the golden moments of our 50th year celebration, we’ll have a photo booth station at the party.
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6:30 - 10 p.m.; Hyatt, Regency Ballroom 6:30 - 7 p.m.; Reception and Hosted Bar 7 p.m.; Awards Presentation 7:30 p.m.; Dinner 8 p.m.; Entertainment
NEW Jewelry Design Contest Show off your creativity in RJO’s first jewelry design contest. Winners will receive a crystal plaque, a certificate and enthusiastic kudos from fellow members. The categories are: Silver/Alternative Bridal Metal
Fashion Under $3,000
Fashion Over $3,000
To enter, send RJO your name and the name of your store, an electronic rendering of your design, a description of the materials you used, and your piece’s estimated value. The deadline is June 22. Then bring the finished piece and its display holder to the 50 Years Together show. Submissions will be judged by a nine-member panel composed of members from each RJO leadership committee. Criteria will include overall design, adherence to the rendering and wearability. There also will be a People’s Choice Award in each category, determined by all show participants.
EARLY PACKET PICK-UP You may obtain your 50 Years Together registration packets and materials before the official registration time at these locations, dates and times. Friday, 4 - 6 p.m.; Hyatt, Cosmopolitan CD Foyer Saturday, 7:30 a.m. - 12:30 p.m.; Hyatt, Cosmopolitan CD Foyer AFFILIATE MEETINGS If you are a customer of RDI Diamonds, The EDGE, Gems One or Ascend Marketing, plan to attend an informational meeting about their products and services. Please note your intention to attend on the show registration form. For detailed descriptions of the affiliate meetings visit rjomembers.com.
RDI DIAMOND TRAINING SEMINAR: Diamond Selling 101 and Diamond Grading Reports 1 - 4 p.m.; Hyatt, Cosmo CD THE EDGE USERS’ MEETING 3 - 5:30 p.m.; Hyatt, Cosmo A GEMS ONE SEMINAR: 2016 Fall Trend Forecast 7 - 9 p.m.; Hyatt, Cosmo CD ASCEND MARKETING USERS’ GROUP: The 11 Most Overlooked Marketing Principles and How Mastering Them Can Make Your Sales Explode! 7 - 10 p.m.; Hyatt, Cosmo A
SATURDAY SEMINARS Please review the seminar pages in this registration booklet for descriptions of this show’s educational offerings. 7:30 - 9 a.m.; Continental Breakfast, Hyatt, Cosmopolitan Foyer 8:30 a.m. - 12:20 p.m.; Seminars, Hyatt GENERAL MEMBERSHIP MEETING AND LUNCHEON As an RJO member you’re also an RJO owner. Plan to attend this luncheon meeting, where we’ll discuss the status of RJO, look at recently accepted vendors and
Purchase Vouchers 50 Years Together. Building Our Future. The RJO Foundation supports the advancement and continued growth of the jewelry industry by providing scholarships and grants. Its 2016 capital campaign, entitled 50 Years Together: Building Our Future, is now underway. We are challenging all members and vendors at the show to donate $50 for RJO’s 50th year. There will be donation envelopes on-site, but you also can find an envelope in your monthly statement. Please consider giving to a cause that has already made a difference in our members’ lives. The RJO Foundation is a 501(c)3 non-profit, charitable organization separate from RJO. All donations are tax-deductible.
Purchase vouchers will be in effect during the 50 Years Together show, and applicable to all of your purchases from our vendors. Your specific voucher percentage – up to an additional 2 percent off each purchase – will be based on your store’s 2015 purchase total. This information will be available at the show registration desk, or you can call us. 2015 Total Purchases $100,000 - $149,999.99 $150,000 - $199,999.99 $200,000 or greater
Additional Show Discount 1% on all show purchases 1.5% on all show purchases 2% on all show purchases
All vouchers must be completed by you and submitted to the RJO registration desk prior to the end of the buying show. Show voucher terms are six months.
The current RJO Foundation board members are: • Mike Doland, Doland Jewelers (President) • Joe Koester, Herzog Jewelers (Vice-President) • AG Becker, Becker Jewelers (Secretary/Treasurer) • Terry Dickens, Herteen & Stocker Jewelers • Deb Borgemoen, Wickersham Jewelry • Mark Comier, Hager Jewelry, Inc. • Robert Disinger, Disinger Jewelers, Inc. • Kimberly Gassen, Kelly Jewelry • Erika Godgrey, Hawthorne Jewelry • Mike Pribyl, Cahill-Pribyl Jewelers
review our goals for the future. The meeting will wrap in time for everyone to enjoy the keynote address that immediately follows. 12:30 - 1:15 p.m.; Hyatt, Regency A-F KEYNOTE ADDRESS “Rejuvenating Your Love for the Jewelry Industry” Presented by Jan Fox As a retail jeweler, every time you unlock your front door you’re hoping for sales. Jan Fox, a fourtime Emmy winner, can help you stop relying on hope with four strategies that entice clients to enter your store with their wallets open: 1) Be Believable, 2) Be on Target, 3) Be Likeable, and 4) Be Daring.
1:15 - 2 p.m.; following General Membership Luncheon, Hyatt, Regency A-F BUYING FLOOR OPENING AND WELCOME RECEPTION After the keynote address we’ll open the buying floor. At 5 o’clock, the floor will host our Welcome Reception as commerce continues. Appetizers and beverages will be served throughout the event. Buying: 2 - 7 p.m.; Convention Center, Hall JK Reception: 5 - 7 p.m.; Convention Center, Hall JK NEXT GENERATION AND SUCCESSION RECEPTION We invite attendees of the RJO Next
Gen Experience and the RJO Succession Experience to reconnect, chat about their progress and share their stories. This reception is open to all Next Gen members as well as those thinking of starting their succession plan. 6 - 7 p.m.; Convention Center, Idea Center, Exhibit Hall JK OVERSEAS BUYING TRIP RECEPTION With hosted trips to Antwerp, Belgium; Idar-Oberstein, Germany; and Tel-Aviv, Israel, RJO provides an opportunity to buy diamonds and colored-stones directly from the source – setting your store apart as the direct importer in your area. The hosted trips offer a wonderful opportunity to experience these beautiful locations, all with hosted
guides helping you every step of the way. To learn more about this profitable advantage, join us for the RJO Overseas Buying Trip Reception. 7 - 8:30 p.m.; Convention Center, Meeting Rooms 130-131
SUNDAY MEMBER/VENDOR JOINT BREAKFAST AND ROUNDTABLES Our joint breakfast and roundtable sessions give vendors and jewelers a chance to transcend traditional buyer/ seller roles to explore how each side operates inside the system. This knowledge can lead to understanding what vendors and retailers need to do (Continued on next page)
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The RJO Big Cash Giveaway Throughout floor hours the sales, specials and deals are always flying, but being on the sales floor at the following Big Cash Giveaway times can be particularly advantageous. If you are sure to drop off your raffle ticket, just being there makes you eligible to win. Sunday: 1:30 p.m. ($100) and 2 p.m. ($200) Monday: 11 a.m. ($100), 1:30 p.m. ($200), 2 p.m. ($200), 2:20 p.m. ($200) and 2:40 p.m. ($500) To win, have your Big Cash Giveaway ticket with you during each drawing, and listen for your ticket number to be called. Increase your odds by purchasing extra tickets at the show for $5 each (or 3 for $10). All proceeds go to the RJO Foundation.
Photo IDs Required for the Show Floor To ensure the safety of all of our members and vendors, we require a photo ID and business card upon registration check-in. Both items must be presented to receive your badge for access to the show floor.
to create harmony and success between both parties. Facilitated by Mary Peterson. Breakfast Served: 8 - 8:30 a.m. Roundtable Discussions: 8:30 - 9:30 a.m. Hyatt, Cosmopolitan Ballroom Anyone wanting breakfast should arrive before 8:30. Vendors may have to leave early to prepare their booths for the day; however, everyone is invited to stay and finish the discussion. PRESS RELEASE PHOTOS To take advantage of our free press release program, sign up Saturday afternoon or Sunday morning at the show registration desk for a time to have your photo taken. We’ll then send your photo with a press release to the 6
newspaper(s) you specify. Quite literally, your participation is a snap. Be sure to come with all your pertinent newspaper information. 1 - 3 p.m.; Convention Center, Hall JK ANTWERP AND ISRAEL PERSONALIZED DVD FILMING Jim Grot of Grot Imaging Studios/ JewelerHub will be videotaping everyone planning to attend a sponsored Antwerp or Israel trip this fall. From the footage Jim takes, he will edit a personalized DVD that you can play in your store to help build pre-trip customer shopping lists. This is a complimentary service provided by RJO and Grot Imaging. 3:30 - 5 p.m.; Convention Center, Room 133
HAPPY HOUR Happy Hour is a relaxing way to wrap up Sunday’s buying day. Come relax, browse and share discoveries with your friends. 5 - 6 p.m.; Convention Center, Hall JK
MONDAY SHARING THE BEST OF YOUR INDY EXPERIENCE Roundtable Discussions and Continental Breakfast Facilitated by Mary Peterson All it takes is one great idea to make your show experience a success, and that idea may have come to you in a seminar, on the show floor, in conversation with other jewelers, talking with an old friend or a new one. Let’s share the personal bests we
experienced at the RJO Indianapolis show so we can learn which information or insights spoke to us, and how we plan to proceed. Breakfast: 8 - 8:30 a.m. Panel Discussions: 8:30 - 9:30 a.m. FAREWELL EVENT Monday cocktail reception will be held on the showroom floor during the last hour of buying. Appetizers and beverages will be located throughout the showroom, giving you the opportunity to mingle, browse the exhibits and make last-minute buys. If that’s not enough, the Big Cash Giveaway will be giving away hundreds of dollars. 2 - 3 p.m.; Convention Center, Hall JK
Time
8:30 - 9:20 a.m.
Room 1
Room 2
Room 3
Room 4
Those Shiny Baubles in the Showcase – the Killer of Cash Flow!
Running the Numbers with JewelConnect
Intellectual Property Law and How to Protect Your Work
BUZZ SESSION Inventory Management
David Geller, Jeweler Profit, Inc.
Andrew Boundy, JewelConnect
Sara Yood, JVC Legal Counsel
Kate Peterson, Performance Concepts
Break
Using RJO’s Free Image Library Jim Grot, JewelerHub
9:30 - 10:20 a.m.
8 Essential Elements to Managing a High-Performance Sales Floor Karen Barry, The Friedman Group
BUZZ SESSION Staff Management Kate Peterson, Performance Concepts
Break
10:30 - 11:20 a.m.
Effective Leadership and Management of a Retail Jewelry Business Bill Boyajian, Bill Boyajian Associates
Profit Does Not Mean Cash Flow Phyllis Casey, EDGE Retail Academy
Mind Control: Influence Your Customers and Employees by Speaking Their Language
BUZZ SESSION Marketing Kate Peterson, Performance Concepts
Jimmy DeGroot, Jewelry Marketing Guy
Break
11:30 a.m. - 12:20 p.m.
Get Your Fourth Quarter Plan in Place
Selling to the Internet Shopper
BUZZ SESSION Sales Training
Nick Failla, Collected Concepts
Sherry Smith, Edge Retail Academy
Kate Peterson, Performance Concepts
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Introducing Buzz Sessions! Facilitated by Kate Peterson
One of RJO’s biggest strengths is the opportunity to connect and share ideas with non-competitive peers across the nation. In these discussions, you’ll have the opportunity to hear from other store owners about their common problems and proven solutions, and get the answers and ideas that will help keep your store ahead of your competition. Come with a few questions, bring a great idea from your store, or grab a pencil and paper to write down what’s worked for other stores like yours!
8:30 - 9:20 a.m. Buzz Session: Inventory Management Kate Peterson, Performance Concepts Let’s talk about getting the most out of your inventory investment. Some pieces sell just as soon as you put them in the case; others stick around for ages. How do you decide when to try a new product and when to pass? What rules do you have when it comes to inventory aging? What stays and what goes … and how do you make the ‘go’ stuff go away? How do you navigate the tricky balance between vendor relationships and what’s financially responsible for your store? Together, we’ll arrive at the best answers.
Running the Numbers with JewelConnect Andrew Boundy, JewelConnect Introducing unique, exclusive new consumer data. You probably already know that the RJO-exclusive JewelConnect.com system powers over 500 profiles, shows over 1 million pages per year and markets 40,000 items and 20,000+ loose diamonds to the public. Now find out what happens when we track activity, customer requirements and trends by category and price. See if in-store sales match actual customer searches or if you’re missing opportunities. Even for nontechies, this session will be full of useful hard data not available anywhere else.
Intellectual Property Law and How to Protect Your Work Sara Yood, Assistant General Counsel, Jewelers Vigilance Committee Intellectual property – copyright, trademark, patent and other areas of intellectual property law – is an important part of any business, and understanding how to use the law to protect and promote your work can give you a leg up on the competition. In this session you will learn: the difference between copyright, trademark and patent law and what can qualify for legal protection and how to protect it. You also will learn about practical applications of these laws in the jewelry industry. Finally, Sara will talk about publicity rights and how they affect advertising your products to the public. Come armed with questions or send questions in advance to sara@jvclegal.org. Our expert is ready to offer guidance on protecting yourself and your IP.
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8:30 - 10:20 a.m. Those Shiny Baubles in the Showcase – the Killer of Cash Flow! David Geller, Jeweler Profit, Inc. For many years, jewelers have been taught that a higher margin fixes everything. In the 50s, 60s, and part of the 1970s that might have been true, but not today. This session will open your eyes to the operations of 90 percent of all other retail stores in America. Learn to use their strategies to your advantage.
9:30 - 10:20 a.m. Buzz Session: Staff Management Kate Peterson, Performance Concepts Compliance, commitment, millennials, policies, expectations, leadership. How do you handle the challenges your team presents? Do you have that one difficult person that seems to suck the life out of you and others around them? What about keeping that superstar happy and engaged? What’s legal and what’s not? How do you go about finding and hiring the right players? What’s the business owner’s role in day-to-day management? Whatever your staff challenge, there’s a good chance someone else in RJO has encountered it and is willing to share a solution.
Using RJO’s Free Image Library Jim Grot, JewelerHub JewelerHub.net has given all RJO members free access to its high-resolution Image Library. Jim Grot will explain how to use the library, how vendors give control over who can see and use their images and how you can use the library to help organize your own images. Join this session and learn how to enhance your image library without spending a dime!
8 Essential Elements to Managing a High-Performance Sales Floor Karen Barry, The Friedman Group The Friedman Group’s experience in working with hundreds of jewelry companies since 1980 has enabled it to identify the common sales management elements always present in highly successful organizations. These vital elements are known, yet many owners choose an à la carte method of management. When all 8 essential elements are in place with a sustained focus, the sky is the limit! This session will provoke reflection on what simple steps are missing today and provide a catalyst for changes starting tomorrow.
10:30 - 11:20 a.m. Buzz Session: Marketing Kate Peterson, Performance Concepts At some point, every jeweler must become a marketing master. With traditional avenues like radio, print and TV competing with web advertising and social media for your ad money, how do you decide what’s going to give you the biggest bang for your buck? Which marketing campaigns were the most successful in 2015? Which were a bust? What about special events? Bring your best ideas to the table and hear about winners, losers and great ideas from other markets.
Profit Does Not Mean Cash Flow Phyllis Casey, Edge Retail Academy Join financial analyst Phyllis Casey from Edge Retail Academy for an in-depth look at some of the keys to financial success. She will talk about the industry averages for margins, the effect on net profitability, and how you can use those numbers to improve the management of your store’s finances. Other key topics include the cash conversion cycle, cash flow analysis sources, uses of cash and working capital requirements – excess vs. shortfall. Your store can’t afford to miss this seminar!
Mind Control: Influence Your Customers and Employees by Speaking Their Language Jimmy DeGroot, Jewelry Marketing Guy As a jewelry store trainer, one of the most frequently asked questions I get is “Jimmy, how do I get my people to.......?” The fact is, it’s really easy when you speak THEIR individual language. Once we learn to speak their language, we see a newly unified team that respects and understands each other. Then we translate this to the individual customer and learn to use words they like to hear. The result: better teams and more closed sales. I must warn you, this information will make you dangerous. People will wonder what you’re up to.
10:30 a.m. - 12:20 p.m. Effective Leadership and Management of a Retail Jewelry Business Bill Boyajian, Bill Boyajian Associates Every jeweler faces myriad challenges in running a successful business today. Pulled in so many directions and mired in details, you sometimes don’t know whether you’re coming or going, and you can’t see the forest through the trees. But there are basics to leading staff, managing inventory, handling suppliers, attracting customers, closing sales, adapting to change, dealing with transition, and developing your own skills as an owner that are fundamental to operating efficiently and effectively. Bill’s presentation will cover these subjects and more in a stimulating, interactive session you won’t want to miss.
11:30 a.m. - 12:20 p.m. Buzz Session: Sales Training Kate Peterson, Performance Concepts How do you build an A+ team? What do you look for in the right ‘raw material’? How much training does a new hire get before he or she is sent out to your sales floor? Do you have a mandatory system or protocol? What about meetings? What programs/materials do you use? Come share your stunning successes and epic fails, and learn from others what has worked for them.
Get Your Fourth Quarter Plan in Place Nick Failla, Collected Concepts Don’t let the fourth quarter sneak up on you unprepared! This seminar will discuss important fourth quarter topics like special events, sales associate training and merchandising for this all-important selling period. Attend this seminar and learn more about the tactics top performers will be using this holiday season.
Selling to the Internet Shopper Sherry Smith, Edge Retail Academy Do you dread having a customer pull out internet site printouts, comparing your diamonds and pricing to internet diamond companies? This presentation offers an in-depth look at what internet sites offer and how, as retailers, we can effectively sell and satisfy clients. We will share techniques and information that will give you the confidence and passion to overcome objections, protect your margins and increase your sales.
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The RJO Idea Center is a designated area on the show floor where you can take a break, share ideas or generate new solutions. There will be some pertinent topic cards to spark conversation. Check the schedule, then stop by and speak informally with our seminar presenters, who have agreed to make themselves available for your questions.
Inventory Management, Staff Management and Marketing Kate Peterson, educator and trainer extraordinaire, answers your questions on various management and marketing issues. Bring her your challenges; she’s got your solutions. Saturday: 2 - 6 p.m.
Protecting Your Work Meet Sara Yood, JVC’s assistant general counsel, to find out how to protect your intellectual property, including your jewelry designs, collateral – even the name of your store. Sunday: 10 a.m. - 12 p.m. Sunday: 1 - 3 p.m.
Sunday: 10 a.m. - 12 p.m. Sunday: 1 - 5 p.m. Monday: 10 a.m. - 12 p.m.
Essential Elements for Your Store Sit down with Karen Barry of the Friedman Group and learn more about the essential elements to managing a high-performance sales floor. Bring your questions. Saturday: 2 - 6 p.m.
Cash Flow Killer Talk shop and operations with David Geller of Jeweler Profit, Inc. He’s savvy about other retail store operations and will share the benefits they hold for jewelers. Saturday: 2 - 6 p.m.
Leadership and Management Bill Boyajian knows the challenges in running a successful business today. His responses to your questions will keep you and your store moving in the right direction. Saturday: 2 - 6 p.m.
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Training Employees and Customers Ask Jimmy DeGroot, the “Jewelry Marketing Guy,” about the best ways to speak to your employees and how to learn their language. Bring your questions; his answers can make your team stronger. Sunday: 10 a.m. - 12 p.m. Sunday: 1 - 5 p.m.
Many of the RJO seminar presenters will make themselves available in the Idea Center for one-on-one training and individual discussions. Be sure to review the schedule below to take advantage of our experts’ knowledge. Time
Presenter
Title
SATURDAY
2 - 6 p.m.
Kate Peterson
Inventory Management, Staff Management and Marketing
Karen Barry
Essential Elements for Your Store
David Geller
Cash Flow Killer
Bill Boyajian
Leadership and Management
SUNDAY
10 a.m. - 12 p.m.
1 - 3 p.m. 1 - 5 p.m.
Kate Peterson
Inventory Management, Staff Management and Marketing
Sara Yood
Protecting Your Work
Jimmy DeGroot
Training Employees and Customers
Sara Yood
Protecting Your Work
Kate Peterson
Inventory Management, Staff Management and Marketing
Jimmy DeGroot
Training Employees and Customers
MONDAY 10 a.m. - 12 p.m.
Kate Peterson
Inventory Management, Staff Management and Marketing
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To register for any of the following group activites, indicate on your registration form the one(s) you wish to attend and remit payment. Optional excursions cannot be canceled after July 6, 2016. FRIDAY AFTERNOON EXCURSIONS
FRIDAY EVENING EXCURSIONS
NASCAR Pre-Race Event
Massachusetts Avenue Food Tour
Spend a day at the world’s most famous racetrack! This excursion includes visits to the Hall of Fame Museum and the NASCAR Merchandise Tent as well as NASCAR practice, where you’ll see your favorite drivers test their cars and Indy track condition.
The Mass. Ave. Food Tour will explore the progression of Indianapolis cuisine over the past 150 years; from the traditions brought over by the city’s original immigrants to locally sourced progressive cuisine, all within the beautifully restored Lockerbie and Chatham Arch neighborhoods.
Please note: The Crown Royal 400 will be running during the weekend, therefore no grounds tours or ride-alongs will be available.
5:15 - 9 p.m. (Depart Hyatt lobby at 4:45 p.m.)
1 - 6 p.m. (Depart Hyatt lobby at 12:30 p.m.)
6 minimum participants; maximum of 50
$129/person (includes walking tour, tastings, beer and wine pairings)
$65/person (includes transportation, admission to track and museum) 25 minimum participants; maximum of 55
Circle City Tour This tour is packed with the sights, sounds and stories surrounding Indianapolis, from its beginning as a trading post through its national prominence as the “Crossroads of America.” With more than 50 points of interest, you just might be tempted to stay another day. Stops along the tour include White River State Park, the 9/11 memorial, Monument Circle/Soldiers & Sailors Monument, Indianapolis Motor Speedway, the Children’s Museum of Indianapolis and the Indianapolis Museum of Art.
The Handle Bar Pedal around the Circle City while consuming your favorite beer and wine, seeing the sights and singing your favorite songs. Coolers of beer, wine and water will be available – as well as snacks for this entertaining pedal cruise. Each bike holds 16 passengers (three of whom don’t need to pedal) so grab your friends and enjoy an evening around Indy! 5:15 - 7:45 p.m. (Depart Hyatt lobby at 4:45 p.m.) $45/person (includes short walk, beer, wine and snacks) 16 minimum participants; maximum of 48; each bike requires 16 guests.
1 - 5 p.m. (Depart Hyatt lobby at 12:30 p.m. ) $76/person (includes tour and transportation)
Private Gondola Rides
10 minimum participants; maximum of 22
Experience the beauty, mystique and charm of downtown Indianapolis the best way possible: in an old-world gondola, serenaded by a golden-throated gondolier. Really! After your water tour, enjoy dinner along the river.
Go Ape! Zip Line Adventure Go Ape is a highly interactive 2- to 3-hour outdoor adventure featuring rope ladders, 39 crossings, two Tarzan swings and five zip lines. Located in Eagle Creek Park, just minutes from downtown, Go Ape is a fun adventure for friends, families and groups. * Minimum height: 4’ 7” (55 inches), Maximum weight: 285 lbs. (subject to harness fit) **Closed-toe shoes with closed heels and comfortable clothing.
1 - 6:30 p.m. (Depart Hyatt lobby at 12:30 p.m.) $95/person (includes transportation) 28 minimum participants; maximum of 55
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4:45 - 7:30 p.m. (Depart Hyatt lobby at 4:15 p.m.) Fifteen-minute walk from hotel. $75/person (includes gondola tour, dinner, beer and wine) 8 minimum participants; maximum of 32; each boat requires 8 guests.
MONDAY EXCURSIONS
TRAVEL TIPS AND INSIDE INFO
Wholesale District Food Tour
AIRPORT
Over the past few decades, the once-crumbling Wholesale District has been resurrected to its former elegance. It’s once again one of the best places to shop in the city, and boasts an array of dining options from hole-in-the-wall to high-end restaurants. The Wholesale District Food Tour will explore the neighborhood’s culture, history, architecture and cuisine in a three-hour guided walking tour.
Formal name: Indianapolis International Airport Three-letter designation: IND Address: 7 800 Col. H. Weir Cook Memorial Drive Indianapolis, IN 46241
5:15 - 9 p.m.; (Depart Hyatt lobby at 5 p.m.) $129/person; includes walking tour, tastings, beer and wine pairings 6 minimum participants; maximum of 50
Rockin’ Cocktail Cruise Travel to some of the area’s best wineries, brew houses and distilleries aboard a beautiful party bus customized with all of the bells and whistles. We’ll cruise the city and countryside tasting great wines, bubbly brews and a few spirits for a perfect ending to your Indianapolis visit. There also will be a stop along the way to grab some grub and stretch your legs. 4:30 - 7:30 p.m.; (Depart Hyatt lobby at 4 p.m.) $85/person; (includes bus, beer, wine and spirit-tasting with dinner) 28 minimum participants; maximum of 55
Distance to hotels: 8 miles (approximately 15 minutes) from both the Hyatt Regency and Omni Severin.
TRANSPORTATION FROM THE AIRPORT Taxi Service
Taxis are available at the curb on the lower level of the terminal, just outside of the baggage claim. One-way fares to downtown Indianapolis range between $35-$40. Downtown Shuttle Service
The Go Green Airport Shuttle is an express to downtown Indianapolis. The shuttle departs for downtown twice each hour between 8 a.m. to 11 p.m., seven days a week. For the Hyatt Regency, once on board you will exit from Bus Stop 8. For the Omni Severin, exit at Bus Stop 4. The price is $10 one way. Drivers do not accept cash, so priority is given to online reservations. Visit goexpresstravel.com/indy_express or call 800-289-6004.
Can You Escape in Time?
Airport Car Rental Companies
The Escape Room Indianapolis offers a fun, interactive adventure designed for everyone. The concept: You’ll be locked in a room filled with clues, puzzles, keys and combinations to help you escape. The catch: you only have 60 minutes! Escaping requires mental agility, thoughtfulness, creativity and teamwork. After your great escape we’ll head downstairs to the Old Spaghetti Factory for dinner and a few laughs about your hair-raising escape.
Alamo Avis Budget Dollar Car Rental
5:40 - 8:30 p.m., (Depart Hyatt lobby at 5:15 p.m.) $75/person; (includes entrance fee and dinner – drinks on own) 25 minimum participants; maximum of 50
800-327-9633 800-230-4898 800-527-0700 800-800-3665
Enterprise 800-736-8222 Hertz 800-654-3131 National 800-227-7368 Thrifty Car Rental 800-847-4389
HOTEL PARKING Hyatt Regency Indianapolis
Valet services with pick-up at the front drive are $30 per day without in/out privileges, and $39 overnight rate (includes in/out privileges). Underground Hyatt self-parking is $29 overnight and Capitol Commons parking, across from the Hyatt on Capitol Avenue, is $26 overnight. Omni Severin
Valet parking is available for $38 per room night/per vehicle until 3 p.m. on the day of departure. Self-parking is available approximately one block from the Omni in the Pan Am parking garage for $22 per 24-hour period per car without in/out privileges.
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|| BELLARRI La Bouquet Collection SKU: La Bouquet and Tuscany BELLARRI features original and intricate color gemstone creations available in 14k using innovative cutting techniques which bring out the beauty of the gemstones. Phone: 800-255-0192 Fax: 480-609-8822 Website: Bellarri.com
|| BIJOU JEWELERS, INC. SKU: 9359
Our new bridal collection features a complete variety of beautiful designs made with an emphasis on quality. Featuring two-tone looks and non-halo designs that this year’s consumer will be looking for. Phone: 619-531-1190 Website: Bijouinc.com
EMOTIONS || DIAMOND Custom Designs SKUs: RGR25139, RGR22808 RGR25139 is a .40 semi-custom engagement ring. RGR22808 is a custom, tri-color .32 semi-engagement ring. Email: rick@diamondemotions.com Phone: 517-574-4209 Fax: 517-913-6288 Website: DiamondEmotions.com
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INTERNATIONAL || DORA Couples Fashion Twisted Ring SKUs: 474B00 & 474B03 Give it a twist with these latest edition fashion couples rings with beautiful colorful combinations and diamonds for that extra oomph. Check our website for product details and prices. Phone: 973-244-1344 Fax: 973-244-1345 Website: DoraRings.com
|| EMPIRE CORPORATION
SKUs: 1043424W, 1043696W, 1043716W These 14k gold rings are available in sapphire, ruby and emerald. Please see us for all your color stone needs. Phone: 630-887-8228 Fax: 630-887-8588 Website: callempire.com
|| FRANK REUBEL DESIGNS SKUs: MP4251R/PT/RRQ
MP4251R/PT/RRQ (14kt rose) has .35ct. t.w. diamonds, rubellite and red rutilated quartz. The MR4255R/CTPL (14k rose) boasts .52ct. t.w. diamonds and chocolate pearl, and our XP4281R/OPMAT reversible pendant has .85ct. t.w. diamonds and a 22ct. t.w. opal matrix. Phone: 386-761-6945 Fax: 386-761-5729 Website: FrankReubelDesigns.com
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DIAMOND || GN The Arielle Collection Our exquisitely seamless, revolutionary process merges technology with contemporary style and design to produce wearable works of art. Also featured, expert craftsmanship in this one-of-a-kind, handmade ring. Phone: 800-724-8810 Fax: 215-925-0217 Website: gndiamond.com
GOODMAN MFG. COMPANY || I.B. – Ze Bridal SKU: Quinn The Marquise Collection, featuring accent stones in the classic marquise shape, are not the same old halos or solitaires. Designed for the wow factor that insures she will say yes! See these and our latest collections at the I.B. Goodman booth. Phone: 800-543-1945 Fax: 859-261-2179 Website: Ibgoodman.com
PEARL || IMPERIAL Imperial’s Modern Pearl Jewelry The modern silhouette of today’s pearl ring; 14k rose gold, 2-2.5mm freshwater cultured seed pearls and amethyst. SKU: Style 918150/RG-AM Phone: 800-556-7738 Website: ImperialPearl.com
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BOREL & CO. || JULES Foilback Assortments SKUs: 94A-417 and 94A-417/C Handy foilback assortments hold sizes from 1 - 5.5mm in secure, lidded boxes. Colored foilback assortment 94A-417/C has three each of 12 birthstone colors in 12 sizes. Clear assortment 94A-417 has 12 each of 12 sizes. Phone: 800-776-6858 Fax: 800-776-6862 Website: JulesBorel.com
WATERS || KELLY Simulated Morganite Ring SKU: Bl2166R Rose gold vermeil ring with simulated morganite and hand-set simulated diamonds. Phone: 800-647-7017 Fax: 877-282-4103 Website: KellyWaters.com
JEWELRY || MICHOU Midnight Sky Necklace SKU: 163072 A unique oval blue moonstone surrounded by iolite, sky blue and baby blue topaz, blue agate and freshwater pearls. Set in curves of textured sterling, accented with 22k vermeil. Elegant! Ethereal! Email: sales@michou.net Phone: 530-525-3320 Website: MichouJewelry.com
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BERNARDI US LTD || OFFICINA Antares Collection SKUs: BPKWS, RPKW Platinum and 18k rose gold over sterling silver diamond-cut beads. 7” bangle bracelet. Ring available in sizes 5 - 10. Phone: 212-273-0797 Fax: 212-273-0870 Website: OfficinaBernardi.com
NITED PRECIOUS METAL REFINING, INC. || U(UPMR) 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. Email: sales@unitedpmr.com Phone: 800-999-FINE Fax: 716-683-5433 Website: Unitedpmr.com
CORPORATION || VICTOR Rose Gold Round Halo Diamond Engagement Ring SKUs: W3074KRGW, WR2056K4W, WR2074K2W A 14k rose gold halo diamond engagement ring with a .75ct. t.w. round center. A 1ct. t.w. diamond anniversary band with three stunning rows of brilliant round diamonds (14k gold, 4ct. t.w.). Diamond anniversary “Tiara” diamond band featuring round and straight baguette diamonds (14k gold, 2ct. t.w.). Phone: 800-543-1131 Fax: 513-421-8119 Website: VictorCorporation.com
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FAX FORM TO 641-792-9251
REGISTRATION DEADLINE: JUNE 22, 2016
MEMBER REGISTRATION FORM Please print name of show attendee(s) below for buying floor badges. _________________________________________________ Email: ������������������������������������������������ Member since: _________________
_________________________________________________ Email: ������������������������������������������������
This is my first RJO show.
_________________________________________________ Email: ������������������������������������������������
Anticipated arrival date:_________
_________________________________________________ Email: ������������������������������������������������
Departure date:________________
_________________________________________________ Email: ������������������������������������������������
FRIDAY, JULY 22
# Attending
1 p.m. RJO Golf Tournament: Hickory Sticks Golf Club ________ 1 - 4 p.m. ___ RDI Diamond Training Seminar ________ 1 - 5 p.m. Circle City Tours ___ x$76 1 - 5 p.m. Kate Peterson Half-Day Session ___ x$79 (first attendee) ___ x$49 (additional attendees)
Subtotal $________
Subtotal $________
SATURDAY, JULY 23
7:30 - 9 a.m. Seminar Continental Breakfast
9:30 - 10:20 a.m. Buzz Session: Staff Management Using RJO’s Free Image Library 8 Essential Elements to Managing a High-Performance Sales Floor
SUNDAY, JULY 24
1 - 6 p.m. NASCAR Pre-Race Event ___ x$65 1 - 6:30 p.m. Go Ape! Zip Line Adventure ___ x$95 3 – 5:30 p.m. The EDGE Users’ Meeting 4:45 - 7:30 p.m. Private Gondola Rides ___ x$75
Subtotal $________ Subtotal $________ ________ Subtotal $ ________
# Attending ________
8:30 - 9:20 a.m. Buzz Session: Inventory Management ________ Running the Numbers with JewelConnect ________ Intellectual Property Law and How to Protect Your Work ________ 8:30 - 10:20 a.m. Those Shiny Baubles in the Showcase the Killer of Cash Flow!
# Attending
________ ________ ________
# Attending 5:15 - 7:45 p.m. The Handle Bar ___ x$45 5:15 - 9 p.m. Massachusetts Avenue Food Tour ___ x$129
10:30 a.m. - 12:20 p.m. Effective Leadership and Management of a Retail Jewelry Business 11:30 a.m. - 12:20 p.m. Buzz Session: Sales Training Get Your Fourth Quarter Plan in Place Selling to the Internet Shopper
________ ________ ________ ________ ________ ________ ________
Subtotal $________
7 - 9 p.m. Gems One Seminar 7 - 10 p.m. Ascend Marketing Users’ Group
# Attending 10:30 - 11:20 a.m. Buzz Session: Marketing Profit Does Not Mean Cash Flow Mind Control: Influence Your Customers and Employees by Speaking Their Language
Subtotal $________
________ ________ # Attending
12:30 - 2 p.m. Membership Meeting, Luncheon and Keynote Address Vegetarian meal preferred ________ Kosher meal preferred ________ ___ x$35 (for each meal beyond 4) Subtotal $________ 5 - 7 p.m. Welcome Reception
________
6 - 7 p.m. Next Gen & Succession Reception
________
7 – 8:30 p.m. Overseas Buying Trips Reception
________
________ # Attending
8 - 8:30 a.m. (breakfast will cease at 8:30 a.m.) Member/Vendor Breakfast ________ Kosher meal preferred ________ ___ x$35 (for each meal beyond 4) Subtotal $________
# Attending 8:30 - 9:30 a.m. Member/Vendor Roundtables
________
Vegetarian and gluten-free options will be available on the breakfast buffet.
# Attending 6:30 - 10 p.m. Sunday Evening Gala ________ Vegetarian meal preferred ________ Kosher meal preferred ________ Gluten-free meal preferred ________ ___ x$65 (for each meal beyond 4)* Subtotal $________ *Please note: If you register for dinner and do not attend you will be charged $65 per the dinner ordered for you.
MONDAY, JULY 25
# Attending
8 - 9:30 a.m. Indianapolis Experience Discussions and Breakfast
________
2 - 3 p.m. Farewell Event
________
# Attending 4:30 – 7:30 p.m. Rockin’ Cocktail Cruise ___ x$85
Subtotal $________
5:15 - 9 p.m. Wholesale District Food Tour ___ x$129
Subtotal $________
Please don‘t forget to make your hotel reservation at RJOMembers.com.
# Attending 5:40 - 8:30 p.m. The Escape Room ___ x$75
Subtotal $________
Total (if applicable) $ ____________
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 seminars or activities, call RJO at 800-247-1774 with your credit card information or mail payment with your registration. Paid excursions cannot be canceled after July 6, 2016. Cancellations will not be accepted without penalty after July 15, 2016.
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Indiana University Purdue University Indianapolis (IUPUI) New York St. IU Natatorium
Military Park
Eiteljorg Museum
Central Canal Indiana State Museum & IMAX Theater
Michigan St.
Vermont St. Residence Inn by Marriott
Courtyard by Marriott
New York St. Indiana History Center
Ohio St.
Marriott
Westin
Washington St. Parking Garage
Indiana State Capitol
Hilton
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Market St. Embassy Suites
Hyatt Regency
Georgia St.
City Market
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New Jersey St.
Veterans Memorial Plaza
Indiana World War Memorial
University Park
Columbia Club
Hilton Garden Inn
Hampton Inn
Homewood Suites
Bankers Life Fieldhouse
Maryland St.
Monument Circle
Sheraton
Conrad
Circle Centre Mall
Le Méridien
Omni Severin Jackson Place
Union Station
Delaware St.
Delaware St.
Michigan St.
IU Michael A. Carroll Track & Soccer Stadium
NCAA Headquarters & Hall of Champions
JW Marriott Indianapolis
INDIANA CONVENTION CENTER
Louisiana St.
Crowne Plaza
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Pedestrian Bridge
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Victory Field Baseball Park
Courtyard by Marriott Downtown Indianapolis Fairfield Inn & Suites Downtown Indianapolis
Capitol Ave. Capitol Ave.
East St.
East St.
Alabama St.
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The Alexander
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White River State Park
CONVENTION FACILITIES
SpringHill Suites Downtown Indianapolis
South St. Holiday Inn Express
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Senate Ave. LUCAS OIL STADIUM
Merrill St.
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Pennsylvania St. Pennsylvania St.
Meridian St. Meridian St. Meridian St.
HOTELS ATTRACTIONS SKYWALKS VISITOR INFORMATION
Comfort Suites Staybridge
Suites
UNDERGROUND
Visi t
Illinois St. Illinois St.
Washin gton St.
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Merrill St.
Missouri St.
West St. West St. West St.
Blackford St. ter
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INDIANAPOLIS CULTURAL TRAIL
The Lawn
University Blvd. For information about things to see and do in Indianapolis, go to VisitIndy.com
DOWNTOWN INDIANAPOLIS HOTELS & ATTRACTIONS
Member Registration