RJO Winter Buying Show 2022: Member Registration Packet by RJO inc

Registration Deadline: Tuesday, December 28, 2021

Birmingham, Alabama, is known as the “Dinner Table of the South.” And it’s the perfect backdrop for us to gather and experience the magic that is the RJO 2022 Winter Buying Show. Attendees will have plenty of opportunities to sample the country’s best barbecue or try something more global. If music is more your scene, Birmingham boasts a talented and energetic music community with venues all around the area. But it’s not just about the entertainment. The 2022 Winter Buying Show also gives you the opportunity to gain first-hand insight from

leading experts regarding current trends and tactics. There are educational seminars and vendor affiliate meetings, networking opportunities and so much more. Our keynote speaker will push your way of thinking through innovation and magic. For this show, we are requiring all attendees follow the RJO Safety Success Plan. These protocols are in place to keep everyone safe. Join us this January by registering online and make sure to book your hotel. We can’t wait to have a magical weekend with everyone!

SHOW AND EVENT SCHEDULE FRIDAY, JANUARY 28 Teva Diamonds Meeting, 2 - 3 p.m. Box Brokers Meeting, 2 - 3:30 p.m. Ascend Marketing Meeting, 3 - 4 p.m. Quality Gold Meeting, 3 - 4 p.m. The EDGE User’s Meeting, 3:30 - 5 p.m. RDI Meeting, 4 - 5 p.m. Chic Pistachio Meeting, 4:30 - 6 p.m.

Member Show Registration, 1 - 7 p.m. General Membership Meeting, Luncheon and Keynote, 12:30 - 2 p.m. New Member Orientation #2, 2 p.m. Buying Floor Grand Opening, 2 - 7 p.m. Buying Floor Welcome Reception, 5:30 - 7 p.m.

Star Gems Meeting, 5 - 6 p.m.

SUNDAY, JANUARY 30

GN Diamond Meeting, 5 - 6 p.m.

Show Registration Desk Open, 8 a.m. - 5:30 p.m.

Early Member Registration, 5:30 - 7:30 p.m.

Joint Breakfast and Sunday Synergy Leadership Panel, 7:30 - 9:30 a.m.

RJO Kick-off Reception & Tower Displays, 6 - 7:30 p.m. Gems One Trading Meeting, 7:30 - 9 p.m.

SATURDAY, JANUARY 29 Seminar Continental Breakfast, 7:30 - 9 a.m. Seminar and Member Show Registration & Educational Seminars, 7:30 a.m. - 12:30 p.m. New Member Orientation and Breakfast, 7:45 - 9 a.m. VAC Meeting, 7:45 - 9 a.m. Educational Seminars, 8:30 - 12:20 p.m.

One-on-One Estate Appraisals with Rebekah Anderson, 10 a.m. - 12:20 p.m.

Buying Floor Open, 9:30 a.m. - 6 p.m. RJO Happy Hour, 5 - 6 p.m.

MONDAY, JANUARY 31 Sharing the Best of Your Birmingham Experience and Continental Breakfast, 8 - 9:30 a.m. Show Registration Desk Open, 8:30 a.m. - 3 p.m. Buying Floor Open, 9:30 a.m. - 3 p.m. Farewell Reception, 2 - 3 p.m.

Friday EARLY MEMBER & VENDOR REGISTRATION Early registration allows members time to pick up their badges during the RJO Kick-off Reception. Grab your badges early! Reminder: Per the RJO Safety Success Plan, EACH attendee will need to complete the online waiver and go through the temperature check station to receive their badge on Friday during early registration. Friday: 5:30 - 7:30 p.m. FRIDAY KICK-OFF RECEPTION & TOWER DISPLAYS: LET THE MAGIC BEGIN! Bring on the magic, the mystic and the fun at the RJO Kick-Off Reception! Your opening night will glisten with shimmer, sparkle and shine! Keep an eye out for strolling magicians and a great jazz duo while checking out our participating vendor tower displays! RJO welcomes you to a lively and inviting event to get you ready for your days ahead! Friday: 6 - 7:30 p.m.

Registration Deadline: Tuesday, December 28, 2021 HOST HOTELS

BUYING SHOW LOCATION

SHERATON BIRMINGHAM HOTEL

BIRMINGHAM JEFFERSON CONVENTION COMPLEX, NORTH EXHIBITION HALL

2101 Richard Arrington Jr. Blvd. N Birmingham, AL 35203

2100 Richard Arrington Jr. Blvd. N Birmingham, AL 35203

Book your room by either calling or going online. Online: A dedicated booking website has been created for our event so guests will be able to make, modify and cancel your hotel reservations online, as well as take advantage of any room upgrades, amenities or other services offered by the hotel. https://book.passkey.com/go/RJOWinterShow2022 Call the hotel’s reservation line at 800-325-3535 and tell them you will be attending the Retail Jewelers Organization Buying Show.

THE WESTIN BIRMINGHAM 2221 Richard Arrington Jr. Blvd. N Birmingham, AL 35203 Book your room by either calling or going online. Online: A dedicated booking website has been created for our event so guests will be able to make, modify and cancel your hotel reservations online, as well as take advantage of any room upgrades, amenities or other services offered by the hotel. https://book.passkey.com/go/RJOWinterShow2022 Call the hotel’s reservation line at 205-307-3600 and tell them you will be attending the Retail Jewelers Organization Buying Show.

COMPLIMENTARY ACCOMMODATIONS RJO will cover up to three nights stay at a nightly rate starting at $175 plus taxes and fees for qualifying stores. Qualifying nights may only include Friday, Saturday, Sunday or Monday night stays. Rate is only applicable on stays longer than three nights and/or shoulder dates not included in the incentive. RJO does not cover suite upgrades or additional persons.

ONLINE SHOW REGISTRATION To register for the show and all of the seminars and activities, go to RJOmembers.com. You will need your RJO username and password; contact the RJO office at 888-627-8457 if you need to create them.

250 TRAVEL VOUCHER

Register by December 28, 2021 to receive one $250 travel voucher for each dues-paying store. Please note, to qualify, your account must be in good standing with RJO and registration must be received by the deadline. This travel voucher is being brought to the members by the RJO vendors.

VENDOR AFFILIATE MEETINGS Please review the vendor affiliate meetings page in this registration booklet for descriptions of this show’s offering. 2 - 9 p.m.

HOW TO BEAT THE COMPETITION WITH SMART ADVERTISING IN AN INFLATIONARY ECONOMY Presented by Jim Ackerman & Paul Furse with Ascend Marketing 3 - 4 p.m.

USING BRANDS TO APPEAL TO MILLENNIAL & GEN Z CONSUMERS Presented by Alisa Bunger, Stephanie Allen and Katherine Whitacrew with Chic Pistachio 4:30 - 6 p.m.

NATURAL EARTH-MINED HPHT DIAMONDS - INNOVATING THE DIAMOND INDUSTRY Presented by Kate Peterson with Teva Diamonds 2 - 3 p.m.

HOW TO USE QGOLD.COM Presented by Jeff Wynkoop with Quality Gold 3 - 4 p.m.

HOW TO SET UP YOUR BUSINESS WITH AI AND AUTOMATION Presented by Anish Desai and Tiffany Bayley with Star Gems 5 - 6 p.m.

10 EASY WAYS TO MAKE YOUR DISPLAYS MORE EFFECTIVE + A BRIEF OVERVIEW OF BOX BROKERS NEW SMARTPRO DISPLAY AND PACKAGING SYSTEM Presented by Larry Johnson with Box Brokers 2 - 3 p.m.

THE EDGE USER GROUP Presented by Lenny Prion 3:30 - 5 p.m. INTRODUCTION TO RARE & FOREVER DIAMONDS Presented by Chris Croteau with RDI Diamonds 4 - 5 p.m.

A SIMPLE WAY TO PRESENT DIAMONDS AND CREATE MORE SALES. Presented by Kate Worth with GN Diamond 5 - 6 p.m. A CLIMB AND VIEW FROM THE DIAMOND LADDER: HOW TO GRAB MARKET SHARE Presented by Anuj Jain, Slav Galkin with Gems One Trading 7:30 - 9 p.m.

IMPORTANT Badges and health screening wristbands will be required to enter any RJO event including the kick-off reception, seminars, the buying floor, and meal functions. In order to receive your badge, you must receive a pre-screen wristband. To receive your wristband, you will need to pass the daily text waiver and the temperature screening. There will be new colored wristbands needed for entry every day. 3

PHOTO ID REQUIRED FOR ALL ATTENDEES To ensure the safety of all of our members and vendors, we will be requiring a photo ID and business card at registration check-in. These items will need to be presented to receive your badge for access on the show floor.

PURCHASE VOUCHERS Keep more money on every purchase at the Winter Buying Show by using RJO purchase vouchers during the show. Your specific voucher percentage – up to an additional 2.5 percent off each purchase – will be based on your store’s 2021 RJO purchase total. You can get this amount at the show registration desk or call the RJO office prior to the show. 2021 Total Purchases

Additional Show Discount

SUNDAY LUNCH COUPONS Eat in, shop and save more with Sunday lunch coupons. Our vendors are providing each store with one $10 coupon good on Sunday at the concession stand on the floor. Brought to you by RJO vendors.

BUYING FLOOR HOURS Saturday, January 29 . . . . . . . . . 2 - 7 p.m. Sunday, January 30 . . . . . . . . . . . 9:30 a.m. - 6 p.m. Monday, January 31 . . . . . . . . . 9:30 a.m. - 3 p.m.

PRESS RELEASE PROGRAM

$500,000 or greater . . . . . . . . . . . 2.5% on all show purchases

Press release photos will now be self-serve! A photo opportunity station will be available on the show floor lounge for you and your crew to snap a quick pic and keep on shopping. RJO will still supply a professionally produced, written press release for you to supply to your local paper. Simply scan the QR Code available at the station and complete the form. Following the show your written release will be emailed directly to you. Smile pretty!

Vouchers must be filled out by you and submitted to RJO before the buying show ends. Show voucher terms are six months.

CANCELLATIONS AND REFUNDS

$100,000 - $149,999.99 . . . . . . . . . 1% on all show purchases $150,000 - $199,999.99 . . . . . . . . . 1.5% on all show purchases $200,000 - $499,999.99 . . . . . . . . 2% on all show purchases

If you are unable to attend the show after you have already registered, you must notify the office by January 12 to avoid event charges. Please also notify the office at least five (5) business days prior to the event if you will be unable to attend certain events you have registered for, but still plan to attend the show.

Saturday SATURDAY SEMINARS Please review the seminar pages in this registration booklet for descriptions of the shows educational offerings. 8:30 a.m. - 12:20 p.m. GENERAL MEMBERSHIP MEETING, LUNCHEON AND KEYNOTE PRESENTATION 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 intime for everyone to attend the keynote address that immediately follows. Meeting and Luncheon 12:30 - 1:20 p.m.

KEYNOTE PRESENTATION See Keynote Presentation in sidebar for more details. 1:20 - 1:50 p.m.

SUNDAY MEMBER/VENDOR JOINT BREAKFAST & SUNDAY SYNERGY LEADERSHIP PANEL: BETTER TOGETHER Facilitated by Sabrina Smead We’ve had so much success with our member/vendor joint breakfast that we are expanding. Join us for the first ever member/vendor Buzz Session. We've invited a panel of RJO leadership committees, to start the conversation between retailers and vendors. Let’s discuss how we can continue to strengthen our organization by building successful partnerships and bridging communication gaps. Join this session

to learn more about RJO and how each member plays a role in the symbiotic relationship that is key to the success of our organization. Panel discussion will be held from 8 - 9 a.m. 7:30 - 9:30 a.m. BUYING FLOOR HAPPY HOUR RECEPTION 4:30 - 6 p.m.

MONDAY SHARING THE BEST OF YOUR BIRMINGHAM EXPERIENCE & CONTINENTAL BREAKFAST Just one great idea can make a Show Experience, 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. Join your fellow members for informal discussions about your time in Alabama. 8 - 9:30 a.m. FAREWELL RECEPTION 2 - 3 p.m.

RJO Foundation Fundraiser Birmingham Basket

. Art Raffle . Show Shirts

RJO FOUNDATION RAFFLES

RJO SHOW SHIRTS

Raffle tickets for both drawings are one for $10 or three for $20.

In addition to the Foundation Raffles, the RJO show shirts will be sold once again. Show your Foundation spirit and order your show shirt to wear on the show floor on Sunday! The show shirt campaign will open Monday, November 8 and will remain open until Monday, December 27. Shirts are $25 - $27, all proceeds benefit the RJO Foundation.

ALABAMA FAVORITES GIFT BASKET (Image is not a representation of the final basket)

The RJO Foundation, in conjunction with Jewelers Mutual Insurance Co., will have a basket of all things Alabama for members and vendors to try their luck for a chance to win! With the basket valued at $500, the winner will go home with a great souvenir of their time in Birmingham!

DIAMOND ARTWORK There’s nothing more magical than owning a one-of-a-kind piece of art. RJO retailer, Mike Doland, will again be raffling off his amazing artwork and you could be the lucky winner. You can’t win if you don’t enter.

All orders need to be placed by the deadline if you wish to have them before the show. The printing company won’t start to fill orders until after this date. To view and order your show shirt, visit: newtonapparel.printavo. com/merch/rjo The RJO Foundation supports the advancement of the jewelry industry by providing scholarships and grants to individuals or programs.

Keynote Presentation INNOVATION MAGIC: DISCOVERING WHAT'S POSSIBLE Learn how a magician starts with an impossible goal and works backwards to innovate solutions. Professional magician, comedian, author, and motivational speaker Mark Robinson reveals this, along with audience interactive examples of how easily we are distracted from what we should be focused on. Learn how important the "little things" are to someone's impression of your business, and how creating "wow" moments for your customers can keep them coming back for more. Mark Robinson is an award-winning magician, comedian, author, and speaker. After receiving a university degree in speech communication, he spent nine years in a sales career before starting his own company. Mark has magically appeared cars and boats for corporate clients, performed NBA halftime shows, toured in theaters across China, appeared in TV commercials, and been the opening act for numerous celebrities. As a corporate speaker, he logs over a hundred flights a year sharing laughter, motivation and magic across America. 1:20 - 1:50 p.m. (Following General Meeting Kick-Off Luncheon)

Getting To The Show RECOMMENDED AIRPORT BIRMINGHAM-SHUTTLESWORTH INTERNATIONAL AIRPORT CODE: BHM 5900 Messer Airport Hwy Birmingham, AL 35212 9min drive (5 miles) to Sheraton 9min drive (4.9 miles) to Westin

TAXICAB SERVICE FROM AIRPORT Proceed to directly outside the baggage claim area • Visit flybirmingham.com/flying-in/ground-transportation/taxi-service/ for rates and more information • Service is available 24 hours a day

LYFT/UBER You can download the Lyft or Uber app in the app store for transportation to and from the airport.

DRIVING DIRECTIONS FROM AIRPORT TO SHERATON Take Airport Blvd to Messer Airport Hwy (0.4 mi). Head northeast on Messer Airport Hwy toward University Ave (13 ft). Turn right onto University Ave (344 ft). Turn left onto Airport Blvd (0.2 mi). Turn left onto 37th Ave N (299 ft). Turn left at Messer Airport Hwy (62 ft). Continue on Messer Airport Hwy. Take I-20 W/I-59 S to Richard Arrington Jr Blvd N (4.7 mi). Slight left onto Messer Airport Hwy (0.9 mi). Slight right to merge onto I-20 W/I-59 S (2.3 mi). Take exit 126 B for 31st St N toward 25th St N (0.3 mi). Keep left at the fork to continue toward Richard Arrington Jr Blvd N (0.8 mi). Keep right at the fork and merge onto Richard Arrington Jr Blvd N (486 ft). Continue straight to stay on Richard Arrington Jr Blvd N (0.3 mi).

DRIVING DIRECTIONS FROM AIRPORT TO WESTIN Take Airport Blvd to Messer Airport Hwy. Travel for 2 minutes (0.4 miles). Continue on Messer Airport Hwy. Drive to Richard Arrington Jr Blvd N. Travel for 13 minutes (4.5 miles). Turn right at the 1st cross street onto Richard Arrington Jr Blvd N. The Hotel will be on the Left.

HOTEL PARKING FOR SHERATON / WESTIN Valet Parking: Valet parking, fee: $30 USD daily Self-Parking: On-site parking, fee: $1.50 USD hourly, $15 USD daily.

VENDOR AFFILIATES FRIDAY

2 - 3 p.m.

Natural Earth-Mined HPHT Diamonds - Innovating the Diamond Industry Presented by Kate Peterson with Teva Diamonds History and facts about the little-known process of HPHT and how it can help you sell more and larger diamonds. 2 - 3:30 p.m.

10 Easy Ways to Make your Displays More Effective + A Brief Overview of Box Brokers New SmartPro Display and Packaging System Presented by Larry Johnson with Box Brokers Larry Johnson will be covering simple, but effective visual merchandising techniques that have been proven to increase YOUR sales. Larry Johnson will also be covering Box Brokers new display line that solves problems jewelers have been facing for the last 30 years. Our pain staking design allowed for Box Brokers to create the SmartPro display line with patent pending features never before seen in the industry. 3 - 4 p.m.

How to Beat the Competition with Smart Advertising in an Inflationary Economy Presented by Jim Ackerman & Paul Furse with Ascend Marketing The cost of marketing is going up, right along with everything else. The good news is, competitors will STOP Advertising to save money. Which means you can GET MORE BANG for your Marketing BUCK… IF and WHEN you do it right. The secrets to easily unlocking this treasure trove of opportunity are counter intuitive and frankly stunning, but they may provide the chance of a lifetime to clobber the competition while they sleep and take your jewelry business to the next level. Jim Ackerman, Marketing Coach to the Jewelry Industry, and fellow jeweler Paul Furse reveal the surprisingly simple keys that allowed Paul to more than triple his store's business in less than 3 years – including "covid '20" – and which have helped dozens of jewelers nationwide take dramatic leaps forward, including your RJO compadres. 3 - 4 p.m.

How to Use qgold.com Presented by Jeff Wynkoop with Quality Gold This is an informational session of how to fully utilize Qgold.com and how it can boost your sales. 3:30 - 5 p.m.

The Edge User Group Presented by Lenny Prion We will explore the new features that have been added to The Edge with Q&A after!

4 - 5 p.m.

Introduction to RARE & FOREVER DIAMONDS Presented by Chris Croteau with RDI Diamonds Rare & Forever - Providing a natural loose diamond solution to beat the internet. Utilizing a proprietary selection process eliminating BGM, utilizing AI Technology and bringing the most brilliant diamond material to the market. Learn how Rare & Forever can be the loose diamond game changer you can use at the counter to close more deals, maximize profits and assure your stores long term viability. 4:30 – 6 p.m.

Using Brands to Appeal to Millennial & Gen Z Consumers Presented by Alisa Bunger, Stephanie Allen, Katherine Whitacre with Chic Pistachio Building off of what we started at RJO Next Gen, the Chic Pistachio team will dive deeper into understanding the Millennial and Gen Z consumers. We'll discuss their shopping techniques and characteristics and how you can use that information to appeal to those consumers. The greater the understanding of these generations, the better retailers can improve marketing to them and growing the Millennial / Gen Z consumer base. 5 - 6 p.m.

How to Set Up your Business with AI and Automation Presented by Anish Desai and Tiffany Bayley with Star Gems In today's world everyone is wanting instant. We will help your business gear up with AI answers and automation to help your customers and your staff on better clienteiling and how to instantly respond to answers and how to automate text messaging for follow up tasks. Also in this seminar we will cover how to implement one step check out process in omnichannel to increase client engagements with your store and what you sell. 5 - 6 p.m.

A Simple Way to Present Diamonds and Create More Sales Presented by Kate Worth with GN Diamond An interactive classroom, focusing on diamond presentations from start to finish. This will be a group setting where we all share success stories and proven processes to increase closing percentages. 7:30 - 9 p.m.

A Climb and View from the Diamond Ladder: How To Grab Market Share Presented by Anuj Jain, Slav Galkin with Gems One Trading Climb the natural diamond, lab, specialty cut diamond ladder to success. A view from a sight holder, lab grower & cutter and game plan to execute. 7

There is MAGIC in being together

SAFELY! We are incredibly excited to welcome back our members to the exclusive RJO Buying Shows!

complete with top-notch, in-person education and a buying room filled with your favorite vendors. We truly appreciate all of our members’ As we plan for the upcoming event, the safety of understanding as we plan an event during this all our attendees is at the forefront of our planning fluid time. It is imperative for all attendees to review and follow the RJO Safety Success Plan. process. With this, the show will look a little different than year’s past. RJO has developed the Please be sure to watch your RJO information for any changes to the RJO Winter Buying Show. RJO Safety Success Plan, which includes overall safety measures as well as daily show safety steps. At this time we have limited large evening networking events as we work through capacity restrictions and current event guidelines. However we are looking to provide a wonderful experience I understand that while RJO has undertaken reasonable steps to lessen the risk of transmission of COVID-19 in connection with the RJO Winter Buying Show, RJO is not responsible, in any manner, for any risks related to COVID-19 in connection with attendance at the events. I understand the World Health Organization has classified the COVID-19 outbreak as a pandemic. I further understand that COVID-19 is a highly contagious and dangerous disease, and that contact with the virus that causes COVID-19 may result in significant personal injury or death. I am fully aware that participation in the RJO events (including any related travel) carries with it certain inherent risks related to COVID-19 transmission that cannot be eliminated regardless of the care taken to avoid such risks.

RJO Safety Success Plan SAFETY PROTOCOLS

DAILY SHOW SAFETY STEPS

ALL ATTENDEES will be required to follow the RJO Safety Success Plan. We want to welcome our attendees back in a safe environment, for this reason, these protocols will be in place.

1. Text “Hi” to 866-558-0955 or scan the QR Code. The text waiver will not be active until the show dates. This will need to be completed each day before entering an RJO event. RJO respects your privacy and none of the information provided for waivers will be used for any solicitation purposes and will be secure. It is purely captured for the safety and wellbeing of the show and its attendees.

• Daily Electronic Waiver Completion* This is required to enter the show floor, attend RJO events at the hotel, and to receive your badge. • Daily Temperature Screenings* • Daily Approved Access Wristbands* • Mandatory Mask Wearing for Non-Vaccinated • Remain Socially Distanced *See the Daily Show Safety Steps

2. A text message will arrive to your phone or device with a link to the COVID-19 electronic waiver. Click on the link, answer all the questions, and hit submit.

In addition, while at the event RJO will be utilizing:

3. Upon completion of the electronic waiver, you will immediately receive a GREEN or RED checkmark on your device.

• Plexiglass barriers at registration

• Higher drape between booths

• Additional hand sanitizing stations available

• Event reduction and limited touch points to increase safety

• Preparation and service of food and beverage

a. Green Checkmark: i. You will be prompted to proceed to the temperature check station.

b. Red Checkmark: ii. Y ou will be prompted to STOP and stay in your hotel room. You will not be granted entrance to any RJO events that day.

4. Temperature Check Station. You will show your green check to the medical staff at the temperature check station(s). They will scan your temperature. If acceptable you will be given an approved pre-screen wristband, allowing access to the RJO events. If you have already picked up your badge, you can proceed to the RJO Buying Floor or Event.

INITIAL BADGE PICK-UP Following receipt of your wristband, you will proceed to the RJO Registration Desk. • You will receive your badge and all other registration materials. • You will be reminded you must wear a mask (if unvaccinated) to enter any RJO event and it must remain on at all times (unless eating or drinking).

Saturday Educational Seminars Seminars Schedule Time

8:30 9:20 a.m.

TRACK ONE: MANAGEMENT

TRACK TWO: SALES

TRACK THREE: YOUR STORE AND YOU

TRACK FOUR: BUZZ SESSIONS

Conflict Avoided Equals Conflict Multiplied Vince Rath & Tim Glasgow, Optimum Retail Solutions

The Ultimate Jeweler's Success Guide - 7 Strategies To Significantly Increase Revenue & Boost Profits Bill Warren, Diamond Bill Marketing Company

Clienteling In The New World Ryan Blumental, Clientbook

BUZZ SESSION: Chocolates, Waffles & Diamonds, Oh My!

Successful Jewelry Store Transitions Becka Johnson Kibby, Edge Retail Academy

BUZZ SESSION: Time Management & Delegation Vince Rath & Tim Glasgow, Optimum Retail Solutions

Erika Godfrey & Nancy Marchell, European Branding Hosts

Break

9:30 10:20 a.m.

Effective Leadership and Management in a PostCOVID Environment Bill Boyajian, Bill Boyajian and Associates

Break

10:30 11:20 a.m.

HELP WANTED DESPERATELY NEEDED: Hiring in the Age of Rainbow Unicorns Kate Peterson, Performance Concepts

All About Generation Z: The Influence of “True Gen” and Their Implication on the Retail Industry Nan Palmer, FACEts Jewelry Consulting

How to Avoid Loss and Keep Your Jewelry Business Secure Nancy Liske, Loss Prevention Manager at Jewelers Mutual

BUZZ SESSION: Family Business & Succession Planning Bill Boyajian, Bill Boyajian and Associates

You Still Love Me Right? Employee Appreciation in the Workplace Nick Failla, Collected Concepts

Best Practices on Product Management and How it Affects Online Sales Ross Cockerham, Punchmark

What Goes Up, Must Come Down- How to Prosper in the Coming Bad Years Jim Ackerman, Ascend Marketing

BUZZ SESSION: MORE HELP WANTED DESPERATELY NEEDED: Hiring in the Age of Rainbow Unicorns Kate Peterson, Performance Concepts

Break

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

8:30 - 9:20 a.m.

8:30 - 10:20 a.m.

TRACK ONE

TRACK TWO

Conflict Avoided Equals Conflict Multiplied

Take Your Jewelry Store To The Next Level Using The "D.I.A.M.O.N.D. Growth Strategy"

Vince Rath & Tim Glasgow, Optimum Retail Solutions In business, dealing with conflict is a way of life. Avoidance can be a relevant strategy, however, it can lead to poor results, toxicity, and excessive employee turnover in the long-term. In this session, we will cover the six elements to resolve conflict effectively as well as how to proactively use feedback to improve communication, morale, and results. You will learn the outline for all performance conversations and the importance of establishing tolerance guidelines.

Bill Warren, Diamond Bill Marketing Company Author, coach & fellow store owner "Diamond" Bill Warren reveals the secrets in his D.I.A.M.O.N.D. Growth Strategy leading to his own incredible success in Discovering hidden revenue streams, Investing in profitable relationships, Attracting referrals and Marketing your business. In addition, you’ll learn the importance of Online marketing for real profits, the impact of your Net profit and how to Deliver a world-class experience for your customers.

TRACK THREE 9:30 - 10:20 a.m.

Clienteling in the New World Ryan Blumental, Clientbook There has been a fundamental shift in retail from products to relationships. Research shows that 75% of customers are more likely to buy from a retailer who knows their name. As a result, the best retailers understand that consumers want a personalized experience with tailored product recommendations, one-on-one communication, and timely and relevant offers. But how do can this be done at scale with hundreds or even thousands of customers? In this seminar we explore the ever-changing landscape of retail, consumer expectations, and how clienteling can unlock the greatest strength independent retailers have. We’ll also discuss clienteling best practices that make your associates more efficient, successful, and happy and share example of what the best retailers are doing to drive repeat business.

TRACK FOUR

BUZZ SESSION – Chocolates, Waffles & Diamonds, Oh My! Erika Godfrey and Nancy Marchell, RJO’s European Branding Hosts Join Erika Godfrey and Nancy Marchell, RJO's European Branding Opportunity hosts at this breakfast Buzz Session where you can learn more about the RJO's group buying excursions and how this adventure can elevate your store as the elite International Diamond Supplier in your community. Hear stories from veteran travelers, learn what is new for 2022, ask questions and educate yourself about how this business trip can bring big rewards to your store. You'll leave this session excited and ready to join RJO on the 2022 European Branding Trip!

TRACK ONE

Effective Leadership and Management in a COVID/Post-COVID Environment Bill Boyajian, Bill Boyajian and Associates We’ve all experienced the lows of the COVID pandemic. The social and business scare in March 2020 left most of us in a panic and grappling for what was ahead. Despite the loss of lives and the business interruption, a newer normal has emerged, even as we all still anticipate what may be next. Effective leadership and management were the key to surviving and even thriving in business, but is still vital as we look to 2022. This seminar will highlight the essential ingredients of what owners and managers must do to continue to grow their businesses in the new year and cope with whatever challenges may emerge.

TRACK THREE

Successful Jewelry Store Transitions Becka Johnson Kibby, Edge Retail Academy There are many options available for jewelry store transitions: 1. Sell the store internally or externally, 2. Succession - passing along to family, 3. Exit without exiting - your store runs without you there and keeps earning you a passive income and 4. Closing your doors with a GOB sale. Join the Edge Retail Academy team as we learn more about these types of transitions. Hear live stories of people that have gone through the different types of store transitions and learn about their challenges and successes through the process. Wherever you are in your transition process, you will appreciate hearing from people who have been there, done that.

TRACK FOUR

TRACK TWO

BUZZ SESSION: Time Management and Delegation

All About Generation Z: The Influence of “True Gen” and Their Implication on the Retail Industry

Vince Rath & Tim Glasgow, Optimum Retail Solutions One of the top complaints we hear from retailers is they are too busy to do everything that needs to get done. The pace of business has accelerated to the point that they experience what Charles Hummel called “The Tyranny of the Urgent” or the tension between tasks that need to be completed immediately and those that are important. In this session, we will share tools and techniques to organize the day and delegate duties appropriately whether the person is the owner, manager or a staff member. 10:30 - 11:20 a.m.

TRACK ONE

HELP WANTED DESPERATELY NEEDED: Hiring in the Age of Rainbow Unicorns Kate Peterson, Performance Concepts For many retailers, business is still booming, and new channels for customer engagement are opening every day. The challenge however is that growth, even under the best conditions, is limited by your capacity to handle the increased volume, while hiring additional staff – particularly in professional skill positions - has become akin to hunting for Rainbow Unicorns. What’s really going on in today’s Employee-driven labor market? Can you compete for the best talent on a small business budget? Spoiler Alert: YES – you definitely can… but it takes a solid understanding of what’s driving employees today, a good deal of innovative thinking, a reliable, consistent process and a clear and aggressive strategy to keep your business at the front of the line in your town. These and more will be topics of conversation in this sure-to-be engaging seminar!

Nan Palmer, FACEts Jewelry Consulting Born around the mid-1990’s to early 2000’s, Generation Z already accounts for about a quarter of the world’s population with spending power over $140 billion in the US alone. Since birth, they have been exposed to the internet, social media, and mobile devices. Companies can’t afford to get this wrong as “Z-ers” are positioned to become the biggest group of consumers in the world, surpassing millennials as the next key target. In this session, discover how “Gen Z-ers” view consumerism, learn about their shopping habits, case studies on retailers that have successfully reached this generation, along with some other fun facts and figures. Prepare for the next big shift in how your future customer will shop!

TRACK THREE

How to Avoid Loss and Keep Your Jewelry Business Secure Nancy Liske, Loss Prevention Manager at Jewelers Mutual Neglecting security measures could leave your business exposed at a time when crimes against jewelers are escalating. Gain a better understanding of security best practices and make following them a habit to help avoid a detrimental loss to your business. This is your chance to learn how to keep your jewelry business safe and secure with expert guidance from a risk management professional at Jewelers Mutual Group. Topics include: • Safety and security best practices • Reducing risk of grab-and-run thefts • Recommendations on surveillance equipment

Saturday 12

TRACK FOUR

TRACK THREE

BUZZ SESSION: Family Business and Succession Planning

What Goes Up, Must Come Down- How to Prosper in the Coming Bad Years

Bill Boyajian, Bill Boyajian and Associates If you own a family business and want to pass it on to the next generation, you need to understand and appreciate the elements that go into an effective succession. You need to prepare your successor to take over and you need to prepare yourself for retirement and a new life, too. This Buzz Session will help you understand the how business transition works, why succession must be led by the controlling owner, how to avoid family dysfunction that can invade family businesses, how to cope with the owner’s greatest challenge of letting go, and how to create a framework and plan for effective succession.

Jim Ackerman and Paul Furse, Ascend Marketing Well haven't we had a great run since the onset of the pandemic? But what goes up, must come down. Or so we are told. The jewelry boom may well be followed by a bust, brought on by serious inflation and other economic downturns being forecast for the economy. Now is the time to prepare to market your way through the tough times ahead, in the struggle to survive, when many jewelers won't. If you see the writing on the wall, you must know there are things you can do to make sure you remain one of the last jewelers standing in your market. Don't miss this session, from Marketing Coach to the Jewelry Industry, Jim Ackerman, and Jewelry Store Turn Around Specialist, Paul Furse.

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

TRACK ONE

You Still Love Me Right? Employee Appreciation in the Workplace Nick Failla, Collected Concepts You may not realize it, but your employees may be asking themselves questions like: "Do I matter to you?", “Am I doing a good job?” or “Are we having fun yet?” It’s super easy to get so caught up in the day-to-day operations of our businesses, that we lose sight of how our employees are truly feeling. I mean after all, we’re doing great business, everyone is getting big time commission checks and the future looks bright! Isn’t that enough to make them feel loved, appreciated and secure? Nope! Join us and be prepared to have some fun as we discuss solutions to ensure your employees stay energized, appreciated and working for you.

TRACK FOUR

BUZZ SESSION: MORE HELP WANTED DESPERATELY NEEDED: Hiring in the Age of Rainbow Unicorns Kate Peterson, Performance Concepts Come on in and pull up a chair. If you missed this morning’s seminar, this is your chance to catch up! If you made it, we need you to share your real-world insights and takeaways. Who better to benefit from hearing about your hiring successes and talk through your staffing challenges than your fellow RJO members? RJO’s Buzz Sessions have become legendary for GREAT discussions and ‘I never looked at it that way’ moments – and this one will be no exception! Don’t miss this opportunity to bring your best ideas and most pressing questions to share!

TRACK TWO

Best Practices on Product Management and How it Affects Online Sales Ross Cockerham, Punchmark In this seminar, Ross Cockerham, CEO & Co-Founder of Punchmark, will highlight the core components of what makes your products more desirable for purchase online. Learn how to create the most leverage by refreshing your jewelry intake process and how you manage your website in general. Walk away from this presentation with a better digital sense of your products, while improving your delegation of technology, search engine ranking, website traffic, customer engagement, and trust-building, which all contribute to increased online (and in-store) sales.

Educational Seminars 13

VENDOR SHOWCASE ~ AVA Couture Fancy Cut Diamond Band Program Various fancy cut diamond bands offered in different diamond cuts, size & quantity. Now also avaiable in natural diamond and lab grown.

~ BELLARRI Malibu Wave Collection SKU: G1386pg14/M SKU: R9455pg14/M SKU: R9455pg14/BT Pure Chic… Day to Night! The Malibu Wave Collection by BELLARRI enriches the soul with an array of multicolor gemstones & diamonds. Phone: 800-255-0192 Fax: 480-609-8822 Website: Bellarri.com

~ Evocateur Boho Blue 22K Golf Leaf Cuff SKU: OT 110C-5 A colorful celebration of art and fashion. 22K gold leaf cuff with original artwork and enamel. Handmade in the USA. Phone: 203-956-0705 Website: EvocateurStyle.com

VENDOR SHOWCASE ~ IGC Jewelry and Diamonds Naledi Collection Fashion Package Ask us about the Naledi Collection fashion package! Offering ideal accents to any woman’s style. We’ll help you get back to what you do best — creating unforgettable experiences for your customers. Packages starting at $1,995 Phone: 800-344-6605 Website: naledicollection.com

~ Imperial Pearl Twist Twist x Polish. Great sterling silver link design coupled with bold Tahitian pearl. Earrings feature 8-9mm Tahitian pearls. SKU: 688458/B18 SKU: 628458/B Phone: 401-434-2597 Fax: 401-434-0814 Website: imperialpearl.com

~ Jewelry Innovations The Barrel Aged Collection™ SKU: RMCA006582 From the Barrel Aged Collection™, a Black Diamond Ceramic™ ring inlaid with oak from genuine Bourbon aging barrels. Also available in Serinium ® and Rugged Tungsten™, and with Cabernet, Chardonnay, Rye, Scotch, and Cognac barrel inlays. More than 250 Barrel Aged styles and finishes are available; see the collection at our booth! Phone: 800-872-6840 Fax: 801-572-0172 Website: jewelryinnovations.com

VENDOR SHOWCASE

~ Legend Jewelry Elongated Elegance SKU: R35867BT SKU: P21290BT SKU: R35866AM Elongated gemstone collection set in 14 kt gold with diamond accents. Rings, Earrings, Pendants, and Necklaces offered in several colors of gemstones and metal colors available. MSRP from $499 - $2499 Phone: 866-607-3098 Fax: 425-320-1014 Website: legendjewelryinc.com

~ Midas Chain, Inc. Momma SKU: MF038204 Momma. The most precious name in all the world. Personal yet classic, this nameplate necklace will become a most-treasured piece. A 3pt diamond bezel adds sophisticated glam. Available in 14-karat gold and sterling silver/CZ. Phone: 201-244-1150 Fax: 201-244-1151 Website: Midaschain.com

VENDOR SHOWCASE

~ TR Jewelry Concepts –

Simply Diamonds

Line Bracelets by Simply Diamonds SKU: WHT200038W It’s simple to see perfectly sized line bracelets! We stock the links! I ctw bracelets starting at $549. Bracelets up to 12 ctw available. Phone: 800-658-3361 Fax: 800-568-6916 Website: TRJConcepts.com

~ United Precious Metal

Refining, Inc. Refining Services

Responsibly Sourcing 100% Recycled Gold form Materials such as Jewelry Scrap & Byproducts from Jewelry Manufactures, Retailers, Repair Shops, and Pawnshops; UPMR is the Largest US -Owned Full Service Primary Refiner in the Nation. Phone: 800-999-FINE Fax: 800-533-6657 Website: unitedpmr.com

Downtown Birmingham

FAX FORM TO 641-792-9251

REGISTRATION DEADLINE: TUESDAY, DECEMBER 28, 2021

MEMBER REGISTRATION FORM Please write name of show attendee(s) below for buying floor badges. Also include individual email addresses for each attendee for access to the RJO Event App.

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FRIDAY, JANUARY 28

# ATTENDING

2 - 3 p.m. Affiliate Meeting: Teva Diamonds 2 - 3 p.m. Affiliate Meeting: Box Brokers 3 - 4 p.m. Affiliate Meeting: Ascend Marketing 3 - 4 p.m. Affiliate Meeting: Quality Gold

SATURDAY, JANUARY 29

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4 - 5 p.m. Affiliate Meeting: RDI Diamonds

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4:30 - 6 p.m. Affiliate Meeting: Chic Pistachio

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5 - 6 p.m. Affiliate Meeting: Star Gems

# ATTENDING

7:30 - 9 a.m. Seminar Continental Breakfast 8:30 - 9:20 a.m. Conflict Avoided Equals Conflict Multiplied Clienteling in the New World BUZZ SESSION: Chocolates, Waffles & Diamonds, Oh My!

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8:30 - 10:20 a.m. Take Your Jewelry Store To The Next Level Using The "D.I.A.M.O.N.D. Growth Strategy" ________ - 10:20 a.m. 9:30 Effective Leadership and Management in a Post-COVID Environment Successful Jewelry Store Transitions BUZZ SESSION: Time Management and Delegation

SUNDAY, JANUARY 30

# ATTENDING 3:30 - 5 p.m. Affiliate Meeting: EDGE

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6 - 7:30 p.m. Friday Kick Off Reception & Tower Displays: Let the Magic Begin!

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7:30 - 9 p.m. Affiliate Meeting: Gems One Trading

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# ATTENDING 10:30 - 11:20 a.m. HELP WANTED DESPERATELY NEEDED: Hiring in the Age of Rainbow Unicorns All About Generation Z BUZZ SESSION: Family Business and Succession Planning How to Avoid Loss and Keep your Jewelry Business Secure

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11:30 a.m. - 12:20 p.m. You Still Love Me Right? Employee Appreciation in the Workplace ________ Best Practices on Product Management and How it Affects Online Sales ________ What Goes Up, Must Come Down- How to Prosper in the Coming Bad Years ________ BUZZ SESSION: MORE HELP WANTED DESPERATELY NEEDED: Hiring in the Age of Rainbow Unicorns ________

# ATTENDING

7:30 - 9:30 a.m. Breakfast & Sunday Synergy Leadership Panel Regular meal preferred ________ Kosher meal preferred ________ ____ x $40 (for each meal beyond 4) Subtotal $________

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# ATTENDING 5 - 6 p.m. Affiliate Meeting: GN Diamond

# ATTENDING 5 - 6 p.m. Sunday Happy Hour

# ATTENDING 12:30 - 2:00 p.m. General Membership Luncheon & Keynote Presentation Regular meal preferred ________ Vegetarian meal preferred ________ Kosher meal preferred ________ Gluten-free meal preferred ________ ____ x $40 (for each meal beyond 4) Subtotal $________ 5 - 7 p.m. Buying Floor Opening Day Reception

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# ATTENDING

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Vegetarian and gluten-free options will be available on the breakfast buffet.

MONDAY, JANUARY 31 8 - 9:30 a.m. Sharing the Best of Your Birmingham Experience & Continental Breakfast

# ATTENDING

# ATTENDING 2 - 3 p.m. Farewell Reception

# ATTENDING

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________ 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, ask for Kristi Nelson to request your credit card payment authorization form.

BIRMINGHAM, ALABAMA • JANUARY 29-31