PUT T IN R HE R OCK -N-R CK OLL
A ROCK ‘N’ SCHEDULE
July 27–31, 2018
WELCOME TO
America’s North Coast C L E V E L A N D ,
O H I O
WORLD-CLASS EXPERIENCES
ENTERTAINMENT
Located on the Southern shore of Lake Erie, Cleveland is a town where grit meets sophistication. Browse modern art inside a turn-of-the-century transformer station or hear the orchestra perform live inside the local hot dog joint. Cleveland has world-class experiences without the world-class ego.
It was Cleveland’s industrial forefathers who bestowed their fortunes to build worldrenowned museums and cultural institutions. Thanks to them, Cleveland has the arts & culture you’ll enjoy all day long. And there are a host of major attractions and nightlife that last until morning and plenty of feel good activities for the family.
IJO C L E V E L A N D
ROCK ‘N’ ROLL CULTURE
DINING & SHOPPING
Cleveland DJ Alan Freed popularized the term Rock ‘N’ Roll on his radio show and organized the country’s first official Rock ‘N’ Roll concert. The rest is history and at the heart of Cleveland’s music culture. The Rock and Roll Hall of Fame tracks the evolution of this musical and cultural phenomenon through more than 50 exhibits.
IJOers will do well among Cleveland’s selection of malls, quirky shops, independent art shops and must-see antique shops. And for the foodie, there is a restaurant for every taste. Get to know chefs by first name, take a Cleveland food tour, explore one of 50 wineries or experience craft beer that flows like a river.
– No 3 –
J U LY
|
2018
EXPERIENCE
Cleveland In Comfort HILTON DOWNTOWN & THE CLEVELAND CONVENTION CENTER
The Hilton Cleveland Downtown is a contemporary hotel, newly opened in 2016, perfectly suited for IJO. It is located in the heart of Cleveland’s vibrant downtown and directly connected to the Huntington Convention Center of Cleveland. Enjoy contemporary guest rooms and suites with world-class amenities and views of Lake Erie and the Cleveland skyline. There’s plenty of on-site dining, including Bar 32 with views of the lake that are breathtaking. Your stay at the Hilton Cleveland Downtown is just minutes away from popular attractions, cuisine and entertainment. Visit the Rock and Roll Hall of Fame, see a Broadway musical at Playhouse Square, go shopping on East 4th Street and be minutes away from sport venues, such as the Quicken Loans Arena, home to LeBron James and the Cleveland Cavaliers. ROOM RATE $189 SINGLE/DOUBLE $20/ADD’L PERSON
IJO C L E V E L A N D
Additional Hotels CLEVELAND MARRIOTT DOWNTOWN AT KEY CENTER
THE WESTIN CLEVELAND DOWNTOWN
The Cleveland Marriott Downtown is a welcoming hotel with cozy seating areas, delicious dining, a fitness center and spacious rooms outfitted with luxurious bedding and upscale amenities. Located in the financial district, it is just steps from the Convention Center. ROOM RATE $185 SINGLE/DOUBLE $20/ADD’L PERSON
Refined luxury awaits you at The Westin Cleveland Downtown with beautifully appointed rooms, designed to enhance your stay with modern decor and perks. The hotel is located just minutes from the Cleveland Convention Center and the Rock and Roll Hall of Fame. ROOM RATE $169 SNGL/DBL/TRPL/QUAD
– No 5 –
J U LY
|
2018
ENJOY AN INVIGORATING
Opening Breakfast
K E Y N O T E P R E S E N TAT I O N B Y J O H N R U S S O
Sales – Back To The Basics In A Way Never Taught Before! SATURDAY, JULY 28
7:30A–8:00A BREAKFAST SERVED 8:00A–8:45A PRESENTATION Join us Saturday morning to enjoy a tasty, full breakfast and then prepare to learn something new! John Russo’s sales program promises to teach you tools you can take back to your store to implement immediately and share with your staff. He will talk about client greetings, making small talk and establishing connections. The program will also go over closing sales, what are the obstacles and why people don’t do it. The handling of objections will be discussed and why it’s a proven scientific process to increasing the ability to close sales.
IJO C L E V E L A N D
John is an internationally recognized sales expert and conference speaker who specializes in luxury retail and the psychology of selling. He has worked with hundreds of high street retailers and thousands of salespeople who all want to learn how to sell smarter! He has spent 5 years working exclusively with the Hearts On Fire Company, as a Global Trainer and Director of International Sales. He has worked with over 2,000 retailers around the world to develop their sales approach so it becomes more effective and competitive. John has spent his career learning what the best retailers and salespeople do and how they do it. Sharing these habits has ensured greater sales, greater salespeople and greater success! He currently works with independent luxury firms across the USA, Europe and Asia. He also consults on body language and sales psychologies for established brands, to make their sales approach more effective and competitive in a tough economic climate.
Welcome Cocktail Reception SATURDAY, JULY 28
6:00P–7:30P Here’s a fantastic chance to meet fellow IJO attendees and have a great time as well. Mingle over hors d’oeuvres and cocktails with old friends and take the opportunity to welcome new members. Preview the creative displays of IJO vendors and vote for the Best Showcase Display. Don’t miss this opportunity to view how the immense creative thinking of the IJO vendors has taken the tower design contest to a new level.
The Buying Room SUNDAY, JULY 29
12:00P–7:30P | 5:00P–7:15P COCKTAILS + HORS D’OEUVRES MONDAY, JULY 30
9:30A–6:00P | 4:00P–6:00P COCKTAILS TUESDAY, JULY 31
9:30A–4:00P To most IJO attendees, the buying room is the highlight of every IJO Conference. This is your best opportunity to look at the latest, greatest and most anticipated jewelry designs of the year. Come join some of the most distinguished jewelry exhibitors in the industry as they showcase their wares. This includes many IJO exclusives which cannot be seen anywhere else. Cocktails will be served each afternoon! We look forward to seeing you there.
– N o 57 –
J U LY
|
2018
DIVE RIGHT IN
Educational Programs
L E A R N , G R O W A N D AC C E L E R AT E B U S I N E S S G R O W T H
TV & Radio Commercials
TEAM CLINICS
SUNDAY – TUESDAY
SATURDAY ONLY
BY APPOINTMENT ONLY TV and radio advertising are critical for heightening customer awareness and increasing your business. Often they are more affordable and cost effective than you’d think. You can even create your own commercial on-site at the conference with the help of professionals from AVP Digital Studios who will be present to speak with you and direct your 30 or 60 second spot. Call AVP at 800-632-2188 ahead of the conference to learn more.
2:00P–4:45P Pre-registration required: Please signup online by July 2 While in Cleveland, take advantage of the opportunity to sit down with fellow IJO members to hear and share insights, experiences and advice. This is the perfect chance to learn from and help other professionals/colleagues in your field. Learn how fellow retailers deal with the very challenges you will likely face in your business. It’s an experience that will prove invaluable, and you’ll go home with concrete ideas! Saturday Team Clinics are limited to 2 members per store. As requested by our Next Generation Board, we are offering a separate Next Generation Team Clinic on Monday, July 30th 9:45am – 11:45am. This Team Clinic will be open to Next Generation
IJO C L E V E L A N D
members born between 1983 and 1999. Please complete the Next Generation Team Clinic Form online by July 2. Space is limited.
STORE CONFERENCES DURING BUYING ROOM HOURS
BY APPOINTMENT ONLY Please signup online by July 2 Space is limited and available on a firstcome, first-served basis.
You can meet with the following advisors: Jeff Roberts Store Planning / Marketing / Financials Mary Moses Kinney Your Buying Group Debbie Klar IJO Marketing Opportunities Ruth Mellergaard Store Design Chip Terry Store Planning / Marketing / Financials Digital Boot Camp Sessions with Ben Smithee: Do you have questions about digital marketing? Have you heard Ben or other experts talk about marketing and now have a million questions? Now is your chance to get all of them answered for free! The Smithee Group will give free 30-minute digital boot camp sessions, provide you with a free digital brand assessment and you’ll receive strategic consultation.
A variety of industry experts will be on-hand to discuss your individual store and work with you to figure out ways of addressing your specific business issues and challenges. This is a rare opportunity to get a one-on-one, valuable outside opinion from a seasoned expert, at no charge. Offered Sunday to Tuesday for 30-minute time slots.
– No 9 –
J U LY
|
2018
JIM KNIGHT
CULTURE THAT ROCKS: HOW TO REVOLUTIONIZE YOUR COMPANY’S CULTURE
Keynote Presentation S U N DAY
G E N E R A L
S E S S I O N
SUNDAY, JULY 29 9:00A-11:00A
Former Senior Director of Training and Development at Hard Rock International In taking a different spin on IJO’s Rock N Roll theme, Jim Knight will provide actual insight to putting the rock in your business culture! Jim is a business culture catalyst who will demonstrate how an engaged, passionate and committed workforce can distinguish your organization and lead to rock star business success. He will energize you with his Rock ‘N’ Roll spirit and seasoned insights on developing, maintaining or transforming corporate cultures to achieve exceptional and sustainable business results. He is the service and hospitality expert Fortune 500 companies turn to when they want to reinvent themselves or shake things up. Jim honed his revolutionary approach to strong organizational cultures, exceptional guest service and employee branding over two decades as the senior director of training & development at Hard Rock International. Jim cut his teeth in the training field through the hospitality industry, starting out as a restaurant staff-level employee for Olive Garden and Hard Rock Cafe. He eventually became the head of the School of Hard Rocks, running point on all training & development functions for Hard Rock International. Although part of a small training group that supported all cafe, hotel and casino properties, Jim Knight’s role at Hard Rock involved many facets of organizational training. Jim has put his experience and creativity to work, which has consistently developed cutting-edge training concepts. During his years with the Hard Rock brand, his team won coveted Telly Awards in 2000 for their guest service video, took top honors in 2007 for their menu rollout video, garnered Training Directors Forum’s 1998 prize for “Reengineering Training” and won Brandon Hall’s Gold Best in Class Award for their “Service Recovery” e-Learning course. Jim Knight was recognized by Training Magazine as representing one of the Top 125 training companies in the world out of all industries & businesses and he has been featured in Forbes Magazine, Inc. Magazine, Fast Company, Entrepreneur Magazine and Fox Small Business News. IJO C L E V E L A N D
JEREMY KINGSLEY
Monday Keynote P R E S E N TAT I O N
The Significant Seven 7 Principles of Successful People MONDAY, JULY 30
8:00A–8:30A BREAKFAST SERVED 8:30A–9:30A PRESENTATION Success is NOT usually found at the end of an easy, well-paved road. Many people, teams, and organizations look for shortcuts, abandon ethics, and sacrifice success for a quick unrewarding finish. There is something that successful people and companies have in common – they understand the value of core Principles. You will learn about THE SIGNIFICANT SEVEN: Loyalty (Strong allegiances), Passion (Excitement, Love, and Commitment to people and work), Integrity (Honesty, Ethics, Credibility), Patience (Understanding people, situations, and expectations), Communication (Clarity is key),
Humility (Team is more important than personal ego), and Going the extra mile (Doing more than expected). With Jeremy’s unique ability as a master storyteller, these principles will not be forgotten and the audience will leave this speech entertained, inspired, challenged, and equipped to find success in their personal and professional lives. Jeremy Kingsley is a best-selling author, leadership expert, and one of the most sought after speakers in the country. Since 1996 he has spoken to over 500,000 people at live events and given over 2000 keynote speeches. You may have seen Jeremy on television or online this year. He has been featured in/on CNBC, CBS, FOX, FOX BUSINESS, FORBES, INTERNATIONAL BUSINESS TIMES, WALL STREET BUSINESS and many more large media outlets. He has endorsements from Fortune 500 companies like YUM and Whirlpool. Jeremy is also the author of four books, his latest titled “Inspired People Produce Results.” Jeremy and his wife Dawn, live in Columbia, South Carolina with their sons, Jaden and Dylan.
– N o 11 –
J U LY
|
2018
LET’S GET LEARNING
Seminars FRIDAY, JULY 27 SATURDAY, JULY 28 TUESDAY, JULY 31 IJO strives to be accommodating to members with any disabilities and/ or handicaps. Our goal is to create a satisfying seminar and conference experience whenever possible. Please call Jennifer Herold prior to the conference if we can be of any assistance with your needs. REGISTER ONLINE BY JUNE 8 AT WWW.IJO.COM AND SAVE $50
BEN SMITHEE
ALEXANDRA BROWN
PETE VASQUEZ
DR. JAMES SHIGLEY
JUSTIN TASIUK
BECKA KIBBY
JOSHUA CAMDEN
TOM POST
MARY MOSES KINNEY
PENNY PALMER
MATTHEW GOERKE
JASON REIMUELLER
MICHAEL ASSINK
SHANE DECKER
ANNE DRUMMOND
BRENDA HARWICK
CHIP TERRY
JOHN RUSSO
LENNY PRION
IJO C L E V E L A N D
Fri
retail, and the millennial consumer segment. He’s the recipient of the American Marketing Association’s Marketer of the Year Award, and has been nominated as one of the Top 10 Youth Marketers in the US. Ben has hosted top-rated TV segments on WFAA’s Good Morning Texas, and The Broadcast.
JULY 27
12:30P–5:00P
IJO Presents The TSG Digital Boot Camp 1.0
Retailers….ARE YOU READY?!?!?! You heard Jeff announce our exciting new partnership with The Smithee Group at our IJO Houston show, and it’s time for action! Are you looking to finally get things rolling with your digital marketing? TSG is bringing some of its top experts to the Cleveland show a day early to put on an exclusive IJO only Digital Boot Camp. If you need help with digital marketing, social media, advertising, website strategy, or have been “doing social” and are ready to finally start seeing results, then this opportunity is a can’t miss chance to learn from the experts and thought-leaders indepth. The topics will cover things such as building a strong brand, website and landing page strategy, content strategy, email marketing, social media, and even digital advertising. This is the first of a series of boot camps Ben Smithee and his team at TSG will be providing exclusively to IJO members – so sign-up FAST! There is VERY limited space available! Please bring: • Laptop • Know your social media, email marketing, website and Google/Analytics logins • Basic revenue by category (TSG will help you decide where you should be focusing your marketing) • Current marketing/advertising spend by channel (TSG will help you build your budget) BEN SMITHEE Ben Smithee is a fun-seeker with an entrepreneurship problem. His first long-term stint, at the young age of 23, led him to create one of the earliest and most respected millennial-focused insights and intelligence firms, where he served as CEO until he exited in 2014. After a brief withdraw from entrepreneurship he fell off the wagon and launched The Smithee Group which focuses on helping brands strategically succeed in the age of digital everything. His clients include some of the largest and most wellknown companies around the world.
ALEXANDRA BROWN An Australian native, Alex is an experienced Operations Lead working in both the retail and non-profit sectors. She brings to the team her passion for business and people, as well as a desire to see big visions succeed through strong processes. You’ll usually find her with a coffee in hand, music in her ears and a spreadsheet on the screen. Alex oversees operations for TSG, and ensures TSG stays on the forefront of technology, marketing strategy and advertising. PETE VÁSQUEZ Pete has spent the last seven years in digital marketing and loves using data to story tell and move brands forward. He’s helped a variety of brands like PetSmart, Anheuser-Busch, Electronic Arts, and Oscar de la Renta build their digital presence. At the same time, Pete enjoys helping small businesses generate awareness and achieve their goals as they navigate the digital world. Pete is the Director of Advertising at TSG. He and his team ensure success, innovation, and efficiency in all of the TSG client portfolio. JUSTIN TARSIUK Justin is a Seattle native who is passionate about coffee, family and building bridges (not literal bridges, but that would be awesome!) In a career spanning 20 years, Justin specializes in creating moments for people to connect, collaborate and move initiatives forward. From public speaking across four continents to leading creative brainstorms, or leading sales calls to building relational bridges in account development, Justin is a versatile communicator who focuses on #havingfunwhilegettingitdone. Justin ensures TSG clients have success in all aspects of their relationship with TSG, and quarterbacks the campaign initiatives and partner relationships.
He has spoken to audiences around the world closing in on 20 countries, across 6 continents. He’s regarded as a go-to expert in digital marketing, the future of
– N o 13 –
J U LY
|
2018
Sat
JULY 28
9:00A–9:45A
Are You Being Held Hostage By Your Salespeople? How To Escape Without Paying A Ransom with Tom Post
Have you ever retained a sub-par salesperson because you didn’t think you could find anyone better? Or because you dreaded the idea of starting over and training a new hire? Or have you allowed top performers to get away with murder because you’re afraid they’ll leave? Don’t be held hostage any longer by taking proactive steps: • Importance of bench strength and how to build it • Driving in accountability and discipline • Recruiting to find quality candidates • Training fast and effectively to minimize costs and get salespeople producing at high levels Tom Post, a Senior Consultant with The Friedman Group endeavors to assist retailers realize higher sales and profits through sales and management excellence at the store level. Prior to joining The Friedman Group, Tom was accomplished in the menswear industry and in the Training Department of The Sports Authority, followed by a stint as President of Lemco Management Group, a consulting company that concentrated on power sports dealerships. His experience with Friedman Group programs and strategies while working in retail led him eventually to joining The Friedman Group.
9:00A–9:45A
7 Proven Ways To Significantly Grow Your Business with Becka Kibby Learn how to turbo charge the last half of the year. Now is the time to demand more for yourself and from your business in the way of inventory, cash flow, wealth creation, staff, vendor relationships, experiences for your clients and more. Whether you are having a good year, or a not-so-great year, we will show you how implementing 7 slight improvements will result in an extremely profitable outcome!
IJO C L E V E L A N D
Becka Johnson Kibby’s 25+ years of experience in retail fine jewelry sales, management and training demonstrate her passion for jewelry and an understanding of today’s competitive marketplace. Her career path includes both training and management positions for Q Report, Robbins Brothers, The Engagement Ring Store, Borsheims and now as the Director of Operations at The Edge Retail Academy. Becka is a Graduate Gemologist (GIA), worked as an instructor with the Gemological Institute of America and is a past member on the Program Advisory Committee for GIA.
9:00A–9:45A
Demystifying SEO And Digital Marketing with Joshua Camden
SEO and Digital Marketing are not magic; concrete steps lead to increased business. In this talk we pull back the curtain to show exactly how SEO equates to incremental dollars for your store, and unveil some of the best tactics used by digital marketing agencies to earn you money. This talk is a must if you’re thinking of hiring an SEO agency, or if you’re using an agency that tries to remain mysterious about their process. Joshua Camden is a high-impact and creative marketing leader recognized for designing bestin-class marketing strategies and campaigns while capturing record-breaking increases in profits and productivity. Joshua is adept at expanding existing advertising foundations and leveraging nextgeneration marketing tools to execute innovative marketing/PR campaigns to deliver consistent ROI for next generation retailers across fashion, furniture, and home goods.
9:00A–10:45A (DOUBLE SESSION)
New Member / Guest Member Meeting with Penny Palmer
Penny Palmer will give an overview of what IJO membership entails, including many of IJO’s services and benefits. It is highly informative and not only for first time attendees. All members are welcome to attend, especially those who feel they may be missing out on some great IJO opportunities. Reacquaint yourselves with all the exciting benefits of IJO membership, and the tools to make the difference in your business.
9:00A–11:00A (EXTENDED SESSION)
potential customers that look like your best current customers, out in the digital space.
Hands On Lab: Overview Of Diamond Clarity Grading with Brenda Harwick and Dr. James Shigley
The more personal information you have on an individual client, the more readily available they will be to you in the digital space. Learn how to harness the power of the data you already have.
PRE-REGISTRATION REQUIRED: FEE $180
This seminar provides an overview of GIA’s Clarity Grading System along with hands-on practice evaluating the clarity of mounted and loose diamonds. It will cover clarity grading, proper microscope and loupe technique, and the limitations of grading a mounted diamond. Brenda Harwick is a member of the Gemological Institute of America’s (GIA) highly respected team of instructors who impart over 75 years of the Institute’s knowledge and research to gem and jewelry professionals throughout the nation. A specialist in both the theory and practice of diamond grading, colored stone grading, and gem identification, Brenda’s expertise is drawn from a pool of retail experience and formal gemological education. Dr. James Shigley is a distinguished research fellow at the Gemological Institute of America in Carlsbad, California. Prior to joining GIA in 1982, he studied geology as an undergraduate at the University of California Berkeley, and later received his doctorate in geology from Stanford University. He helps direct GIA’s research activities on the identification of diamonds and colored gemstones, and has ongoing research interests in the natural geological environments of gem mineral formation as well as the characterization of gem materials.
10:00A–10:45A
Using Data To Improve Revenue with Jason Reimueller and Michael Assink
Jason Reimueller is the Director of Key Accounts for Advance 360, and is based in Cleveland, Ohio. Jason and his team work with many of the largest local, regional and national advertisers. Jason’s passion for golf is eclipsed only by that for his family, understandable as he prepares his twin daughters for college in 2019. As the Vice President of Advance 360, Michael’s dealings have found him across the US, working with some of the most recognizable brands and retailers. Michael has been in advertising and marketing since 1991, with experience in sales team development for media companies and campaign development at the client level. The last seven years of his career has been focused on digital marketing and using new media channels to help clients grow business.
10:00A–11:45A (DOUBLE SESSION)
Memory Switch Workshop – Discover Your Memory Power with Matthew Goerke A simple slip of the mind has the potential to result in thousands of dollars in lost sales or damaged relationships. Today’s world demands that you have access to a huge volume of information at a moment‘s notice. Build your competitive advantage by turning your memory from a liability into an asset. Matthew Goerke is the creator of the Memory Switch Program, a memory training system developed for business people and individuals. In this seminar, Matthew will share his three pronged approach to memory improvement that will allow you to easily remember names, presentation content and other key information you need every day.
10:00A–11:45A (DOUBLE SESSION)
You may have a million dollars or more in inventory in your vault, but it’s no contest: the most valuable asset your business has is your Point of Sale (POS) and Customer Relationship Management (CRM) system. By using your own customer data, you can finely tune the message to your existing clientele, dramatically improving the yield from relationships you already have, grow revenue and make real change. That data also allows you to find other
The Tool Chest with Shane Decker
Have you ever tried to use the wrong tool for a job? Or maybe a tool that wasn’t quite strong enough, or not the right size? How did that work out for you? Today the experience of making a jewelry purchase is more important than the product purchased. People can buy jewelry anywhere. Yes, an awesome inventory, great locations and the ability to spend
– N o 15 –
J U LY
|
2018
a great deal of money on advertising, marketing and social media are great. But the most important tool in a jewelry store’s tool chest is the sales floor manager and the sales team. How well do they work together to finish each job? Do they know how to accomplish the task given to them? Everything affects your business when the client puts their hand on the door handle and steps into your jewelry store; the greeting at the door, the sales presentation, the team effort, the closing ratios, and many more aspects can make or break a sale. In this presentation you will learn about setting up store absolutes to be utilized by the entire staff. These absolutes are to be used from the minute the client enters your store until they leave, and even after they have made a purchase from your company. The manager and sales team have to learn these together and implement them as a whole. If your “tools” work on these absolutes, your company will experience higher net and gross profits, which will lead to your store’s ability to grow in volume. In today’s competitive market, this can be accomplished. This presentation should change how you train your tools, your sales team and managers. You will learn how to empower them all and see great change in your company….and get the job done.
11:00A–11:45A
Developing Your Creative Strategy with Anne Drummond
The digital world is not simply crowded, messages (marketing and other) run rampant in this space. Time, effort and resources spent carefully crafting marketing components can be easily wasted without a creative strategy that reaches the desired audience with the message he or she needs to hear, on the device they are holding in their hand. Understand your audience’s needs, and the kinds of visuals and content that will influence their purchase. Learn the fundamentals of developing a creative and content plan for your business. Anne Drummond, a self-proclaimed type-A artist, brings to Advance 360 a host of marketing and public relations experiences alongside an ability to harness the power of the design process for creative execution. Leading a team of multi-disciplined creatives to best serve the visual and branding needs of her clients, her certain sensibility for detail and urgency are key components in her visioning efforts. Anne serves as the Senior Creative Director for Advance 360.
IJO C L E V E L A N D
11:00A–11:45A
IJO Business Program Your Store with Chip Terry
Chip Terry will go into detail analyzing the space and physical layout of your store in order to increase diamond, colored stone, gold and pearl sales. The way you allocate this space will largely determine your total sales and affect the image of your entire operation. This course is required for IJO AJ and MGG titles, but open to all.
1:00P–1:45P
Facing The Future – The Digital Divide And How It Affects The Jewelry Industry with Ben Smithee
To say “it’s coming” is an understatement. The internet is beyond the Web 2.0 stages, and social media is close to reaching its 20’s in age. The “digital divide” is getting increasingly large, and both the retail and wholesale components of the jewelry industry are looking for answers. As the web, social media, ecommerce and more, continually advance in complexity, what must businesses do to not only face the future, but actually succeed in it? The do or die mentality is real, and to a large extent true, but where do you need to focus on now? What’s your next move? Where are things going? While he doesn’t have a crystal ball, he does possess expert knowledge in world of all things digital. Ben Smithee and his team at TSG have led countless brands, companies, and entrepreneurs through the hard-to-navigate waters of the digital divide. Ben’s background in digital and building brands stems back from 2009 and since then he and his team have worked with companies big and small alike to prepare them for the future. Separate fact from fiction, and take a tangible look at what you need to focus on to lead your team, and grow your business, while embracing what’s to come.
1:00P–1:45P
If You Want To Play The Game, You Better Keep Score with Tom Post
You can train salespeople until the cows come home, but you won’t get a return on that investment unless they have a strong intent to make sales. Intent is the key.
• • • •
How management is completely responsible for the level of intent by salespeople to make sales It starts with effective goal setting KPIs and performance dashboards Esprit de corps and competitive spirit
Build It and They Will come. Tom Post, a Senior Consultant with The Friedman Group endeavors to assist retailers realize higher sales and profits through sales and management excellence at the store level. Prior to joining The Friedman Group, Tom was accomplished in the menswear industry and in the training department of The Sports Authority, followed by a stint as President of Lemco Management Group, a consulting company that concentrated on power sports dealerships. His experience with Friedman Group programs and strategies while working in retail led him eventually to joining The Friedman Group.
1:00P–1:45P
PANEL: Taking The Sin Out Of Synthetic Diamonds moderated by Mary Moses Kinney Our panel of experts will cover these important topics: • Variations of synthetics • Differences in the processes • Educating your client • Pros and cons • Laboratory grading • Success stories • Selling techniques • Future of lab grown diamonds
factories over a short period of time. Now, more than ever, full disclosure and confidence in knowing what you are buying is critical. Through interactive, guided discussion and hands-on lab led by GIA instructor(s), this seminar will present information on HPHT and CVD-grown synthetic diamonds and how to separate them from natural diamonds. Brenda Harwick is a member of the Gemological Institute of America’s (GIA) highly respected team of instructors who impart over 75 years of the Institute’s knowledge and research to gem and jewelry professionals throughout the nation. A specialist in both the theory and practice of diamond grading, colored stone grading, and gem identification, Brenda’s expertise is drawn from a pool of retail experience and formal gemological education. Dr. James Shigley is a distinguished research fellow at the Gemological Institute of America in Carlsbad, California. Prior to joining GIA in 1982, he studied geology as an undergraduate at the University of California Berkeley, and later received his doctorate in geology from Stanford University. He helps direct GIA’s research activities on the identification of diamonds and colored gemstones, and has ongoing research interests in the natural geological environments of gem mineral formation as well as the characterization of gem materials.
5:00P–5:45P
Customer Lies – “I’ll Be Back, I Have To Talk To My Wife, I Need To Shop Around.” How To Handle And Close Them NOW! with Tom Post
And more! You don’t want to miss this!
2:00P–4:00P (EXTENDED SESSION)
Hands On Lab: Identifying Synthetic Diamonds with Brenda Harwick and Dr. James Shigley PRE-REGISTRATION REQUIRED: FEE $180
Natural or Synthetic? You need to know the difference. A rapid increase in synthetic diamond growth technology over the past decade has added to their availability in the jewelry marketplace. Synthetic diamonds are grown in laboratories and
Ever heard any of these lines? If you’re breathing and you’re in retail, it’s a given. But how do most salespeople handle objections like these and close the sale? Do they even try, or do they just hand out another “I-doubt-I’ll-do-business-with-you-card” and hope the be-back bus stops by your store? Guess what? They ain’t comin’ back. So, ready for some answers on how to handle objections and close more sales? • What you’re doing or NOT doing, that causes customer objections • How to handle fibbers, stallers and excusemakers • Leading signals and how to recognize them
– N o 17 –
J U LY
|
2018
• • • •
How empathy and care can turn stalls into sales That’s a buying signal? Who knew? Fear of rejection is not the reason most salespeople don’t close The most effective close in the history of retail
5:00P–5:45P
Membership Brainstorm with Your IJO Board of Directors
This is a great opportunity to help IJO help you. We are looking to develop new ideas, programs and tools to make the organization the best it can possibly be. If you have a thought or suggestion, we want to hear from you. We want to get as much participation as possible from every member of IJO. IJO will be represented for the first 15 minutes. The remainder of the meeting will be an open forum with the Board of Directors.
5:00P–5:45P
Secrets Of Body Language with John Russo For 10 years, John has presented his “Secrets of Body Language” at conferences around the world and the response always surprises him! His presentation has become a hit amongst retailers, for providing insight into: • •
•
How to tell if someone is lying How to effectively make someone more agreeable to your ideas through the science and art of “mirroring” The worst body language habits we have in sales, and how to correct them.
John presented this program in Seattle, if you missed it don’t miss it this time! If you have seen it, definitely worth seeing again as a refresher and new material will also be included! John is an internationally recognized sales expert and conference speaker who specializes in luxury retail and the psychology of selling. He has worked with hundreds of high street retailers and thousands of salespeople who all want to learn how to sell smarter! He has spent 5 years working exclusively with the Hearts On Fire Company, as a Global Trainer and Director of International Sales. He has worked with over 2,000 retailers around the world to develop their sales approach so it becomes more effective and competitive.
IJO C L E V E L A N D
Mon
JULY 30
9:45A–11:45A
Next Generation Team Clinic (Limited to Members Born Between 1983 and 1999)
Please sign up online by June 8th. We will offer two teams, one agenda (TBD by the Next Generation Board), ending with an open forum of shared thoughts and ideas. Topics will include parents and business, training and moving into the future, branding, hiring and store succession. Space is limited and available on a first-come, firstserved basis.
Tue
JULY 31
8:30A–10:00A
The Edge Program: Customers – Your Lifeblood with Lenny Prion No one knows the Edge better than Lenny! In this session Lenny will discuss the setup and proactive use of the rewards program; the setup and use of the appointments feature as well as using the filters to identify your target customers for best marketing results. He will show you how to sustain top of mind awareness and bring customers in more frequently.”
Lenny Prion has been the Head of Training and Education for The Edge (Abbott Jewelry Systems) for the past 10 years, and has almost 20 years of experience with industry specific software. Lenny brings a wealth of knowledge about the retail jewelry business to the position having worked on the sales floor and in the back room of 3 jewelry stores, prior to his career with The Edge. Combined with his industry experience, Lenny has an in-depth knowledge of computer technology.
ROCK ‘N’ ROLL
Cleveland Theme Party E V E R YO N E
W E LC O M E
MONDAY, JULY 30 9:00P–11:30P HILTON CLEVELAND
We will be celebrating rock music through the ages!!! Something for everyone! Come join your IJO friends dressed as a rocker, your favorite rock star or just come as you are! Costumes are encouraged but not mandatory. Enjoy a night of celebrating Rock ‘N’ Roll! There will be lots of live music, dancing, games, full open bars, snacks and dessert. Sounds just like what you’ve come to expect at an IJO Conference. Come on over after dinner, spend some time with your IJO friends, meet some new people, relax and enjoy as you rock it in Cleveland. ALL ARE WELCOME!!!
– N o 19 –
J U LY
|
2018
INDULGE
VIP Functions
B Y
I N V I TAT I O N
O N LY
PLEASE RSVP ONLINE BY JULY 2
VIP BRUNCH
VIP LUNCH
SUNDAY, JULY 29
MONDAY, JULY 30
11:00A–12:30P
12:30P–2:00P
Calling all IJO VIP members! This VIP brunch function is the perfect way to enjoy a delicious brunch and joyous times with fellow IJO friends. Sit down and grab a bite or jump into a boisterous conversation. This gourmet, buffet-style brunch allows you to come-and-go at your convenience making it easy and simple to keep your itinerary on track while you indulge in the food and drink.
As if Sunday’s VIP Brunch wasn’t enough, here is yet another opportunity to enjoy the great company and friendship of your fellow IJO VIP family. Mingle and talk about all the exciting things you learned over a gourmet lunch.
IJO C L E V E L A N D
This buffet style event will allow you to come and go at your leisure, when it works with your schedule.
CHAIRMAN’S DINNER SUNDAY, JULY 29
7:00P You and your spouse are cordially invited to the IJO Chairman’s Dinner. One of the most exclusive and anticipated events of the IJO conference. In Cleveland, this evening is dedicated to those who have reached Chairman’s Circle status. Hosted by Jeff Roberts, this dinner is a great chance to spend quality time with other IJO peers, while enjoying a memorable meal.
ROCK AND ROLL HALL OF FAME
Elite VIP Event
B Y
I N V I TAT I O N
O N LY
TUESDAY, JULY 31 6:30P
Leave it to IJO to host our most anticipated social event in Cleveland at the immersive Rock and Roll Hall of Fame. You’ll have complete run of the facility, being able to take in all 50 of the latest exhibits at your pace, with your fellow IJO family members. Enjoy the sights and sounds as you journey through Rock’s history including galleries, multimedia presentations, theaters and special exhibits. It wouldn’t be complete without great cuisine and drinks flowing all evening.
– N o 21 –
J U LY
|
2018
EVERYTHING IJO
At-A-Glance Friday July 27 12:30P – 5:00P
IJO Presents The TSG Digital Boot Camp 1.0 with Ben Smithee SPACE IS VERY LIMITED 50 PARTICIPANTS MAX 2 PER STORE
9:00A – 11:00A (EXTENDED SESSION)
Hands On Lab: Overview Of Diamond Clarity Grading with Brenda Harwick and Dr. James Shigley PRE-REGISTRATION REQUIRED FEE: $180
10:00A – 10:45A
Saturday July 28
Using Data To Improve Revenue with Jason Reimueller And Michael Assink
7:30A – 8:00A
10:00A – 11:45A (DOUBLE SESSION)
Kick Off Breakfast
8:00A – 8:45A
Sales – Back To Basics In A Way Never Taught Before with John Russo
9:00A – 9:45A
Are You Being Held Hostage By Your Salespeople? How To Escape Without Paying A Ransom with Tom Post
9:00A – 9:45A
7 Proven Ways To Significantly Grow your Business with Becka Kibby
9:00A – 9:45A
Demystifying SEO And Digital Marketing with Joshua Camden
9:00A – 10:45A (DOUBLE SESSION)
New Member / Guest Member Meeting with Penny Palmer IJO C L E V E L A N D
Memory Switch Workshop – Discover Your Memory Power with Matthew Goerke
10:00A – 11:45A (DOUBLE SESSION) The Tool Chest with Shane Decker
11:00A – 11:45A
Developing Your Creative Strategy with Anne Drummond
11:00A – 11:45A
1:00P – 1:45P
If You Want To Play The Game, You Better Keep Score with Tom Post
1:00P – 1:45P
PANEL: Taking The Sin Out Of Synthetic Diamonds moderated by Mary Moses Kinney
2:00P – 4:00P (EXTENDED SESSION)
Hands On Lab: Identifying Synthetic Diamonds with Brenda Harwick and Dr. James Sigley PRE-REGISTRATION REQUIRED FEE: $180
2:00P – 4:45P
Team Clinics – One Day Only
5:00P – 5:45P
Customer Lies – “I’ll Be Back, I Have To Talk To My Wife, I Need To Shop Around.” How To Handle And Close Them NOW! with Tom Post
5:00P – 5:45P
IJO Business Program: Your Store with Chip Terry
Membership Brainstorm with your IJO Board of Directors (All Retailers Welcome!)
1:00P – 1:45P
5:00P – 5:45P
Facing The Future – The Digital Divide And How It Affects The Jewelry Industry with Ben Smithee
Secrets Of Body Language with John Russo
6:00P – 7:30P
Welcome Cocktail Reception
Sunday July 29 9:00A – 11:00A
General Session And Keynote Presentation with Jim Knight
11:00A
9:30A – 6:00P
Buying Room Open
9:30A
9:45A – 11:45A
Publicity Photos with Keynote Speaker Jim Knight
11:00A – 12:30P
12:30P – 2:00P
12:00P – 7:30P
Buying Room Open
5:00P – 7:15P
Buying Room Cocktail Reception
7:00P
Chairman’s Dinner (by invitation only)
Monday July 30 7:30A
Vendors’ Breakfast
8:00A – 9:30A
Monday Keynote And Breakfast with Jeremy Kingsley 8:00A – 8:30A Breakfast 8:30A – 9:30A Program
Elite VIP Event: Rock And Roll Hall Of Fame (by invitation only)
Guest Member Recap with Penny Palmer
Next Generation Team Clinic (Limited to members born between 1983 and 1999)
VIP Brunch (by invitation only) Gourmet Buffet Come Any Time!
6:30P DEPARTURE
DON’T WAIT & REGISTER NOW! Retailer Conference Registration $200
VIP Lunch (by invitation only) Gourmet Buffet Come Any Time!
Pay Online by June 8 $150 (save $50 early bird)
4:00P – 6:00P
Pay Online after June 8 $175 (save $25)
Buying Room Cocktail Reception
9:00P – 11:30P
www.ijo.com
Rock ‘N’ Roll Theme Party ALL ARE WELCOME!!!
Tuesday July 31 8:30A–10:00A
The Edge Program: Customers – Your Lifeblood with Lenny Prion
9:30A – 4:00P
Buying Room Open
10:30A – 12:30P
IJO Exams PRE-REGISTRATION REQUIRED
– N o 23 –
J U LY
|
2018
136 Old Post Road Southport, CT 06890
www.ijo.com
2 0 1 8