IJO_NationalHarbor_2016_Conference

national h ar b or, m d independent jewelers organization conference

JULY 30 – AUGUST 3, 2016

C A P I TA L I Z E O N YO U R S U C C ESS A N D G R OW

IJO CONFERENCE National Harbor | MD

W E LC O M E TO N AT I O N A L HARBOR M A RY L A N D

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National Harbor is a premier lifestyle destination in the D.C. Metro Area offering fine dining, entertainment and shopping.

Located on the Potomac River, the treelined promenades with numerous shops and boutiques, marinas and restaurants can all be found in this 300 acre area.

ENTERTAINMENT

The large waterfront is designed to hold concerts and dinner cruises from the marinas and piers, along with water-taxi service on the Potomac River to Georgetown and Alexandria, VA. Numerous pieces of public art decorate and adorn the landscape and layout of the city. Throughout the year, festivals, music and other lively events take place.

Even the main thoroughfare, a 3,000 foot promenade through the heart of the property, was designed for the ultimate American experience.

WASHINGTON, DC

If you’re looking for a fun and educational family vacation destination, Washington, D.C. is the idylic choice. Interactive exhibits and attractions geared towards family visitors engage many as the traditional historic sites continue to amaze and inspire. When it is time to satisfy your taste buds, pick from a range of restaurants from new hot spots to long time favorites. You can also quench your musical thirst with D.C.’s legendary music history and vast selections of live venues.

Enjoy shopping as you find distinct styles particular to each neighborhood.

IJO CONFERENCE National Harbor | MD

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THE G AY LO R D N AT I O N A L R E S or T & CONFERENCE CENTER

Situated on the Potomac River, The Gaylord National is just minutes away from our nation’s capital, offering fun for the entire family. This breathtaking property welcomes IJO to enjoy an unforgettable experience. Located near Washington, D.C. and Old Town Alexandria, this property offers spectacular views of the Potomac River and is world renowned for its unrivaled facilities and service. Conveniently accessible to three major airports, you will be just minutes away from lavish luxury.

Considered the jewel of the capital region, Gaylord National was designed for the comfort and ease of every guest. An 18-story glass atrium welcomes you to a hotel with 2,000 elegant rooms and 110 stunning suites that include in-room Internet access and electronic safes. Gaylord National is a first class destination, offering countless amenities and fun for everyone. It will be easy to discover fine dining, casual restaurants and unique places to shop. Take advantage of the 20,000 squarefoot spa and fitness center, where you can relax and pamper yourself. If you’re looking for thrills and excitement, indulge in nightly entertainment with light shows and electrifying music at Pose Nightclub.

$199 SINGLE/DOUBLE OCCUPANCY (children under 18 free) with a mandatory resort fee of $18 includes in-room internet, gym access, bottled water and more.

SATURDAY KEYNOTE PRESENTATION

Please join us at the IJO kick-off breakfast and see how Ben Smithee and Simply Diamonds can help you turn ideas into strategies that will help your store in the real world of the modern consumer. You can even stop by the Simply Diamonds booth at the show to meet Ben and find out more!

Saturday, July 30

IJO CONFERENCE National Harbor | MD

7:30AM-8:00AM Breakfast Is Served 8:00AM Program Begins

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opening b rea k fas T and k eynote wit h b en s m it h ee

Simply Diamonds is proud to announce Ben Smithee as our speaker for the kick-off breakfast. Since 2007 Ben Smithee has been helping companies better understand the next generation of consumers.

Since launching The Smithee Group, he helps some of the most well-known brands around the world better understand the Millennial consumer, and successfully engage them. Ben’s speaking experience spans nearly 20 countries and 6 continents. He has been nominated as one of the “Top 10 Youth Marketers,” received the American Marketing Association’s “Marketer of the Year” Award (Marketing Research Category), and co-hosted “The Social Radar” on Good Morning Texas, and “The Weekend Insider,” on KTXD – where he and his Co-Hosts brought Dallasites the latest in consumer trends and culture. In 2011 Smithee started working in the jewelry industry and has quickly become a household name, consulting retailers, manufacturers and designers.

These days, you cannot go anywhere or read anything without hearing the term Millennial being thrown around, but what does it really mean to the world of jewelry? The truth is the industry understands the importance of the Millennial consumer, but greatly underestimates its impact. Ben’s energy-filled presentation will present how retailers today should be thinking about, engaging and selling to the “elusive” Millennial cohort, and what’s next on the horizon for the world of digital.

the b uying roo m is w h ere it h appens

To most IJO attendees, The Buying Room is the highlight of every IJO Conference.

And there may not be a better location than the Gaylord National Resort & Conference Center offering unparalleled location and convenience. This is your best opportunity to preview the latest, greatest and most anticipated jewelry and designs of the year.

Come join some of the most distinguished jewelry exhibitors as they showcase their wares. This includes many IJO exclusives, which cannot be seen anywhere else. Each afternoon cocktails will be served a little earlier! We look forward to seeing you there!

BUYING FLOOR

SUNDAY, JULY 31 1:00PM–7:30PM

MONDAY, AUGUST 1 10:00AM–6:00PM

TUESDAY, AUGUST 2 9:30AM–6:00PM

COC KTAILS 5:00PM–7:15PM 4:00PM–6:00PM 4:00PM–6:00PM

WEDNESDAY, AUGUST 3 9:30AM - 1:30PM

IJO CONFERENCE National Harbor | MD

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grow your b usiness wit h educational progra m s

Educational programs are key to every IJO Conference—and National Harbor is certain to excel. This is a great opportunity to sharpen your industry skills and learn about a wide range of business tools in areas from management, sales, marketing and operations.

These educational programs give you the chance to meet with fellow store owners and experts and share experiences, as well as stay abreast of industry trends. Register online ahead of time to ensure your place!

TV and radio commercials

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 800-6322188 ahead of the conference to learn more.

SUNDAY–WEDNESDAY by appointment only

TEAM CLINICS

This one-day, three-hour uninterrupted discussion helps create new profit opportunities and increase your bottom line. Teams will be separated by same store type and volume. There will be one team designated for the ongoing Millennial Succession Team; this specific clinic is for members born between 1980 and 2000 who have an interest in store succession and the future of the independent retailer. Get the most by sharing ideas with your peers. Space is limited and available on a first-come, first-served basis.

MONDAY ONLY 8:00AM–11:00AM

Pre-registration required; please sign up online by July 8 or call IJO for form

STORE CONFERENCES

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 valuable outside opinion from a seasoned expert. These store conferences are offered Sunday through Wednesday with 30-minute time slots.

DURING BUYING ROOM HOURS by appointment only

Please sign up online by JULY 8 or call IJO for form

IJO CONFERENCE National Harbor | MD

SUNDAY KEYNOTE PRESENTATION

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k eynote spea k er m el ro b b ins

Mel Robbins is an inspirational force dedicated to helping people and organizations reach their highest potential. Mel is best known for creating “The 5 Second Rule” and delivering one of the most popular TEDx talks in the world: “How To Stop Screwing Yourself Over.” She will provide IJO with one of the most unfortgettable motivational experiences of all time. Her provocative and compelling views on leadership, risk and human potential have gained her international attention and invitations to empower executive teams at some of the world’s leading brands.

Mel is a serial entrepreneur that’s on a mission to help us all thrive at work and in life. When she’s not on stage, she’s on television talking about the biggest stories of our time. She’s an awardwinning on-air commentator for CNN and drives millions of page views for CNN.com where she’s one of their most popular opinion writers. In 2014, the Gracie Awards named her America’s Outstanding Talk Show Host. She’s hosted shows for A&E, FOX and Cox Media and has appeared in every major show and publication you can name from Good Morning America, Dr. Phil, the New York Times to SUCCESS Magazine, where she served as a Contributing Editor.

MOST POPULAR T E Dx tal k : h ow to stop screwing yourself ov er

L E A R N & G R OW WITH SEMINARS

IJO CONFERENCE National Harbor | MD

SATURDAY, JULY 30

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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 special needs.

9:00aM – 10:00AM

What To Do When The Client Says No with Shane Decker

Too many times the client leaves empty handed by not being closed. We did a “show and tell” presentation and not a “show and sell” presentation. Or we try too hard to close the sale and it becomes too pushy and comes off as unprofessional. This presentation deals with how to close all the way through smoothly and professionally with no push or threat to the client. We will also deal with a sales tool called option negotiation without sacrificing the integrity of the price of the item being sold.

9:00aM – 10:00AM

Overcoming 16 Threats Facing Every Family In Business with Jim Kwaiser

Two thirds of family businesses fail in the second generation because they are focusing on the wrong threats. This interactive session for all members of a family business will identify where the real emphasis should be placed that will increase the chances of longlasting survival for your family business. (Applies to non-family businesses too!) Topics covered include the following: 1) Why most family businesses focus on the wrong threats, 2) Identifying the 16 major threats facing every family business, 3) How to overcome the major threats against families in business, and 4) How to turn each major threat into an opportunity.

9:00aM – 10:00AM

Getting The Most Out Of Your Existing Or Remodeled Store with Jesus Rodriguez of Artco Group

Do you think like a customer when you walk into your store? Join this program and become enlightened to the mindset of the consumer when it comes to shopping in a jewelry store. Learn how to provide an overall experience and not just the sale. You will cover details on how to merchandise your cases for maximum sale potential as well as optimizing the layout to ensure your client visits the entire store and not just what they are there to buy. Plus many other ideas to relook at the setup of your business!

9:00aM – 11:00AM {double session}

New / Guest / EXISTING 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.

10:15aM – 11:15AM

Upgrade Your Facebook Marketing with these 3 Timely Tactics with Crystal Vilkaitis

The first step to getting sales? Getting seen. But there is a good chance that only 1-5% of your Facebook fans are actually seeing your posts in their feed. There are ways to combat this, but with Facebook constantly evolving, it’s hard to tell which tactics are current. During this seminar, Crystal will give you the scoop on the latest free and paid (a MUST) techniques.

They’ll save you time, save you money, and get you seen.

When it comes to the retail industry, Crystal Vilkaitis is the source for social media best practices and education. Social media is a personal passion for Crystal, and she loves sharing her knowledge and excitement with retailers looking to jump into the digital age and promote their stores online. Crystal defines success by how well her retailers succeed, which is why she aims to make learning fast, simple, and to-the-point. To learn more visit heycrystalmedia.com.

10:15aM – 11:15AM

Diamond Selling 101 with Andrew L. Rickard Vice President of Operations RDI Diamonds

IJO CONFERENCE National Harbor | MD

Regardless of what you sell, the process is the same. This program will highlight the “qualify” step as it is very important in determining the consumer’s true wants and needs. Andrew will also discuss the importance of asking your satisfied customers for referrals. Many jewelry professionals around the country exclusively utilize referrals to build and grow their business consistently.

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‘Stopping the leaks’, is a reference to the national closing average of 24-35% for bridal sales for most independently owned jewelry stores. We can always use more clients, but isn’t it really about creating the best experience and selling more of the clients that we are currently losing to inconsistency and bad habits?

The information shared in this course has been consolidated from watching, evaluating and sharing the approach and techniques of some of the country’s highest producing jewelry professionals. The objective was to create a simple, step-by-step approach for asking the right questions. Purchasing a diamond can be complicated and confusing. This course is designed to provide a framework and road map to simplify the approach.

Andrew Rickard’s position as Vice President of RDI Diamonds has allowed him to interact with retailers from all over the country.

His extensive formal education in business, coupled with his job experience in sales and sales training, has allowed him to extract sales theory from the industry’s most successful organizations to produce programs that both educate and entertain.

10:15aM – 11:15AM

Effective Strategies For Dealing With Difficult Employees with Kate Peterson

Every company, at one time or another, has that difficult person who threatens to suck the life out of your company and everyone with whom (s)he interacts. They come in many flavors: the chronic complainer, the non-stop talker, the seasoned employee who sabotages every effort to change anything about your business, the top salesperson who has the solution to every problem your organization faces, but who never does anything to help... Short of getting rid of them, what do you do? This session will provide practical, straightforward information and simple techniques for best approaching and managing these difficult people with the objective of changing them for the better.

11:30aM – 12:30PM

Do you REALLY Trust & Respect The Family Members You Work With? Do They REALLY Trust & Respect you? with Jim Kwaiser

Trust and respect are words that have taken on different meanings to the senior members versus the next generation members of most family businesses. Getting them on the same page will create consistency of trust and respect by all family members and will lead to individual and family success. We will cover the following topics: 1) Defining the emotion of trust and respect in today’s family business, 2) How the mismatched view of work/life balance between generations affects trust and respect, 3) What is “Entrepreneurial Fear” and how does it influence trust and respect?, and 4) How to achieve total trust and true respect for other family members and for others to trust and respect you.

11:30aM – 12:30PM

Diamond Selling 201 with Andrew L. Rickard Vice President of Operations RDI Diamonds

Imagine a world where ALL of your sales staff closed nearly every opportunity presented to them. Pipe dream? Maybe. However, with this follow up course to the popular Diamond Selling 101, we will arm you with the best practices currently in use by some of the industry’s biggest sellers. Whether you attended our first program or not, you will most certainly benefit from this presentation. How do you adjust to the Millennial client who is more interested in their phone than the product presentation? How do you sell the ‘engineer’ who knows it all? What is your store’s strategy when dealing with the Internet and its listing of below market pricing? Our Diamond Selling 101 course discussed the sales process primarily, the qualify, and the importance of ‘don’t show until you know’. In this next course we take on the rest of the process and address key challenge areas that pitfall many of our sales associates. 201 course takeaways include 1) Understanding the Millennial client, 2) Engineers need romance too, and 3) The internet pricing conundrum.

11:30aM – 12:30PM

What If YOU Train People And They Leave? What If You Don’t Train Them And They Stay?! with Karen Barry of the Friedman Group

It’s a great question, isn’t it? There’s never enough time to train. But having a trained staff is the only way to free up time for training! It’s a catch-22, and if you don’t address it, you’ll just keep spinning your wheels forever. We will cover topics that include 1) Building competence through training, 2) The most effective and efficient way to train on selling, product knowledge and operations, 3) Where most training efforts fall apart and 4) Accountability after transference, the final solution.

11:30aM – 12:30PM

IJO Business Program: Your Money with Chip Terry

Chip Terry presents “Your Money” – the lifeblood of your business. You need it to decorate your store; you need it to buy inventory to create sales; you need it to pay your people, yourself and your bills. Simply put, you need to become smarter about how you use your money to make more money. Managing your money and the fiscal aspects of your business is an ongoing job that requires a sound plan. This course is a requirement for AJ and MGG Titles.

1:30PM – 2:30PM

IJO CONFERENCE National Harbor | MD

7 Breakthrough Instagram Tips For Jewelers with Crystal Vilkaitis

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You may not think of Instagram as a social media powerhouse, but it’s got the highest per-follower engagement rate of the major networks. And with new and useful tools coming out for businesses, such as Instagram ads, we know that it is in the running as one of the most important networks for jewelers. Crystal goes beyond just choosing a filter, showing you how to get started on Instagram and giving you her 7 breakthrough tips to strengthen relationships, build foot traffic, and boost sales using the platform.

Most retailers are pros at running a business, but they struggle with social media. Most social media experts can quiz you on Facebook, but they’re lost when it comes to retail. Crystal Vilkaitis is the best of both worlds. Crystal is the go-to source for social media marketing in the retail industry, having worked with and spoken to thousands of retailers on making the most of their social presence, email marketing, and mobile marketing tactics.

1:30PM – 2:30PM

Personality-based Selling with Janice Mack Talcott

Everyone knows there are certain personality types that are just “hardwired” to sell and there are other types that, no matter how much training you give them, can’t make goals. In truth, we can all sell, we just sell in different ways. Understanding your personality style can help you develop your own successful selling style. Anyone can tweak their traits to be better openers and better closers.

Understand the dynamics of your team and how to blend their individual strengths for greater collective sales.

1:30PM – 2:30PM

Millennial Open Forum with Dina Unwin and members of your Millennial Advisory Board

Were you born between 1980 and 2000? Then this program is for you! Join in an open discussion with fellow IJO members of your Millennial Generation to share ideas and concerns. Where do you see yourself in 25 years? What can the New Generation/Succession team and IJO do to help? This is an opportunity to meet your peers that are navigating this industry along with you. There will be topics for discussion but also an open forum for dialogue and questions. Don’t miss this chance to network with your fellow Gen Y demographic.

This seminar can also be a catalyst for IJO’s Board of Directors to hear from you if you have ideas to share. You are the face of the industry moving forward and this is a great opportunity to begin building industry relationships and learning from one another.

2:45PM – 3:45PM

The 8 Essential Elements To Managing A High-Performance Selling Floor with Karen Barry of the Friedman Group

The Friedman Group’s experience in working with thousands of companies since 1980 has enabled us to identify the common sales management elements that are always present in the most highly successful organizations. These vital elements are known, yet many owners choose an à la carte method of management. That’s like having a body with a heart and lungs but no kidneys! 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 change starting tomorrow.

2:45PM – 3:45PM

Do This, NOT That! - The Digital Edition with Ben Smithee

You’ve heard the talks on social media, on Millennials, on sales, and on marketing, and you understand the theories. But, what the heck is REALLY going to drive your business forward? Ben’s interactive workshop will take you through the top strategies and tactics for what you should be doing today with regard to everything digital. From website, email, social and more – its time to go beyond theory, and put things into practice. You’ll leave with step-by-step knowledge of the top things to put into action today in your business to drive awareness, and more importantly, action! Think of it as a digital bootcamp, so be prepared to stretch your mind, rid yourselves of bad habits, grow your business – and see RESULTS!

2:45PM – 3:45PM

Antwerp Diamond Broker Program Panel Discussion moderated by Jeff Roberts

Join us in this informative session to find out how other fellow IJO jewelers use this program to help drive more diamond sales in their stores. In this seminar you will hear from IJO retailers who will share with you how they utilize this program, from start to finish, increasing their diamond business and enhancing their image as THE diamond store in their communities. There will also be plenty of time to talk about any of your questions or concerns. Whether you’ve never been or haven’t gone in a while, you should definitely join in this conversation with your peers!

4:00PM – 5:00PM

IJO CONFERENCE National Harbor | MD

Run Your Business, Don’t Let It Run You with Joel Wiland of J. David Jewelry

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In our day-to-day grind it seems that no matter how hard we try to get ahead, there is that overwhelming feeling that you continue to fall farther and farther behind. Joel David Wiland started in the jewelry industry at the age of 15 as a polisher.

At the ripe age of 22, he and his wife Kendra started J. David Jewelry with 3 rings and $500. 22 years later they now have 3 stores and 30 employees. Through his experiences he will share his ups and downs and how he has made the transition to running his business and not letting it run him.

4:00PM – 5:00PM

Everyday Clienteling with Janice Mack Talcott

There are 10 important clienteling tasks your store should be doing every day. Every task will either drive traffic or drive volume. Some tasks are bridal focused, aimed at earning and maximizing the bridal market. Other tasks are all about developing clients into loyal, repeat customers. Learn what’s on the “Everyday Clienteling Checklist” and about how, when and why each task is important to your bottom line. You’ll receive valuable tools to take home and implement immediately.

4:00PM – 5:00PM

Hands on Digital Media Marketing Panel: How to Create and Monitor it

(Pre-registration is highly recommended for the pre-seminar homework & download list)

Bring your phone or tablet and follow along! Do you ever sit in a digital media seminar, hear great ideas but just not know where to begin? This seminar is designed to walk though some examples of where and how to begin to utilize a few apps that are available to you in developing your digital social media posts. Nicki Saatchi from SVS Fine Jewelry, along with other fellow IJO Jewelers will delve into some of the apps that have worked for them to create images and also monitor their online success! To maximize time spent in the seminar you should download ahead of time some of these apps: Perch, Constant Contact, Google My Business, Google Analytics, Layout, Text on Video Square and Repost and Regram. If you register for this class we will send you a complete app listing to download a few weeks prior. Come prepared to share if you have something you use that works for you! If you are looking for the next step in managing digital media marketing, this seminar is a way to get an idea of all that is out there!

5:15PM – 6:00PM

Tracking Closing Ratios with Shane Decker

This presentation deals with the most important number in your business, the closing ratio. Your closing ratio tells you the performance of your sales team. When the closing ratio goes up the net and gross profits go up, fixed expenses go down, and inventory turn goes up. When you are able to double your closing ratio, inventory turn doubles. Also, your payroll and commissions increase, making a happier sales team. You will hit a lot more monthly sales goals. The average closing ratio right now is about 23 to 27%. By tracking your closing ratio you can determine what type of sales training your team needs. Come and learn how to read the numbers.

5:15PM – 6:00PM

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.

PREMIER IJO SOCIAL

IJO CONFERENCE National Harbor | MD

WELCOME COCKTAIL RECEPTION

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H AV E F U N AT O U R R EC E P T I ons & t h e m e party

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 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.

SATURDAY, JULY 30 6:00PM–7:30PM

8 0s t h e m e party tuesday, august 2 9:00P M –11:00P M

Tuesday night is IJO party night and this evening is sure to be a highlight of the National Harbor show as we give tribute to the 1980s.

Bring on the bright colored clothing, big hair, bold make-up and the jewelry fashions that we remember from the 80s. You’ll experience a thoroughly enjoyable evening of laughter, dancing, and fun as you spend time with fellow IJO friends as we rock out to the tunes of the 80s, to which we still like to sing along. In an era that gave birth to MTV, we find inspiration from music artists like Depeche Mode, Michael Jackson and Madonna. Oh what wonderful memories and now it’s time to make new ones.

EVERYONE IS WELCOME!!!

IJO CONFERENCE National Harbor | MD

BY INVITATION ONLY

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v ip functions

VIP BRUNCH

VIP COCKTAIL PARTY

SUNDAY, JULY 31

SUNDAY, JULY 31

Attention IJO VIP members! Start off your IJO conference by joining us and celebrating with other VIPs at this sumptuous and sensational experience. Following General Session, there will be a brunch and a great chance to socialize. Make certain you bring your appetite and be ready to enjoy time with new and old friends as we kick off the opening of our Buying Room.

11:00AM

Starting your day with the VIP Brunch means you should only end it with the VIP Cocktail Party! There’s no better way to toast the first day in the IJO Buying Room than with other VIP members. Enjoy delicious hors d’oeuvres and cocktails as you unwind from the day and look forward to your time in beautiful National Harbor. This is a can’t miss function, so be sure to attend!

7:30PM–9:00PM

CHAIRMAN’S DINNER

VIP BREAKFAST

MONDAY, AUGUST 1

TUESDAY, AUGUST 2

You and your spouse are cordially invited to the IJO Chairman’s Dinner. One of the most exclusive and anticipated events of the conference, this evening is dedicated to those who have reached Chairman’s Circle status. Hosted by Jeff Roberts, this event is a great chance to spend quality time with other IJO peers, while enjoying a memorable dinner.

7:00PM

Please RSVP online by July 8 or call IJO for form

Socialize once again with your fellow IJO VIPs while you enjoy a hot, full breakfast, fresh hot coffee and an array of fruit juices. This is a great venue to get energized and to prepare for another productive day at the IJO Conference.

Share your highlights or plans for the IJO Buying Room, or just spend quality time with other members.

8:00AM–9:30AM

PREMIER EXCLUSIVITY

IJO CONFERENCE National Harbor | MD

smithsonian: the natIONaL museum of natural history

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ELITE VIP EVENT

Join us for a memorable IJO Elite Night. The evening will be set amongst the wonder and history of the Smithsonian. There exists no greater venue for the savvy IJO members! Cocktails will be served within some of the amazing exhibits, most notably the Janet Annenberg Hooker Hall of Geology, Gems and Minerals. The hall features 2,500 minerals and gems, including the Hope Diamond, Hooker Emerald Brooch, Star of Asia Sapphire and so many more.

On a more personal note you’ll get to see pieces from our very own Parlé Jewelry Designs, as well as the virtually flawless citrine that IJO donated to the museum in 1991. Weighing 270,000 carats or 112 pounds, it’s rich, golden brown in color and is a V-shape with one “arm” of 27 inches, the other 23.

Following cocktails we will enjoy dinner in the Rotunda alongside the iconic 12-ton, 14-foot tall African elephant. This evening will be cocktail attire and a semi-formal event suitable for ages 10+.

WEDNESDAY, AUGUST 3 5:00PM

GOLF at t h e national golf clu b

If you appreciate a classic tree-lined course design in PGA Tour quality condition then it just doesn’t get any better than a day at National Golf Club in Fort Washington, MD. The golf course and clubhouse just underwent a 4.5 million dollar renovation and it’s looking fantastic. A short ride to the course, National Golf Club is the perfect destination to share a great day of golf and camaraderie. This outing welcomes any level of golfer and is a great way to enjoy time with your IJO peers! This event includes: • Greens fee, cart fee and range balls • Fully equipped golf carts • A wonderful lunch buffet after your tournament

SATURDAY, JULY 30

7:15AM Depart | 8:00AM Tee Off Time $140 PER PLAYER Club attire: collared shirt, Bermuda length shorts. No jeans, jean shorts, halter tops or metal golf spikes.

SATURDAY, JULY 30 7:15AM Departure 8:00AM Tee Off Time Golf at National Golf Club

7:30AM–8:45AM Kickoff Breakfast & Keynote 7:30AM–8:00AM Breakfast 8:00AM-8:45AM Keynote Presentation with Ben Smithee 9:00AM–10:00AM What To Do When The Client Says No with Shane Decker 9:00AM–10:00AM Overcoming 16 Threats Facing Every Family In Business with Jim Kwaiser 9:00AM–10:00AM Getting The Most Out Of Your Existing Or Remolded Store with Jesus Rodriguez 9:00AM–11:00AM {DOUBLE SESSION} New / Guest / Existing Member Meeting with Penny Palmer

IJO CONFERENCE National Harbor | MD

10:15AM–11:15AM Upgrade Your Facebook Marketing With These 3 Timely Tactics with Crystal Vilkaitis

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C on F E R E N C E AT-A- G L A N C E

10:15AM–11:15AM Diamond Selling 101 with Andrew L. Rickard 10:15AM–11:15AM Effective Strategies For Dealing With Difficult Employees with Kate Peterson 11:30AM–12:30PM Do You Really Trust & Respect The Family Members You Work With? Do They Really Trust & Respect You? with Jim Kwaiser

11:30AM–12:30PM Diamond Selling 201 with Andrew L. Rickard 11:30AM–12:30PM What If You Train People And They Leave? What If You Don’t Train Them And They Stay?! with Karen Barry 11:30AM–12:30PM IJO Business Program: Your Money with Chip Terry 1:30PM–2:30PM 7 Breakthrough Instagram Tips For Jewelers with Crystal Vilkaitis 1:30PM–2:30PM Personality-Based Selling with Janice Mack Talcott 1:30PM–2:30PM Millennial Open Forum with Dina Unwin and Members of Your Millenial Advisory Board 2:45PM–3:45PM The 8 Essential Elements To Managing A HighPerformance Selling Floor with Karen Barry 2:45PM–3:45PM Do This, Not That! - The Digital Edition with Ben Smithee 2:45PM–3:45PM Antwerp Diamond Broker Program Panel Discussion moderated by Jeff Roberts 4:00PM–5:00PM Run Your Business, Don’t Let It Run You with Joel Wiland 4:00PM–5:00PM Everyday Clienteling with Janice Mack Talcott

4:00PM–5:00PM Hands on Digital Media Marketing Panel: How to Create and Monitor it 5:15PM–6:00PM Tracking Closing Ratios with Shane Decker 5:15PM–6:00PM Membership Brainstorm with Your IJO Board Of Directors - All Retailers Welcome!!!

6:00PM–7:30PM Welcome Cocktail Reception

SUNDAY, JULY 31

9:00AM–11:00AM General Session with Keynote Speaker Mel Robbins

11:30AM Guest Member Recap with Penny Palmer 10:00AM–6:00pM Buying Room Open 4:00pM–6:00pM Buying Room Cocktail Reception 7:00PM Chairman’s Dinner (by invitation only)

WEDNESDAY, AUGUST 3 9:30AM–1:30PM Buying Room Open

10:30AM–12:30PM IJO Exams (pre-registration required) 5:00PM Elite VIP Event: Elegant Evening At The Smithsonian (by invitation only)

TUESDAY, AUGUST 2

8:00AM–9:30AM VIP Breakfast (by invitation only) 9:30AM–6:00PM Buying Room Open

DON’T WAIT & REGISTER NOW!

11:00AM VIP Brunch (by invitation only)

4:00PM–6:00PM Buying Room Cocktail Reception

Retailer Conference Registration $200

11:00AM New Member Brunch (by invitation only)

9:00PM–11:00PM 80s Theme Party All Are Welcome!!!

Please dress accordingly!!!

Pay online by June 13 $150 (save $50 early bird)

1:00PM–7:30PM Buying Room Open 5:00PM–7:15PM Buying Room Cocktail Reception 7:30PM-9:00PM VIP Cocktail Party (by invitation only)

MONDAY, AUGUST 1 7:30AM Vendors’ Breakfast

8:00AM–11:00AM Team Clinics – One Day Only

Pay online after June 13 $175 (save $25) www.ijo.com

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