March 2018 Issue

IN TH E

LOUPE

The Ultimate Jeweler Resource

March 2018 • Issue 78

Savannah Sparkle: Surprises and Smiles SMILES WERE EVERYWHERE in Savannah at this year’s RJO Winter Buying Show in January. The tugboats were full of members as it traversed the Savannah Harbor to downtown and back, and the Savannah International Trade and Convention Center

was filled with hard-working RJO vendors and members.

Sparkle featured great educational seminars, intimate get-togethers, and terrific deals from vendors. Throw in some side excursions and true Southern

hospitality, and you have a real winner. Says RJO CEO Sarah Streb, “I couldn’t be happier with the energy, enthusiasm and positive comments I received about the Savannah Show. I’m looking for a great year ahead for all of us in the RJO family.”

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

In the Know with RJO

Opportunities Lie Ahead

I’LL BECOME AN AUNT again this summer (a really fun aunt, by the way). I’ve become an aunt a few times before, but the impending arrival of my new nephew has struck me a bit differently. He will grow up in a world where there’s always been cell phones, always able to connect to whomever whenever, and likely where a large number of cars will be driving themselves.

What was science fiction when I became an adult is now commonplace. And the pace of change is not slowing.

As I prepare for RJO’s upcoming Next Gen Experience weekend, I’m challenged by how we can best help the next generation of jewelers figure out where to focus their attention.

My grandfather, father, and sister represent three generations of retail jewelers, and the things each had to know to succeed in retail has changed remarkably. My grandfather emphasizes great customer service, keeping operating costs low (really low) and offering only quality items.

My father has done a great job of absorbing and living these qualities, but had to additionally learn how to market online, access merchandise databases available

worldwide, and try to understand customers decades younger than him.

My sister has trained under the older two, and she has learned what they learned. Now her future includes online retailers (who can target her customers more often and with quickly reduced prices), artificial intelligence social networks that can alter her store’s reputation in a flash, and a customer base who make or break a fad or trend in a matter of days (or hours).

As I mentioned above, this evolution of retailing is not necessarily a negative thing, but it IS a challenge. Each of the future events I mentioned can likely be an opportunity for retailing, and RJO is committed to find those openings and make them available as quickly and widely as we can.

I encourage all of our Next Gen retailers (considered retailers under the age of 40) to attend this year’s Next Gen Experience in Chicago this May. We attempt to tailor the content to the specific interests of the attendees, so the sooner you sign up the better for everyone. The Experience information packet, as well as registration form, may be viewed here.

May you have a beautiful and renewing Spring,

Sarah Streb RJO CEO

RJO BOARD NEWS

Board of Directors In April, RJO will request applications for the Board of Directors. Applications will be due in May, and membership will receive ballots for this election in late May.

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From RJO’s Facebook Page THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here are edited exchanges from a post earlier this month:

SERVICES Centralized Billing

Patronage Dividend

RJO Website (rjomembers.com) Buying Shows (Fall/Spring)

Reply One: Not a chance

RJO Chat Channel

In the Loupe – RJO’s newsletter Free Print and Radio Ad Library (on the RJO website)

Reply Four: I offer to sell a generic box for $5. Up to them.

(at the Buying Shows)

Member-to-Member Incentive Program

Reply Five: Charge them for the box? Was the ring bought there? And those nice suede jewelry bags are super soft and protect the jewelry.

(Recruitment Program)

Reply Six: If the item is not purchased from our store, we do not provide our branded boxes. We do keep new generic boxes in stock, which we offer for $5.

Organized Buying Trips to Antwerp and IdarOberstein, and Israel RJO Directory

Reply Seven: No. We had a bad experience many, many years ago.

Customers asked to purchase a box, and I sold them one. They gave someone a piece in our box, passing it off as one of our pieces. The recipient had an issue with the piece and brought it back to us to take care of.

Travel Vouchers at Shows (offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational E-mail Blasts Purchase Vouchers

RJO Membership Certificate RJO Next Gen and RJO Succession Experiences

Private Label Credit Card Service JewelConnect

Scholarship Opportunities (from the RJO Foundation)

Reply Two: Absolutely not

Reply Three: Nope. This is why I don't offer generic boxes either.

Educational Seminars

(at the Buying Shows)

Post: Pretty sure this subject has been discussed before. I polished and cleaned a used ring, and then the customer asked me for a ring box. I offered the customer a couple of generic boxes, and they turned up their nose, and asked for—you know—the nice box with our name and logo. Do I give it to them?

Reply Eight: I stock a few nice boxes without our name on them for this exact reason. So far customers have been happy to pay $10 for them, but it’s policy that nobody give out a branded box unless our name is stamped on the piece that will be put inside it!

Reply Nine: When I purchase boxes, I just order a few of the same boxes left blank.

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Sign Up Today for RJO’s Next Gen this May

THE NEXT GEN EXPERIENCE will be held from May 19-21, 2018 in Oak Brook, IL. Next Gen was developed to create an impactful curriculum of hands-on learning and interactive dialogue to aid the next generation of retail jewelers in preparing for the future of our industry and their business.

With revised curriculum for the 2018 event, the Experience offers attendees the chance to work with other stores preparing for the future, through receptions, group dinners, roundtables, and curriculum sessions focusing on personal and business development.

The curriculum outline is:

Business Development: The Big Picture - Your Business “Why” - Setting Core Values

Personal Development: Communicating Effectively - Presenting Ideas - Dealing with Conflict - Discussing Ownership Opportunities

- Using Communication Style Assessment Tools

Business Development: Financial Planning - Financial Planning for Ownership and Types of Transitions - Developing Relationships with Financial Institutions Business Development: Tools & Techniques - Using SWOT Analysis - Developing Your Diamond Business

To learn more about the costs, expectations of participants, and the goals of the Next Gen Experience, go to the RJO website.

The Registration deadline is April 6, and to register, complete this Registration Form and contact Hannah Green at: hannah@rjomembers.com, or call 800-247-1774.

Click on the cover below to learn more about the Experience.

Personal & Business Development: Making a Better You for Your Business - Your Customer Experience: A Cut Above - Community Involvement

Additionally, four Idea Exchanges will be hosted, including:

- Your Best Events - How Do You Communicate with Your Customers?

- Learning From Our Mistakes - What’s Your Store’s Most Effective Community Involvement?

RJO Foundation Sets Scholarship Application Deadline of March 12

RJO ANNUALLY PROVIDES scholarships exclusively to RJO members. Spring 2018 applications are now available for submission, with a deadline of March 12.

A scholarship application may be downloaded here.

Completed applications may be emailed to Connie Miller: connie@rjomembers.com.

Does RJO Have Your Most Up-to-Date E-mail Addresses?

If you’ve changed your e-mail address lately or would prefer to receive RJO communications at a different address, please let us know.

Address updates and changes can be directed to Erin Sharp in the RJO office at: erin@rjomembers.com

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Antwerp: Take Your Branding International RJO’S ANNUAL OVERSEAS BRANDING TRIP is taking reservations for this fall, and it includes a program developed exclusively for RJO by Kate Peterson of Performance Concepts. Peterson’s program provides vital education to stores’ sales staff

to make sure customers know where to go for a direct connection to overseas diamond and coloredgemstone cutters. It includes a Trainer’s Guide and Notes, an extensive PowerPoint presentation, and an associates training notebook. Program travelers also will be greeted by the Antwerp World Diamond Centre and distinguished as DNA (Diamonds in Antwerp) Ambassadors. RJO is currently the only North American buying group with this partnership.

To learn more about this great opportunity that has shown a great return on investment for your fellow RJO member stores, contact RJO trip coordinator Connie Matsen at: cmatsen@rjomembers.com.

Be Sure to Mark Your Calendars for Antwerp/Idar-Oberstein in October 2018

2018 Dates

First Europe Trip Hosted by Liz Schlauch & Jeff Horlacher Antwerp: October 6-11 Idar-Oberstein: October 11-15

Second Europe Trip Hosted by Connie & Steve Matsen Antwerp: October 13-18

JewelConnect’s Diamond Library Enters Fifth Year

FOR THE LAST FIVE YEARS, the team at JewelConnect has been maintaining a diamond library of more than 10,000 stones in the JewelConnect retailer panel. The system first came online in 2013 at the show in Covington, KY, with the JC2.0 release, and it has been busy promoting diamonds from RJO vendors ever since.

“It’s a well-used resource,” says Andy Boundy, JewelConnect’s manager. “It’s great to be able to dial-in a stone and see what RJO vendors have to offer that day.

Obviously, we know there are huge systems outside the group, but this was always intended for inter-group promotions and a place to see what’s available quickly and easily.”

“We continue to innovate and come-up with new systems,” says Boundy, “but when we get it right, we see no reason to change things or make them more complicated. We think the library and the retailer platform works great, and we’re happy our members think so too. But we’re always interested in ideas.”

For more information or questions on the Diamond Library, contact Andrew Boundy at sales@JewelConnect.com or by calling (641) 954-5051.

For JC Pro users, the ability to add a mark-up and promote the available stones as virtual inventory on their site has been available for some time. Stones are often included in sites as a marketing hook or simply as a direct-sale item. The ability to attach a PayPal purchase option is coupled with the “send to my phone” QR code for a user call-to-action.

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Vendor Profile

Royal Chain Group: Celebrating 40 Years

A SIGNIFICANT ANNIVERSARY inevitably leads to looking backward a bit, but Royal Chain Group in New York is adding looking forward to its 40th year milestone, as well. Recently the third-generation manufacturer and distributor of precious and alternative metal jewelry joined the Responsible Jewellery Council, a group committed to a responsible supply chain and implementation of responsible business practices.

“It is becoming increasingly important to us to follow best practices,” says Phillip Gabriel Maroof, son of Royal Chain’s founder Paul Maroof and currently Vice President of Design and Marketing, “and as a company that has lasted 40 years, we also want to set an example for others.

Our retailers should understand that our core values also include the way we treat our employees, where we source our materials, and how we manufacture our product as well, not just the excellent respect and service we offer our RJO retailers. As we begin our next chapter and looking at the long term future of Royal Chain, joining RJC became extremely important to those who will carry the torch for future generations of the company.”

What started as a basic chain company with humble beginnings in the 1970s has grown to become one with an in-depth selection of gold and sterling silver, a diverse offering of basic and fashion jewelry, and some of the strongest, coordinated branded jewelry programs in the industry. Paul Maroof founded Royal Chain out of a oneroom office in New York City with the help of his own father. Today the company occupies two floors in the heart of Midtown Manhattan. Shaun Yafeh, Paul’s nephew, is the current vice president. And today, the third generation is lead by Phillip Gabriel Maroof— creator of the brand Phillip Gavriel. Royal Chain has about 60 employees, and some have been with the company for more than 30 years.

The company offers a variety of major brands, including: Phillip Gavriel, Intuitions, Stardust, Angelica, Montreaux, and Personality.

“Our biggest category is gold,” says Maroof,“ and that’s where most retailers see the biggest advantages of working with Royal Chain in terms of value, selection, and service. But Royal Chain is always at the forefront of

what is trending in the market and remains aware of what the retailers are looking for. We offer timely trends like our Angelica and Intuitions concepts of eco-friendly and message jewelry in alternative metals. Our Phillip Gavriel brand has been gaining momentum among RJO retailers because, even as a nationally advertised brand, we still give the option to RJO retailers to buy into the program at an entry level. This allows them the opportunity to offer a premium product at terms they can manage.”

Royal Chain is serious when they use the term “premium.” They coined the tagline “the company with the original lifetime warranty” because they were the first to offer a lifetime guarantee on their gold. Maroof says many companies have since tried to replicate the guarantee, but they were the first, and are one of the few that still offer it today.

An RJO vendor since 1991, Royal Chain appreciates RJO’s sense of family.

“We love that RJO is such a tightly knit family,” says Maroof. “Royal Chain remains a family-owned and operated business, and we understand the independent retailers and their needs. We love the ability to help our retailers succeed. We believe in the core values of trust, experience and respect, and we treat our partner retailers as if they were a member of our own family.

The value that RJO offers retailers is great and in line with what Royal Chain believes in.”

As Royal Chain looks ahead to the next 40 years, they are eyeing an increase in their substantial charitable work.

“We have a huge heart,” says Maroof. “We are extremely charitable. In the last few years we have spent hundreds of thousands giving back to various charitable organizations, such as Jewelers for Children, Baby2Baby, Generation Rescue, and others, both on a national scale and on a local level through our retailers.”

Royal Chain Group is located at 2 West 46th Street, New York, NY. Phone: 800-622-0960 Website: www.royalchain.com

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Pics • Facts • Fun

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Pics

( Click on the photos below to have larger versions pop up in a new window )

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Purchase Voucher Frenzy Winners Alpine Jewelers Scott Noble Stacy McKay Barany Jewelers Liz Schlauch Becker Jewelers A G & Angie Becker Bowers Jolene & Rob Paolillo Chappius Jewelry Nate Chappuis Gregory Jewelers Darwin & Debra Wilder Hanson Jewelers - Atlantic Krysta Hanson Herteen & Stocker Terry Dickens Horlacher Jewelers, Inc. Jeff Horlacher

J C Grant Company Jean Graham Jay Flaming Jewelers, Inc. Jay Flaming Jewelers Workshop Inc. Jason Braden K E Butler & Co Kathy & Earl Butler Madison Avenue Sondra Johnson Mitchum Jewelers Randy Mitchum Morris Jewelers Hennes Family Mullen Brothers Jewelers Robert Mullen Nelson Jewelry Tom & Kate Nelson Parker Jewelers Darrell & Sheila Parker

Pineforest Jewelry James ‘Diamond Jim’ Mills Ray Jewelers MaryBeth Conwell RC Wahl Jewelers Heather Wahl Signature Jewelers Nancy Marchell DBK Family Jewelers Ted Rahaim Thomas A Davis Jewelers Brendon Davis Vecere Jewelers Bob Vecere Williams Jewelers Inc. Brad Williams Wilshire’s Howard & Marti Wilshire Wright’s Jewelers Inc. Tom & Mary Wright

Vendor Voucher Frenzy Participants Air Esscentials AVA Couture BELLARRI Berco Bijou Classic of NY Dharm International Diamond Expressions Interings Jewelry Innovations Keith Jack Inc. Kelly Waters Lustour Officina Bernardi Oro International Ostbye Star Gems Wilkerson YCH

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RJO 2018 Lifetime Achievement Winner: Randy Pedersen

Each year RJO presents a Lifetime Achievement Award, and the RJO 2018 Lifetime Achievement winner is Randy Pedersen from The Diamond Center in Wayne, NE. To read the full presentation remarks about Randy, click here.

Randy with his family

Randy as The Diamond King At the RJO Membership Luncheon at the Winter Buying Show in Savannah, GA, RJO CEO Sarah Streb announced a variety of positive trends and milestones for the organization. Included in her presentation were the two charts shown on the left.

2017 Dividend Announcement

The 2017 year-end patronage dividend percentage is 4.66%, paying out more than $5.9 million dollars in dividend dollars.

Loyalty, support and financial responsibility of our members are what make these figures possible.

New Members

We welcomed 70 new members from 31 different states in 2017. With JBT reporting more than 600 retail outlets ceasing operations in 2017, RJO continues to grow with whom I believe are truly the best retailers in the industry.

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Top Jewelry Store Security Tips for 2018 NEGLECTING SECURITY MEASURES early in the year could leave your business exposed during a time when crimes against retail jewelers tend to escalate.

Sometimes it may seem like a good idea to unwind after the holidays, but not getting in the habit of security best practices will only get more difficult to change as the year progresses.

Make a routine of these practices now, and you’ll be thankful in the long run:

• Share suspicious incidents with your staff, crime prevention network, and local law enforcement—even share them in online groups and discussion forums.

• Don’t post photos that reveal the layout of your store or merchandise displays anywhere online.

• Keep your doors locked while opening for the day, and keep them locked during closing time.

• Meet and greet every customer that enters your business by

NEW MEMBERS

Diamonds Evermore Gail Tarson Clovis, NM

Forbes Jewelers Kevin Forbes Mount Juliet, TN

Don Basch Jewelers Don Basch Ravenna, OH

Fountain City Jewelers Mark Enix Knoxville, TN

Erica Del Gardo Jewelry Designs Erica Del Gardo Houston, TX

Greg Lynn Jewelers Greg Lynn Palm Coast, FL

Referred by: Mick Roscoe, RDI Diamonds, Rochester, NY

(3rd Location)

Referred by: Rudy Rihner, Rihner’s Jewelers, Gretna, LA; Stuller Settings, Lafayette, LA

Referred by: Aubre Ford, RDI Diamonds, Rochester, NY

Referred by: Len Pickett, Pickett Brothers, Jacksonville, FL

Harkleroad Diamonds & Fine Jewelry Marion Harkleroad Savannah, GA

making eye contact with them and engaging in conversation.

• Prevent credit card fraud by making your customers verify themselves with multiple forms of identification, and don’t ship merchandise when it’s requested over the phone or via email.

These are just a few tips to keep in mind as you go throughout your day. To learn more, read one of the latest posts on The Clarity Blog. After reading, don’t forget to subscribe to get safety and security reminders delivered right to your inbox.

Learn more about protecting against risks to your business by contacting Jewelers Mutual Insurance Group. To find an experienced Jewelers Mutual agent in your area, visit JewelersMutual.com.

Hill’s In-House Jewelers Cortney & Jeffrey Hill Laurel, MS

Huntington Fine Jewelers Lisa Smith Shawnee, OK (2nd Location) Infinity Diamond Jewelers Judith Ann Johnson Waconia, MN

Referred by: Bob Solheim, IDD, New York, NY

Lind’s Ron Lind Freeland, WA Longnecker Jewelry Bill Longnecker McCook, NE Sheret Jewelers Elise Rose Springville, NY

Van Gundy Jewelers Tom Van Gundy Camarillo, CA

Thank you to the jewelers and vendors for referring new members to our group. Referring members will receive a $1,000 finder’s fee for their referral, payable after a new member has been in good standing for at least six months.

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Jeweler Profile

Marks Jewelers: Quality Since 1880

IF YOU HAVE EVER WONDERED what a jewelry store may have looked like nearly 140 years, you’ll want to visit Marks Jewelers in Lawrence, KS.

“Customers step into a store that looks almost exactly like it did in 1880,” says Alexandra Pohorecka, Sales Manager at Marks. “All of the cases are original, and we have a magnificent grandfather clock that consumed half of the budget for the store in 1880. While customers are greeted by our very friendly staff, they are dazzled by the gorgeous jewelry.”

A composite photo of the store is shown below.

Brad Parsons and Rich Yeakel are the current owners of Marks, but the store’s name and start come from Sol Marks. Marks came to Lawrence by way of Albany, NY, in 1869. According to Pohorecka, Marks joined his brother in the jewelry business at another storefront for approximately 14 years. The two survived Lawrence’s 1863 Civil War attack known as Quantrill’s Raid, in which most of the town was destroyed. He opened Marks Jewelers in 1880. Marks believed in being polite and honest, and instilled this tradition in all of his employees.

Sol’s son, Julius, took over the store in 1934. In 1961, Delbert Eisele, the watchmaker who worked for both Sol and Julius, bought the business from Julius upon his retirement. In 1982, Eisele entrusted the business to Lawrence natives Brad Parsons and Rich Yeakel.

“They continue to strive for the very best in customer service, quality, and integrity passed down for generations,” says Pohorecka. “Most people consider jewelry to be a very meaningful possession, so getting to participate in special moments is really cool. We get to build enduring relationships.”

Pohorecka says Frederic Duclos has been the most popular line overall for their store, while stackable diamond bands have been very popular, as have estate pieces.

“We don’t run sales in a typical way,” she says. “We participate in a lot of charity events, sometimes hosting them in our store. During those events, we serve up a lot of food and alcohol and discounts. We also participate in bridal events, we clean jewelry, have prototype bands, and wedding party gift options, among other things.

Those who stop by get a business card with a 15-percent discount on purchases of more than $500.”

While claiming the title of the 14th oldest jewelry store in the country, Pohorecka says Marks is working to move that number up, helped by participating in RJO’s Next Gen Experience.

“Next Gen is an intensive course that targets management skills and business development,” says Pohorecka. “It’s basically business school tailored to jewelers. It changed the way I approached issues at the store. I became a better employee and a better manager because of it. I am very excited for this year!”

In addition to pursuing the challenge of the longevity title, Marks’ Pohorecka offered another challenge to RJO members.

“I’d wager I can eat faster than anyone else in RJO.”

Marks Jewelers is located at 817 Massachusetts St., Lawrence, KS. Phone: 800-756-4266 Website: www.marksjewelers.net

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Making Graduation Memorable WITH MAY COMING SOON, graduations from both high school and college bring great opportunities for jewelry stores.

The key is to get out there early by planting the seeds that this is a wonderful time to celebrate an accomplishment with a memorable gift.

A very nice watch, in my opinion, would be a wonderful and very memorable, gift. A lot of your customers (and their kids) are not wearing watches anymore. Most seem content with the ever-

Looking back to my high school graduation gifts many, many years ago, I distinctly remember a Cross pen, an electric typewriter and a suitcase. One of those gifts is still in my possession, obviously the Cross pen. Not that I didn’t use the suitcase—or the typewriter didn’t get some use—they just didn’t have the lasting quality that a nice pen had.

Graduation gifts for men and women would most likely be different. Women seem to be easier, since jewelry is such a personal gift. A necklace or bracelet would always be special.

Some gifts, like a fine pen, would obviously work for both.

My personal favorite? A fine watch.

and a gift that will grow in appreciation as they get older (and figure out that the cellphone is not really a good timepiece!)

The fact that it also lends itself to easy promotion should not be lost on you either. Plant the seed. It’s “time” to recognize a great accomplishment. Create a minicampaign, pushing fine timepieces as the “memorable” graduation gifts. Everyone wants their gift to be the one that is remembered.

A good friend of mine asks me all the time how I know something is special. It is because someone told me something is special. Tell your best customers that a fine watch for graduation is a truly special gift. Timeless!

present cell phone. This gift could change that.

I see graduation, from either high school or college, as a time of not only accomplishment, but of growth and maturity. A fine watch will be something that they will treasure for many, many years

Michael C. Woody is President and Chief Idea Officer of Capital Ideas, an advertising and marketing firm. He has been in the advertising and marketing industry for more than 30 years.

Phone: 515-556-5373.

E-mail: MichaelC@ideas2burn.com Website: www.ideas2burn.com

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RJO’s National Network of “Now!”

Cover Story

By leveraging the reach

and “always on” nature of

RJO’s Exclusive Facebook group, members are

able to seek help with customer special requests, as well as help other RJO members with their requests.

Thirty years ago, if an RJO member wanted to connect with another to see if they had a certain item in stock or knew someone who might, one would pick up the phone (with a wire connected to the wall) and start dialing. A successful outcome would likely include encountering wrong numbers, busy signals, and answering machines. The effort also would take time, lots of time.

Twenty years ago, if an RJO member wanted to connect with another to see if they had a certain item in stock, they could speed things up by FAXing a picture and description to single stores, or sometimes, if they were high-tech, groups of stores. While it took less time, this effort too was a victim to wrong numbers and machines out of paper.

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An average of 150 posts are placed on the

RJO Facebook during a

regular week

Ten years ago, if an RJO member wanted to connect with another, they might post on RJO’s Chat Channel, a first-generation of today’s social network. In it’s heyday, the Channel would have visits from a few dozen members a week, with about two or three posts per week seeking member help.

Today, the retailer-toretailer collaboration centers around Facebook, and the RJO Exclusive Facebook group. A review of posts from December and January shows an average of more than 150 posts are placed on the RJO Facebook during a regular week.

RJO members who are using Facebook to collaborate and support other RJO members have found a home that offers national scale, quick turnaround and easy interaction.

In the days leading up to Valentine’s Day last month, more than 40 posts were made on the Facebook RJO Exclusive page asking for members’ help in locating or identifying a particular item or service. These requests were made by 31 individual members, from 27 states.

To help you get started or learn more about this network of helping hands, you’ll find a short Reading List below. To make sure you’re getting the most out of the RJO Facebook group, you’ll find some tips in the sidebar at the right. To see this network in action for one request, check out the national tracking on page 16.

Reading List

Four Collaboration Ideas to Boost Your Small Business Sales October 2017 Everything You Need to Know About Using Facebook Groups for Business December 2017

Best Time to Post on Facebook: A Complete Guide January 2018

Tips for Effective “I am seeking ...”

Facebook Posts

1. Be as descriptive as possible The most successful requests for an item include a photo, as well as any distinguishing characteristics, such as age, quality, color, and size.

2. Provide a Deadline of When You’d Like a Reply Who hasn’t been asked for a favor or help and thought to themselves, “I can do that” and then placed that thought at the bottom of their To Do list? A date (or time) can increase your chances of getting a reply substantially.

3. Be Patient There appears to be a core group of about 100 RJO stores that post on the group Facebook page every few days, but that number grows to nearly 250 when posting once or twice a month is considered. Also these numbers are based on posts alone; the actual number of those “checking in” is likely higher.

4. Participate The RJO Exclusive group has taken on a life of its own, as members regularly start conversations without prompting. But to get the most value from this group, it’s important for you to engage regularly with other RJO members, whether by starting conversations or jumping into ones that are already underway. One key benefit of having this Facebook group is the opportunity to showcase your expertise and establish yourself as the go-to resource in your particular niche. Make sure you do so regularly by responding to questions, asking follow-up questions of your own, and generally keeping the conversations going.

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Up-Close: Tracking a National Response to an RJO Request from February 1

Response to Request Requestor Reply

Kim Colucci Lizzi, Kim’s Fine Jewelry, Summerville, SC Any recommendation on a vendor for a large rhodolite garnet?

Paragon Couture Group, New York, NY, sends private message

Anish Desai, Star Gems, Atlanta, GA, sends private message Kristin Freeman, Darling Imports, Locust Grove, GA, sends private message Kim Colucci Lizzi replies to Darling Imports

PLAN NOW FOR OUR NEXT BUYING SHOW!

Kristin Freeman replies.

Erika Kendle Godfrey, Hawthorne Jewelry, Kearney, NE, replies.

Kim Colucci Lizzi replies.

Erika Kendle Godfrey replies.

Rock Stars

July 2018 Minneapolis, MN

Audrey Elwin-Pancis, Pancis Gems, replies.

David Hayman, David Hayman Jewellers, Yorba Linda, CA, replies.

Andy Cline, Cline Jewelers, Edmonds, WA, replies.

Future Show Locations February 2019 Nashville, TN

July 2019 Schaumburg, IL January 2020 Houston, TX

July 2020 St. Louis, MO

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Nancy Sandland Marchell, Signature Jewelers, Grand Forks, ND, replies.

UPDATE: As of February 26, Kim reports her Facebook search was successful!

MILESTONES

Betty Koppin, who retired from working in the RJO Newton office in 2006, passed away at the end of December. She was 76.

Betty started at RJO in 1995, and her initial duties included opening mail, along with posting invoices. It wasn’t long before she was in charge of ordering and shipping job envelopes, as well as sending Zippo lighters out to members (when they were stocked at RJO headquarters).

Following retirement, Betty was a homemaker. She enjoyed her grandkids, bowling, and playing cards. She was a loving and caring wife, mom, grandma, sister, aunt, and friend.

Mary Harger, Director of Vendor Services at RJO, recalls Betty fondly: “Betty would always have a smile and would make us laugh with her unique sense of humor. She loved talking about her daughter, son-in-law, and especially her grandchildren. She dearly loved all of them.”

We will miss Betty. May she rest in peace.

Dorothy Necker, of Necker’s Jewelers in Davenport, IA and Dewitt, IA, passed away on January 6. She was 92. In the early 1950s, Dorothy—with her husband Donald—purchased Brumer Jewelers in DeWitt, which they renamed Necker’s Jewelers. In 1970, Dorothy started the first Cards N’ Things store in DeWitt, and in 1979 opened another Hallmark store in Milan, IL. A third Hallmark store was opened in Bettendorf, IA, in 1991. The name was eventually changed to Dot’s Hallmark in 1991, and she was active in all of them.

Our thoughts go out to the Necker family.

CALENDAR March 2018

9 All payments must be received in RJO Office 11 Daylight Saving Time begins 17 St. Patrick's Day

20 First day of Spring

April 2018

1 Easter

2 Vendor Minneapolis Show Registration goes live 6 Next Gen Registration forms due

10 All payments must be received in RJO Office

23 All invoices must be received in RJO Office

22 Earth Day

23 All invoices must be received in RJO Office

27 Retail Member Minneapolis Show Registration opens

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Book Your Complimentary Room Today!

Qualifying members receive up to three night consecutive nights’ stay at the Hyatt Regency Minneapolis.

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FAMILY. DIVIDEND. SUPPORT. BUYING POWER.