February 2019 Edition

I N

T H E

LOUPE

The Premier Jewelers Cooperative

February 2 0 1 9 • Is s u e 8 4

That Sound?

Records Breaking in Nashville!

THE GRAND OLE BUYING SHOW was really full. The restaurants in Nashville were really full. The streets and saloons were really full.

How full? Record-breaking full!

The 2019 RJO Winter Buying Show at the end of January hosted 395 stores, 78 more than the previous record and nearly twice as many from just ten years ago. From the popular seminars and exchanges, to the networking between events, and even on the crowded Buying Show floor, the hundreds of RJO attendees laughed, bought, and shared with one another.

Says RJO CEO Sarah Streb, “We knew early on this was going to be a popular Show, and were incredibly grateful of the turnout."We all took a moment to enjoy how well it went, but our attention is now focused on our Summer Show in Schaumburg.

Nashville is one great— but tough—act to follow.”

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

In the Know with RJO

Thank ya. Thank ya very much.

ON MY WAY TO THE AIRPORT, while leaving our recent Buying Show in Nashville, my driver was eager to share facts about the city he called home. I learned Nashville claims to be where Elvis’ record-breaking career took off, with the recording of “Heartbreak Hotel” in RCA’s studios there. The term recordbreaking resonated with me, as RJO had just come off its best year financially, and we also had record-breaking attendance at the Show.

Now I’m not comparing RJO’s success to the hip-shaking success of Elvis, but there are some similarities. For starters, Elvis succeeded due to the faith and talent of those around him. No story of Elvis begins without a mention of his mother, who believed he was special and destined for greatness.

It’s times like these, when RJO is fulfilling its original mission so well, it’s important to thank everyone who helps make RJO such a dynamic and valuable organization. A round of applause would not be out of place at all.

Thank you to the vendors, for understanding RJO’s strength in numbers and working hard to provide big-time products and services to retailers of all sizes. Members were very

pleased by the number and variety of booths this year, and they didn’t hesitate to tell me.

Thank you to the members themselves, for understanding and leveraging the value that comes from working together. The ideas shared at the Shows, the daily responses to “looking for this item” posts on RJO’s Facebook page, and enthusiasm of the next generation of jewelers are testaments to how unique RJO is in the retail world.

Thank you, most certainly, to our RJO family, including our office staff, our contractors, and our wonderful Board and committees. Much of what makes RJO so successful happens behind the scenes. I see it and am always amazed at the dedication and seriousness shown everywhere.

As winter turns into spring, I encourage you to appreciate those around you who inspire with their faith and talent. And do so simply by saying “Thank you.”

Sarah Streb RJO CEO

RJO BOARD NEWS

Three New Policies

The RJO Board held its regular meeting at the Winter Buying Show in Nashville and set three (3) new policies that pertain to both members and vendors. You may read more about these new policies on page 4.

Four Seats Open

Four (4) seats on the RJO Board are up for re-election this spring; those elected will begin their term in January 2020. If you are interested in serving on the RJO Board of Directors, watch for the application requests to be sent in late April or early May. FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

From RJO’s Facebook Page

THE RJO PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here is an edited exchange from a post earlier this month:

SERVICES Centralized Billing

Patronage Dividend

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

In the Loupe – RJO’s newsletter Free Print and Radio Ad Library (on the RJO website) Educational Seminars (at the Buying Shows)

Member-to-Member Incentive Program (Recruitment Program)

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

Travel Vouchers at Shows (offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational E-mail Blasts Purchase Vouchers (at the Buying Shows)

RJO Membership Certificate RJO Next Gen and RJO Succession Experiences

Private Label Credit Card Service JewelConnect

Scholarship Opportunities (from the RJO Foundation)

Post: I am considering making one of my showcases a “clearance case,” and I was wondering who all had one and how it works? I have a few questions concerning this issue: 1. What merchandise qualifies to go into the case?

2. Is it all the same percent off or are there different percentages off?

3. Do you have more than one clearance showcase?

4. Do you have a sale tag on each piece?

5. Do you have different policies for this merchandise, such as no returns, sizing, etc.?

6. Where is the best location for this showcase?

Reply One: I have a 50-percent off case. Each piece is sale priced individually, with a regular price and sale price. I have no definite way to tell you how I determine what goes in the sale case other than if: I’ve had it for a while, it’s out of trend, or it was just my mistake of buying a piece that isn’t going to sell. I sell quite a bit out of this case, and over time have changed it to 50- to 90-percent off. I’ve never had a return from this case. I charge regular price on sizing rings.

Reply Two: We do the exact same things as the reply above. I’m not sure if they do this, but we make a tag for each piece that has the original price with a line through it, showing their savings and new price. We’re so glad we’ve done this.

Reply Three: We talk about this ALL the time. Looks like we should do it!

Reply Four: Ours works great; everything is half-price. Some stock pieces, and some OTC buys that were okay to sell, but not 100-percent refurbishable for a regular case. All items are final sale ... no refunds ... no warranty, although we almost always can sell an extended warranty for these pieces. I can’t believe the stuff that is sold out of this case.

Reply Five: Ours is 50-percent off and a final sale. Of course exceptions can be made when it is a gift. We put in anything that is over two years old, a bad pick, discontinued, or just plain ugly. We went from a six-foot showcase with 250 items down to a small 20-inch podium style display featuring five or six “new” pieces each month. Our other 40-or-so clearance items are mixed throughout the store in their respective categories, with a star sticker and “Was/Now” price tag. We also feature clearance items on our website in a “Specials” category, as well as on Jewelers Direct and our store’s Facebook page. They move pretty good. So we keep adding to it.

Reply Six: We have a case, and it’s been great! We call it our “Gold Tag Clearance.” Items are typically aged inventory, but some are just bad picks. We do 50-percent off. We leave our Edge tags on and add a new string tag on gold shimmer paper, showing the original price versus the sale price! All sales are final, and the customer is responsible for any alterations needed We currently have our clearance in a 4-foot showcase. We typically replenish it every month.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO Board Approves Three New Policies

IN THEIR JANUARY 25 MEETING in Nashville, the RJO Board of Directors approved the following new policies:

Delinquent Account Reinstatement If an account is delinquent and has been placed on HOLD for 12 consecutive months, said membership is automatically terminated when payment is received in full.

Referral Reward Policy Referring RJO Vendor or Member: • Must speak to owner/key person of the prospect store, promote RJO’s benefits, and advise the prospect they will be referring them to the RJO Membership Coordinator. Referring vendors and members must be open to placing follow-up calls or emails to ensure the application process is completed within the required timeframe.

• Contact Membership Coordinator Erin Sharp in the RJO office. Must provide prospect store name, contact name, and relay how contact was made. Erin will reach out by phone or email (depending on preference) within one (1) week of receiving the referral. Referring vendor/ member name will be given to the prospect, and RJO benefits will be explained in detail. If prospect is interested, an application will be provided, and the application process will proceed.

• Ensure prospect member includes the referring member or vendor name on the application. This MUST be included on the application to secure the Referral Reward.

• Application, Agreement, and all other required paperwork, must be received within 90 DAYS of the referral, or the referral is no longer valid.

Nearly $7,000 for Foundation WHAT A DIFFERENCE A BUYING SHOW weekend makes.

The RJO Foundation raised more than $6,800 from its Nashville Show efforts, thanks to a variety of initiatives, such as the Grand Ole Diamond Draw, the Show Shirt Campaign (as seen on this issue’s front cover), Foundation Pen Sales, and Purchase Voucher Frenzy tickets. The money raised will be added to the Foundation for funding the Spring 2019 Foundation Scholarship awards.

At the Show, RJO Foundation President, Mike Pribyl spoke about the Foundation’s National Campaign, “Shine Bright,” which will launch at RJO’s Summer Buying Show in Schaumburg, IL. The National Campaign will be made available to both members and vendors for use in their businesses, to help support the RJO Foundation.

• Referral Reward of $1,000 will be paid out six (6) months after new member’s start date.

* If the new member has failed to adhere to RJO’s financial standards during their six-month trial membership period, the account will be reviewed to determine if membership will continue and referral will/will not be paid out.

Vendor Show Cancellation Policy Cancellations, pending medical or family emergencies, less than four weeks prior to the Show will not be refunded. Staffing, cash flow issues and/or overlapping Show decisions will not be considered as an exemption from the policy.

If registered, and cancellation is requested more than four weeks prior to the Show, 50% of fees paid will be retained or a $2,500 exhibitor cancellation fee will be assessed, whichever is greater.

RJO Foundation Scholarship Application Deadline will be in April

RJO ANNUALLY PROVIDES scholarships exclusively to RJO members. RJO Foundation Scholarships are awarded to RJO members, vendors and/or their employees to be used toward professional growth. Funds for the scholarship are provided by the RJO Foundation through direct member donations, our generous sponsors and group fundraising efforts. An application deadline date will be in April, but applications may be completed at any time. A scholarship application may be downloaded here, and completed applications may be emailed to Connie Miller: connie@rjomembers.com.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Antwerp/Idar-Oberstein Trip Dates Set for 2019 SINCE THE LATE 1980S RJO has been hosting fall trips to Europe in order to distinguish our members as Direct Diamond Importers. Many make the commitment to travel with RJO year after year, not only to benefit from their store’s distinction in their community, but also to build upon lifelong friendships. RJO Shows and European Branding Trips act as reunions.

An exclusive European Branding Trip benefit is the trip-focused educational program developed by Kate Peterson of Performance Concepts. Confirmed travelers are given personalized handbooks, training notes, and PowerPoint presentations to help educate their staff on branding their store and pre-selling diamonds.

Julee Johnson of Julee’s Jewelry in St. Peter, MN, and a regular traveler on these trips, recently posted this on RJO’s Facebook page: “If you haven’t gone to Antwerp, you really should try to go this year! Just sell two average priced one carats and you’ve paid for a trip for

two! You can pre-sell and then find diamonds for your clients while you’re there, and there’s no minimum to purchase in Antwerp. This is a great way to compete with online sellers. They do not make the entire purchase an experience and a story, but you can make it special.”

The RJO team has put together a year-long social media campaign that ties in with the European Branding Trips, further helping each of our confirmed travelers brand their store as the expert in their community. Travelers receive a month-to-month campaign manual that includes Instagram posts, Facebook cover photos and posts, radio scripts, instore poster templates, and more. Confirm your trip early to ensure you get the most out of this marketing program.

To learn more about this great opportunity, contact RJO trip coordinator Connie Matsen at: cmatsen@rjomembers.com.

Be Sure to Mark Your Calendars for Antwerp/Idar-Oberstein in October 2019

2019 Dates

First Europe Trip Hosted by Liz Schlauch & Jeff Horlacher Antwerp: October 5-10 Idar-Oberstein: October 10-14

Second Europe Trip Hosted by Connie & Steve Matsen Antwerp: October 12-17

JewelConnect Gets Creative With RJO Vendor Help

JEWELCONNECT, THE RJO-EXCLUSIVE online marketing tool is marking its ninth year by rolling-out its new PRO template upgrade, with a little help from their friends.

“We wanted to add some new innovation to the system for our PRO members,” says Andrew Boundy, JewelConnect's developer, ‘so we approached fellow RJO vendor Jewelry Ads That Work (JATW) and asked owner Michael Buley if he would be kind enough to allow us to use some of JATW’s distinctive banners and ads—which he graciously allowed.”

JATW supplies innovative marketing and ads to their RJO clients for their marketing, and it seemed a perfect fit for JewelConnect to have a little of that creativity for its members to use as well. In this way,

the PRO members get something extra to place on their site and people are exposed to JATW's great campaigns—all at no extra cost to anyone.

“We work with a lot of RJO vendors for JewelConnect, Custom Hatch, and VRB (custom website design),” says Boundy, "so we have loads of amazing resources to draw upon and integrate into our systems. This is just one example of how the RJO group collectively adds huge value to whatever we come up with.”

The new PRO roll-out is happening now, with some clients upgraded already. The new JATW banners will be available later this month. You can find out more about JATW at: www.jewelryadsthatwork.com and, JewelConnect at: www.JewelConnect.com.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Vendor Profile

ARKK Jewelry: Going Straight to the Source

IN NEW YORK CITY IN 2007, four jewelry producers came together with the same goal in mind: fill a niche in the jewelry industry by offering only quality products.

Taking the first letter from each of their names, ARKK Jewelry was born.

This approach was in contrast to what many in the industry were offering, says current owner Manav (Michael) Shah. The original foursome disbanded, and today ARKK is owned by Shah and his family.

“Most wholesalers at that time were used to selling jewelry that was wax set or done by using the share prong technique,” says Shah. “They saved on heavy labor charges, which ultimately led to the diamonds falling out.

This cheap technique also gave birth to the term jewelers now refer to as popcorn (diamonds in the jewelry that popped out like popcorn). Many jewelry companies would cut corners to save at the manufacturing level; they would lighten the jewelry to save on gold weight, or used wax setting to save on setting charges. A ring or a bangle, then, would only last for six months before it began to have problems.”

Shah says ARKK committed to making jewelry “the way it was supposed to be made,” without cutting corners, all at a reasonable and an affordable price. It began making jewelry with handset pave under a microscope, to ensure all four prongs were firmly grasping the diamonds.

supply the wholesaler and they add their mark-up and sell it to the retailer, we would do really well if we go straight to the retailer. And we did! It was at that point I came up with our current business model, which is simply to make a better end-product—regardless of the price point—that goes straight from the factory to the retailer without additional layers of mark-up. The retailers loved our quality, price, and customer service.“ Soon after, ARKK joined industry groups, including RJO. Shah says after joining RJO, ARKK has grown at an unprecedented rate, expanding to territories they would have never imagined.

“There were many things that attracted me to RJO,” says Shah, “one of the main being they don’t let any run-of-themill vendor or jeweler in the group. Jewelry stores who are members of RJO are serious jewelry people; professional, courteous, and knowledgeable. I love the fact that RJO very strictly vets its vendors as well. This gives the jewelers who are part of the group a great deal of confidence the vendor has a certain level of quality and integrity and a very sharp price.

Knowing this, RJO members can buy with a great deal of confidence and a peace of mind.”

At the Nashville Buying Show, Shah says a number of their products stood out as crowd pleasers, including: a bridal featuring a center and a band, quality gemstone and diamond jewelry in the under-$1,000 category, and some unique and one-of-a-kind pieces.”

“This method of workmanship gave our jewelry a whole new look that was crisp, elegant and immutably beautiful,” says Shah. “The diamonds were allowed to properly shine, and because they were set perfectly at a 180-degree flat angle, they gave off a brilliant scintillation and radiance.

Utilizing the handset pave technique, with four prongs, our diamonds shined more brilliantly and never came out when in the ultrasonic machine. We were an instant hit with the city’s 47th Street wholesalers.”

“I also really like the environment that RJO makes at the Buying Shows,” Shah continues. “They’re not uptight, they’re very family oriented and down to earth. This is the only Show where jewelers actually help each other, so many of our current customers were told to come see us by other members of the group. This never happens at any other shows. Many other shows portray a very hard or corporate environment, where the jewelers and the vendors sort of keep to themselves. It’s policies and attitudes like these that make RJO such a great partnership between vendors and retailers. A true partnership in every way!"

“At that point we began to dabble our feet in independent customers,” says Shah. “My thinking was if we currently

ARKK Jewelry is located at 150 S. Washington Avenue, Bergenfield, NJ. Phone: 877-888-2755; 212-997-8527 Website: www.arkkjewelry.com

Like others in the industry, the financial crisis of 20092010 took its toll on ARKK’s business approach, as well as its competitors.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Next Gen Voices & Views

Casual Approaches

In the first of an ongoing series, Next Gen Voices & Views asked RJO's future jewelry retailers this:

What do you think is the best way to respond to a generation of jewelry buyers whose work dress style is casual and whose at-home style comprises yoga pants and T-shirts?

We are building a new store, and we are making it nice but very comfortable so anyone from 3 to 93 will feel comfortable. We are doing a little kids room with a TV and a few toys and having a sitting area with a TV and a refreshment bar. We are hoping that by doing these things it will cater to the younger crowd. We also are dressing more casual and try to keep things fairly loose, so everyone feels comfortable.

— Eddie Bacon, Bacon Jewelers, Perry, IA

As the attire shifts, we should be shifting our attire as well. If we currently wear suits and ties, we may come off as unapproachable or give off threshold resistance for our businesses. We should be carrying more fun fashion jewelry lines and paying attention to current trends. Would you be more apt to make a purchase from someone you would be comfortable having a beer with? I know I would.

— Will Doland, Doland Jewelers, Davenport, IA I think the best way to respond to an overall casual generation of jewelry lovers is through education and finding something in common. Building and maintaining relationships that cannot be found through online shopping.

Making your store their one-stop shop and providing an environment where they feel comfortable and confident in their purchase.

— Jaclyn Iden, Marks Jewelers, Lawrence, KS

RJO Custom Hatch Upgrades To Version 2.0

NASHVILLE WAS A GREAT SHOW for RJO Custom Hatch, according to Andrew Boundy of VRB Internet Solutions, Custom Hatch’s developer. The RJO system enables retailers to get multiple quotes on custom pieces directly from RJO vendors, easily and quickly.

Boundy highlighted Custom Hatch during seminars and demonstrations at the Show, and new vendors signed up to be part of the system as well.

Although Custom Hatch is only sixmonths old, version 2.0 has already been implemented to address the feedback from retail and vendor partners.

“There’s a lot going-on in the system, and we noticed we could do a few things to make processes easier.” says Boundy. “RJO management and I listened to both retailers and vendors and put

new processes into place to make sizes, stones, and metals easier to enter, as well as increased the options users may enter into a request. It just makes the process easier and more detailed.”

From the vendor side, Custom Hatch added several functions to make vendor quoting more efficient.

Additionally, marketing pages are now available for vendors to promote their services directly to Custom Hatch retailers.

“All-in-all, it’s a great upgrade to the system,” says Boundy, “and RJO carefully monitors the usage to see if there are any tweaks they can suggest to further streamline the system. User feedback is always very welcome.”

The system continues to generate orders and increase custom business options for retail stores and vendors throughout the group. The system maintains 13 vendors, and hundreds of requests and quotes have been processed. Find out more about Custom Hatch at: www.RJOcustomhatch.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Jeweler Profile

Melgram Jewelers: A Family Tradition Since 1975

ABOUT TWO HOURS NORTHWEST of Minnesota’s Twin Cities, nearly halfway to Fargo, ND, you’ll find the town of Little Falls, MN. Forty-five years ago, Melvin and Louise Grams opened the store Melgram Jewelers in this town of 8,000, and today the store continues operating into a third generation.

“With an incredible amount of help and encouragement from Minneapolis-based S. H. Clausen Company,” says current owner Chris Grams, son of the founders, “my parents were able to open Melgrams in October 1975.

In 1987, Mel and Louise retired, and I purchased the store. After several years of growth, we relocated to our current location—a former Rexall Drug store with our POS built around the old soda fountain—in 1999.

Then in 2014 my son, Peter Grams, joined the staff.”

“To me, there is nothing more rewarding than when a long-time customer brings in their child or grandchild to make their first jewelry purchase from us,” Grams says.

Being a retailer in a small town has its unique challenges, and Grams finds inventory management of particular importance.

“I have been to so many seminars about inventory turn,” he says, “and I’m sure every jeweler struggles with the correct amount of inventory, but as a small town jeweler, keeping a customer for life means having something for when they want to spend $50 or $5,000, which makes it hard to keep your inventory fresh. This is where RJO vendors with reasonable stock balance programs are important.”

During the past year, Grams has had to pay close attention to his bridal and gems offerings, noting, “We

had really strong engagement ring sales last fall, and that seems to be continuing into 2019. Also, the Gems One ‘Loves Crossing’ collection seems to be doing well.”

When asked if there was anything surprising his fellow RJO members might find of interest, Grams offers what he says is a “a great story about how we came to join RJO.

“My parents were great jewelers, but mediocre bookkeepers,” he begins. “So when I bought the jewelry store, our credit rating was pretty bad. I had previously worked for a jeweler who was an RJO member (Galen’s Jewelers) and knew I wanted to join the group. I immediately applied for membership, but received a call from Ed Bacon—who was CEO at the time—saying he was sorry, but because of our negative rating, we would not be accepted to the group. We had a long conversation, and Ed gave me a lot of advice about improving our credit rating and encouraged me to apply again in a year or two. After our phone call, I immediately mailed him a check for $1,000, which was the cost to join the group at the time. A few days later he called back and said, ‘Okay, we will give you a chance as members.’ Not everyone would have given us that chance, and we are grateful Ed did.”

“There really are so many benefits to being an RJO member,” says Grams, “but the Shows are really important to us; we try to attend all of them. We learn about industry trends from other jewelers, vendors, and RJO seminars (something that is much harder at other trade shows). And, of course the dividend checks that show up in the mail are a great perk!”

Melgram Jewelers is located at 103 S.E. First St. in Little Falls, MN. Phone: 320-632-3330 Website: www.melgramjewelers.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

An Appreciation by Jim Cihak

A Right Honorable Man

I FIND IT JUST AND NECESSARY to bring to your attention the selfless works of an exceptional human being. There is a man among us in the jewelry industry who serves his fellow men and women without seeking praise, glory, nor recognition. For the past three years it has been my sincere pleasure and honor to silently witness the kind and giving spirit of this gentle humanitarian. He has no indication that I’ve written this letter, for if he did, I’m certain he would ask that I not.

For nearly 40 years, this man has worked tirelessly to become a consummate jewelry professional. GIA educated, he is truly a brilliant diamond, shining brightly among the many other polished professionals within our industry. He requires that his entire staff be “diamond certified” through GIA’s diamond “Distance Education” courses, in order to provide customers with the best possible service.

Insisting that every person who walks into his store receive a “Wow!” experience, this man takes genuine customer care to its highest level. It’s not at all unusual for him to sit and listen to a longtime customer or firsttime visitor discuss the hurdles or obstacles they are encountering in their personal lives. Most would look for a reason to shorten this type of conversation during a busy day; not this man. Anyone who engages in a conversation with him is—without fail—the most important person in the room. I find it refreshing that he holds staff to the very same level of ethics that he holds himself.

Five months ago this jewelry business owner noticed— on one of our security cameras—a young man sitting outside the store on a bench, with his head in his hands.

When he walked outside and approached the young man, he could see that he was upset. It turns out that the man was a homeless U.S. Army veteran and was struggling to find work. “Michael” was eager and willing to work, but was not finding an opportunity or an open door so he could prove his worth, even though he asked everyone he met if they were hiring. The store owner sat and talked with this veteran for nearly two hours.

At 73 years old, this jewelry store owner knows thousands of people, such as customers, other business owners and professionals from all over the city and from nearly every industry. In only a few short hours, he had lined up three interviews for this military hero to attend.

Later that evening, this humanitarian went to the store and purchased socks, underwear, shirts, pants, and a

new pair of shoes for Michael. Two days later, I was outside with the store owner when Michael literally came running up to us, held out his arms and hugged the 73year-old while breaking down in tears. Michael held on tight and would not let go, as he cried and thanked the store owner for what he had done for him.

As it turned out, Michael secured two jobs ... one full-time job and one part-time job recommended by this “old man.” As I stood there watching and listening, I couldn’t help but to well up with tears myself. My supervisor had just served this military veteran, who had already served us during his deployment. Several minutes later, Michael was once again moved to tears as he received the new clothes and shoes that were purchased especially for him.

I heard Michael say, “I just can’t believe that an older white man like you would help a young black man like me. You are such a blessing. I had lost hope for the future.” I left them alone and went back inside the store.

This is just one of many acts of kindness that this man does for friends and strangers alike. As a Rotarian for more than 30 years, this jewelry business owner sees life a little differently than most. He not only requires a lot of his staff, he demands even more of himself.

The man I speak of is James K. Mills, better known to many as “Diamond Jim” of Pineforest Jewelry in Houston, TX. At 60 years old, I have a lifetime of experience working with and for many business owners. Diamond Jim is truly —and without exaggeration—one-in-a-million.

The fact that he is one of the few survivors of pancreatic cancer and a near fatal car accident only serves to make his selfless acts even more noteworthy.

I’ll leave you with this last thought. I know that Diamond Jim has helped many people who will never know who helped them or from where the assistance originated. It’s not in his character to seek praise for helping someone.

In fact, I believe he might receive greater pleasure by remaining anonymous.

Jim Cihak, operations manager at Pineforest Jewelry in Houston, TX, sent this essay to RJO and has approved its publication. Mills' Pineforest Jewelry was featured in the September 2017 issue of In The Loupe, You may follow Mills here, on his personal Facebook page.

If you would like to write about someone who you think deserves recognition, for possible publication in In The Loupe, please send your thoughts to editor Christopher Green.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

( Click on photos below to view larger versions)

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Purchase Voucher Frenzy Winners

Pacheco’s Jewelry & Gifts Donated by Bassali

Herteen & Stocker Donated by DiaExpressions

The Blue Diamond Donated by Bellari

Madison Avenue Jewelry & Gifts - SC Donated by Frederick Goldman

McIntosh Jewelry Inc Donated by Bassali

Herteen & Stocker Donated by Bellari

Marks Jewelers, Inc. - KS Donated by Frederick Goldman

Milano Jewelers Donated by Heera Moti

LaBiche Jewelers Donated by Bijou

Signature Jewelers Donated by Italgem

Milano Jewelers Donated by Concepts

Kevin Schimke Jewelers Donated by Concepts

LaBiche Jewelers Donated by Darling Imports

Pacheco’s Jewelry & Gifts Donated by DiaExpressions

LaBiche Jewelers Donated by Italgem

Signature Jewelers Donated by Keith Jack

Christensen Jewelry Donated by Keith Jack

Douglas Jeweler Inc. Donated by Kelly Waters

Garrick Jewelers, Inc. Donated by Kelly Waters

Walkers n’ Daughters Jewelers Donated by Oro International

K E Butler & Company Donated by Oro International DBK Family Jewelers Donated by RJO Seifert Jewelry Donated by RJO

Herteen & Stocker Donated by RJO

Alpine Jewelers Donated by Samuel B

Weber Jewelry & Gifts Donated by Samuel B LaBiche Jewelers Donated by TR Jewelry Concepts

Herteen & Stocker Donated by TR Jewelry Concepts

Gaines Jewelry Donated by Wilkerson

LaBiche Jewelers Donated by Wilkerson Signature Jewelers Donated by YCH Inc. Alpine Jewelers Donated by YCH Inc.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

And the Winning Continued ...

The Showcase Tower Winner was Nice Diamonds

The 2019 RJO Board of Directors Award was presented to Steve Schurhammer of Schurhammer Mfg. Inc.

Numbers

An anticipated moment at each RJO Membership Luncheon at the Winter Buying Show is when RJO CEO Sarah Streb announces RJO’s “numbers.” To the left are two charts that are always popular.

2018 Dividend Announcement

The 2018 year-end patronage dividend percentage is 4.67%, paying back more than $6.7 million to members.

In 2018 members collectively spent more with RJO vendors than ever before.

2018 New Members

RJO welcomed 77 new members from 33 different states in 2018.

RJO continues to grow with truly the best retailers in the industry.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Putting Ideas Down on Paper

Nashville Winter Buying Show: Buzz Sessions

AT THIS YEAR'S WINTER BUYING SHOW, RJO hired a Sketch Effect artist to take notes and create artwork from the shared information during the Show's Buzz Sessions. Sketch Effect's mission is to elevate ideas “through remarkable visual communication.” These sketches were made available throughout the Buying Show and were sponsored through a partnership with the Diamond Producers Association.

Kate Peterson, of Performance Concepts, moderated the Buzz Sessions and says, “Emily, from Sketch Effects, did a fabulous job of capturing all of the ideas, thoughts and comments put out there by Buzz Session participants. She also made connections that I think many of us would have missed. Having her with us certainly made the time more fun and, I believe, more productive, as everyone was able to take pictures of the finished boards during the show to help remember the key concepts that were shared.”

Below and on the next page are the four sketches, along with Peterson’s comments.

To view each sketch full-size, simply click on it.

Little Steps & Big Wins

There were a LOT of people—and a LOT of great ideas in this session. I can’t imagine how we could have captured all of them without Emily’s expert listening and graphic translation. I’m guessing that everyone who looks at this board will find at least one creative suggestion that will help improve their profitability!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Getting the Most Out of Industry Online Groups

In addition to a healthy discussion about the pros and cons of being ‘connected,’ participants came up with all kinds of good ideas for ways to utilize online resources, as well as for ways to control and manage online time. Check out the board for suggestions that will help you capitalize on the wealth of high-tech resources available to business owners today.

Controlling Your Diamond Narrative As Emily’s perfect sketch illustrates, we can’t bury our head in the sand any longer. The diamond world is changing, and retailers have to be responsible for protecting themselves, their brands, and their customers from the flood of misinformation out there today. Although opinions varied widely among session participants, Emily did a great job of capturing all of the ideas and of pulling together the common threads.

Vendor Partners & Vendor Competitors

Participants in this session did a great job of turning a contentious topic into a productive conversation. By the end, everyone acknowledged that critical elements of effective communication and respect would go a long way toward easing many of the tensions out there as everyone in the industry tries to make a living. Emily captured both the factual elements of the conversation, as well as the gentle transition, as the group moved from conflict to cooperation.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

CALENDAR March 2019

April 2019

10 Daylight Saving Time begins

10 All payments must be received in RJO Office

17 St. Patrick's Day

23 All invoices must be received in RJO Office

11 All payments must be received in RJO Office

20 First day of Spring

21 Easter

22 All invoices must be received in RJO Office

NEW MEMBERS

Custom Jewelry Sharon M. Daves Southaven, MS

Referred by: Rosalie Fittery, GN Diamond, Philadelphia, PA

Dahlkemper’s Jewelry Connection Ed & Christine Dahlkemper Erie, PA

Diamond and Design Jewelers Homeira Ghassemi Chino Hills, CA Grant Laughter Jewelry Grant Laughter Asheville, NC

Joe Tonos Jewelers Anthony Tonos, Chris Tonos Greenville, MS

SJ Custom Jewelers Stewart Riddle Newport, OR

McFerrin’s Jewelry Susan M. Foster Greenville, AL

Thomas James Jewelers Thomas James Faini Sioux Falls, SD

Referred by Monty McGee, Farnsworth Jewelers, Geenville, MS

Referred by Bill Harrison, Kim International, Dallas, TX

Prestige Jewelry Pete & Marcia Ramah Saginaw, MI Roy’s Jewelry Store John M. Pourciau New Roads, LA

Referred by: David Stonicher, David’s Fine Jewelry, Breaux Bridge, LA

Referred by Shane Oaks, Seven Oaks Fine Jewelers, St. George, UT

T. Simon Jewelers Tricia Hanson Sturgeon Bay, WI

Referred by: Wayne Levy, Aladdin Gold Creations, Naperville, IL

UniQ Jewelry Gallery Douglas Mitchell Portage, MI

Wild Wood Custom Jewelry Danny Woodward, Stewart Williamson Santa Fe, NM

White’s Fine Jewelry Jann & Rodney Stewart Fairmont, WV

Referred by: Mike Youkilis, Midwest Diamond Distributors, Cincinnati, OH, and Bob Hewitt, SDC Creations, Renton, WA

Thank you to the jewelers referring new members to our group.

These jewelers 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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Address updates and changes can be directed to Erin Sharp in the RJO office at: erin@rjomembers.com FAMILY. DIVIDEND. SUPPORT. BUYING POWER.