Forward
SPEND ENOUGH TIME TALKING with RJO members, whether on the Buying Show floor, between appointments, or back in their stores, and a familiar theme begins to emerge. The conversations aren’t about whether the industry is changing. That part is already understood. The real discussion is how to respond to that change without losing what has made independent jewelers successful in the first place.
There’s a noticeable shift in how many members are thinking about their businesses. Some are leaning more intentionally into higher-end merchandise, recognizing while transactions may be fewer, the opportunities for stronger margins and deeper client relationships still exist. Others are working just as hard to protect their core customer base, even as that customer becomes more cautious.
Most, though, are trying to find a balance while still answering an important question: What kind of store are we going to be moving forward?
I just returned from RJO’s wonderful Succession Experience, where nearly 40 members spent several days focused on that very question. I’m always struck by the candor, perspective, and optimism revealed during this gathering. This is not a passive experience filled with talking heads telling members how to run their stores, what next steps to take, or what they should be doing differently. Instead, our facilitators
RJO Board News
educate, encourage, and inspire, then allow members to determine their own paths forward.
I’ve heard from a number of attendees, and across the board they described the experience as a tremendous investment in themselves, their businesses, and their families. For many, it served as a wake-up call and an opportunity to revisit some of the motivations that put them on this independent jeweler path in the first place.
The strengths that have built RJO over the past 60 years — relationships, trust, and service — were on full display during this gathering. Most attendees seemed to recognize moving forward does not mean replacing those strengths. It simply means carrying them forward within a changing landscape.
And within that balance lies both opportunity and the future.
Sarah Streb RJO CEO
Thanks go out to Edge Retail Academy for facilitating this event and to Ostbye, Quality Gold, Charles Frey & Associates, and Federated Insurance for sponsoring this powerful event.
AS A MEMBER-OWNED ORGANIZATION, RJO is strengthened by the engagement, participation, and collective voice of its membership. Ownership within RJO carries both privilege and responsibility, and one of the most important ways members help shape the organization’s future is through participation in the Board of Directors election process.
Voting is now open and will remain available through Monday, June 1. This is an important opportunity to help ensure the leadership guiding RJO reflects the values, vision, and priorities of the membership as a whole. Strong participation is essential to maintaining the integrity, direction, and long-term success of the organization. Members are encouraged to watch each candidate’s introduction video in its entirety and carefully review the Board introduction packet. These materials provide valuable insight into the individuals who have stepped forward to serve the membership and support RJO’s continued growth.
Your voice plays an important role in shaping the future of RJO. Please take a few moments to participate in the election process and cast your vote.
S E R V I C E S
Centralized Billing
Patronage Dividend
RJO Website (rjomembers.com)
Buying Shows (Summer/Winter)
In the Loupe – RJO’s newsletter
RJO Exclusive on Facebook
Educational Seminars (at the Buying Shows)
Member-to-Member
Incentive Program (Recruitment Program)
Organized Buying Trips to Antwerp
RJO Directory
Travel Vouchers at Shows (offered at varying times)
Free Hotel Room Incentive (at the Buying Shows)
RJO Informational Email Blasts
Purchase Vouchers (at the Buying Shows)
RJO Membership Certificate
RJO Succession Experience and Management Development Program
RJOmeet.me, and RJOCustomHatch
Scholarship Opportunities (from the RJO Foundation)
From RJO’s Facebook Page
THE MEMBERS-ONLY RJO EXCLUSIVE PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here is an edited exchange from last month. Click on the image for a larger version.
Original Post: As the RJO 2026 Summer Buying Show approaches, we’re taking a walk down memory lane by showcasing some of RJO’s past Show guides. Comment below and let us know which cover is your favorite!
Reply One: This is so fun! I love the 2016 cover.
Reply Two: Denver was my first RJO Show, so I’ll choose Mile High Style!
Reply Three: Rev It Up!
Reply Four: Shine On is a great one.
Reply Five: Palm Springs had a great color palette!
Reply Six: All I know is I can’t WAIT to be back at the RJO Show! Missing one was one too many for me.
Reply Seven: Savannah and Tampa were two of the best Shows ever, and Palm Springs was amazing.
Reply Eight: I’m loving Rock and Restock.
Reply Nine: I second Rock and Restock!
Reply Ten: Denver was my favorite, but Savannah will always hold a special place in my heart because it was my very first RJO Show about 13 years ago!
Reply Eleven: Buying Frenzy Tampa was my first Show, and I haven’t missed one since! I remember looking down into the center atrium bar and being amazed by all the networking and fun happening there. It was such a different Show experience.
Reply Twelve: These would make super-cool posters for the office! My favorites are No Business Like Show Business and Rock & Restock. I can’t wait to see what Kentucky brings — regardless, it’ll be a success! We can all raise a toast with our mint juleps to our collective rebate. Maybe I should bring a fancy hat!
Reply Thirteen: Shine On, RJO!
Reply Fourteen: Now I’ll have to look up the year we joined. The best part is every Show keeps getting better and better.
Reply Fifteen: Each cover tells a story about how far RJO has come — with innovation, relationships, and growth shining through every year. It’s hard to pick just one favorite when they all reflect such a powerful journey. Looking forward to making new memories at the 2026 Summer Buying Show!
RJO's
Management
Development Program (MDP): October
4–7, 2026
Build Stronger Leaders Through RJO’s MDP Program
STRONG MANAGEMENT CAN BE the difference between a store that simply operates and one that truly thrives. That’s why RJO is bringing back Phase One of its Management Development Program (MDP), taking place October 4–7, 2026, at the Hyatt Lodge Oak Brook in the Chicago area.
Designed specifically for current and future jewelry store managers, the 2.5-day immersive boot camp focuses on practical leadership skills that can immediately improve day-to-day store performance. Whether you are developing an employee with at least a year of industry experience, strengthening an existing manager, or investing in your own leadership abilities as an owner, the program is built to strengthen your leadership pipeline.
Participants will work through eight interactive modules covering financial management, communication, accountability, staffing,
organizational efficiency, performance coaching, conflict resolution, problem solving, and time management. The program also incorporates DiSC communication training and emphasizes building future talent within your organization.
“Investing in management development isn’t an expense; it’s a retention strategy, a sales strategy, and a culture strategy all in one,” said RJO COO Sabrina Smead.
Participants will also receive quarterly follow-up sessions facilitated by Optimum Retail Solutions to reinforce learning and encourage real-world application after the event concludes. The cost is $2,495 plus travel and lodging. Registration is open, and seats are limited. Register today to reserve your spot! For more information about the MDP, please contact Sabrina Smead at (800) 247-1774 or sabrina@rjomembers.com.
Succession Experience: “A Life-Changing Experience"
THE RJO SUCCESSION EXPERIENCE took place May 3–5 in Oak Brook, Illinois, bringing together 38 participants for a 2.5-day immersive program focused on succession and business planning for independently owned jewelry retailers.
The program guided owners and successors through the emotional, strategic, and financial elements of ownership transition, including retirement mindset, leadership infrastructure, exit planning, valuation, tax and estate considerations, inventory health, and growth strategy. Interactive panels and roundtables featured real-world succession stories and practical insights from RJO retailers.
Tom Nelson of Nelson Jewelry shared, “This was a life-changing experience. The insights were invaluable, and I left with a clear, actionable roadmap for my succession I never would have created on my own.”
Dawn Kessaris of Diamonds by Dawn noted, “This event was a complete eye-opener, and I learned so much! I am so much more confident about my future!”
The event was facilitated by Edge Retail Academy and sponsored by Ostbye, Quality Gold, Charles Frey and Associates, and Federated Insurance.
Want to join us in Antwerp & Zurich on the RJO Rock Tour? YES, you do! Here’s how!
Top 10 Tips for a Successful Trip to Antwerp
1.Tell your clients about your exclusive access
Promote the experience as a rare opportunity to source diamonds directly from one of the world’s most respected diamond centers: Antwerp. Emphasize insider access, private appointments, and hand-selected inventory unavailable through standard buying channels.
2.Highlight the story behind the diamonds
Customers connect emotionally with jewelry that has a story. Share that the diamonds will be personally selected by your team while traveling internationally, adding authenticity, craftsmanship, and a sense of adventure to each piece!
3.Create a “With Love from Antwerp” collection
Launch a limited-edition collection branded around the trip. Use names like “Antwerp Select,” “European Diamond Collection,” or “Direct from Antwerp.” Exclusivity creates excitement and urgency.
4.Use social media before, during, and after the trip
Build anticipation with countdown posts, travel updates, behind-the-scenes videos, and live buying moments. Customers love seeing the buying process and feeling part of the journey.
5.Host a preview event upon return
Invite top clients to a private unveiling event featuring the newly sourced diamonds. Include champagne, diamond education, and personal styling appointments to create a luxury experience. PRO TIP! Utilize assistance available from our custom design partners!
6.Capture professional photo and video content
Document the trip with high-quality photography and short videos inside Antwerp’s diamond district, supplier meetings, and the selection process. This content can fuel marketing for months.
7.Leverage email marketing
Send a series of emails announcing the trip, showcasing discoveries, and offering early access to the new collection. Include phrases like “handselected in Antwerp” to elevate perceived value.
8.Educate customers about diamond expertise
Use the trip to reinforce your authority and expertise. Explain how traveling to Antwerp allows your team to evaluate quality firsthand, compare inventory globally, and secure exceptional value.
9.Partner with local media or influencers
Share the international buying experience with local lifestyle publications, news outlets, or influencers who can spotlight and echo your store’s unique sourcing story.
10.Tie the experience to customer trust
Customers appreciate transparency and expertise. Promoting direct sourcing from Antwerp reinforces credibility, quality assurance, and personalized selection for life’s most meaningful purchases.
As you can see, the RJO Rock Tour is so much more than just a buying trip — it’s an opportunity to elevate your business, strengthen customer relationships, and create a story your clients will remember long after the diamonds arrive home. From the world-renowned diamond district of Antwerp to the beauty and sophistication of Zurich, this experience combines education, sourcing, networking, and adventure alongside your fellow RJO members.
If you are interested in traveling with RJO to Antwerp and Zurich September 20–28, now is the time to secure your spot! Please reach out to Jodi at jodi@rjomembers.com for more information. RJO Rock Tour: It’s TIME you go! Click here to register.
Hidden Opportunity in Repair & Service Pages
By Andy Boundy MyStore.Jewelry
IN TODAY’S SUPER-COMPETITIVE jewelry market, one of the most overlooked opportunities for website traffic and retail sales might be hiding in plain sight: repair and service pages. Your services such as ring resizing, watch repair, jewelry cleaning, engraving, and appraisals generate consistent local demand, yet jewelers tend to devote little attention to promoting them effectively on their websites.
Consumers searching for jewelry repair services are typically highly motivated and ready to act quickly. Unlike shoppers casually browsing jewelry and engagement rings, repair customers often have an immediate need. A broken clasp, loose diamond on a favorite piece (perhaps for an upcoming event), or a dead watch battery creates urgency, leading customers to search online for nearby solutions. This makes repair-related searches especially valuable because they often convert into same-day phone calls, appointments, and store visits. More importantly, these service interactions frequently become the first step toward customer loyalty and future retail sales.
Strong service pages also play an important role in local search engine visibility. Search engines increasingly prioritize detailed, location-specific content, meaning dedicated pages for services like ring resizing or jewelry appraisals can help stores rank higher in local search results. Rather than relying on one generic “Services” page, jewelers can improve visibility by creating individual pages tailored to specific offerings. There’s no need to have only one page for repair. These pages not only attract
local traffic but also position the business as an authority in jewelry care and craftsmanship within its community. They can also be picked up by AI large language models (LLMs), as explained in the last issue, helping generate recommendations and traffic.
As you likely know, trust is another critical factor in repair marketing. Customers are often handing over sentimental or valuable pieces, so confidence in the jeweler is essential. Effective repair pages should include real images of repair work, testimonials, information about bench jewelers’ experience, and clear explanations of turnaround times and any guarantees you offer. Mobile optimization is, as always, equally important, as many repair searches happen on smartphones. Features such as online appointment scheduling, click-to-call buttons, maps, and fast-loading pages can significantly improve customer conversion rates.
Repair and service pages represent far more than informational website content. They are a powerful and underutilized marketing tool. There’s a reason why the repair counter is often toward the back of the shop, past the bright showcases! In an industry where personal service remains a major competitive advantage, showcasing repair expertise online helps build credibility, increase foot traffic, and create lasting customer relationships. Retailers that invest in optimizing their service pages are not only improving their digital presence but also strengthening one of the most dependable and profitable areas of their business.
People want information “now.” They want to be fully informed. AI promotes this expectation even further. You know what you do well, so make sure your customers do too!
2026 Liberty Tour Set for End of September
FOLLOWING A SUCCESSFUL
inaugural year that generated more than $1 million in retailer purchases, the RJO Liberty Tour returns this fall, from September 29 through October 2, 2026. The Liberty Tour format includes personalized visits to participating vendor offices in New York City, allowing retailers to browse inventory directly in vendors’ showrooms and offices.
Dinners and networking receptions are part of the experience, including two hosted evening events designed to connect RJO retailers and vendors. Retailers who complete seven vendor office visits, including two with vendors they have not previously worked with, will receive an $800 travel voucher. More information will be available at the Summer Buying Show in Lexington, KY.
Vendor Profile
Diasun Fine Jewelry: Trend-Forward Style, Global Sourcing, and Relationship-Driven Service
WITH MORE THAN 40 YEARS of experience in the diamond and jewelry industry, Diasun Fine Jewelry has built its business around global sourcing, trendforward design, competitive pricing, and strong retailer relationships. Diasun Fine Jewelry was established in the mid-1980s with its first diamond trading office in Hong Kong. Since then, the company has expanded internationally, with offices in Surat, Mumbai, Taiwan, China, Thailand, and the United States.
Diasun sources its diamonds directly from Surat, India, widely recognized as the world’s leading diamond polishing hub and also the hometown of the company’s founders. Jewelry manufacturing takes place in Hong Kong and Thailand, both known as major centers for fine-jewelry production.
“This strong global presence allows us to provide a variety of trend-forward, high-quality diamond jewelry at exceptional value for RJO members,” the company says.
Diasun offers RJO retailers a large selection of both classic and fashion-forward diamond jewelry. The company introduces approximately 1,600 new designs every year, while maintaining an expansive inventory of more than 17,000 ready-to-ship styles, giving retailers immediate access to both fresh trends and proven sellers.
“We are committed to offering highly competitive pricing along with deep discounts for RJO members, while maintaining excellent quality across all product categories,” the company explains. “We also provide free shipping and do not charge any CAD fees for custom design developments exclusively for RJO members.”
Among Diasun’s strongest and most recognizable product categories are trendy huggie earrings, fancy shape diamond bands, diamond crosses, and semiprecious jewelry collections. The company says these categories continue to perform well, as they combine fashionable styling with strong wearability and accessible price points.
Diasun also places significant emphasis on dedicated customer service and operational support.
“Whether it is helping with special requests, creating customized pieces, or providing prompt and accurate information, our team works closely with each retailer to ensure a smooth, reliable, and well-supported experience,” the company says. “We believe strong relationships are built on reliability, communication, and trust, and we make those values a priority every day.”
Although Diasun has been an RJO vendor for less than two years, the company says the organization has already played a major role in its growth.
“Joining RJO has been a wonderful experience for us. From the very beginning, the RJO team was extremely supportive and welcoming, helping us settle in smoothly as a new vendor through the New Vendor Pavilion,” Diasun says. “The introductions and connections within the RJO community helped us build strong relationships with members very quickly.”
Today, Diasun says it works with more than 150 RJO members, supported by sales representatives actively working in more than 40 states. The company says this growing national footprint allows it to maintain close retailer relationships while continuing to introduce more than 100 new jewelry designs every month, helping retailers continually refresh inventory with current styles and trends.
Diasun Fine Jewelry is located at 2300 W. McDermott Dr., Suite 200 in Plano, TX.
Phone: (888) 342-7861
Website: www.diasunjewelry.com
2026 Summer Buying Show • Lexin
Lexington, Kentucky, is a vibrant city in the heart of the Bluegrass Region with a population of approximately 325,000. Often referred to as the “Horse Capital of the World,” Lexington is internationally recognized for its beautiful horse farms, rich equestrian heritage, and scenic rolling countryside. The city also boasts a thriving downtown, excellent restaurants, historic landmarks, and a welcoming blend of Southern charm and modern energy.
The Lexington area has been home to several notable figures, including NBA legend Pat Riley, actor George Clooney, and The Queen’s Gambit author Walter Tevis. The city takes pride in its strong sense of hospitality and community spirit, offering residents and visitors a wide variety of arts, entertainment, and cultural experiences throughout the year. The movie She Dances, released this past lmed in Lexington, and it starred Lexington resident and actor Steve Zahn.
One of Lexington’s biggest attractions is the world-famous Keeneland Race Course, a National Historic Landmark known for its prestigious thoroughbred racing and picturesque grounds. Lexington’s scenic horse country has also helped inspire and represent the backdrop for beloved horse-racing films such as Seabiscuit, Secretariat, and Dreamer. Visitors can also explore the Kentucky Horse Park, a working horse farm and educational attraction celebrating Kentucky’s deep connection to the equine industry. During the summer months, baseball fans can enjoy a Lexington Legends game at Legends Field, where affordable tickets, ballpark food, and themed promotions make for a fun evening out. Bourbon enthusiasts can also take advantage of nearby distillery tours and tastings along the Kentucky Bourbon Trail.
For outdoor and family-friendly fun, Lexington offers beautiful green spaces such as Raven Run Nature Sanctuary, featuring scenic hiking trails, wildlife, and stunning Kentucky River views. Families can also enjoy local shopping, live music venues, breweries, and attractions such as The Burl entertainment district and downtown’s historic architecture.
This preliminary information has been compiled to introduce you to the Buying Show’s host city. We hope it helps you start your preparations for the end of July.
Get to Know Lexington
Laws to follow:
— It is illegal to carry an ice cream cone in your back pocket.
— A person must bathe at least once a year.
— You may not dye a duckling blue and offer it for sale.
Lexington Drugstore: Wheeler Pharmacy
A Lexington institution, Wheeler Pharmacy offers a nostalgic step back in time. Equal parts neighborhood pharmacy and retro diner, Wheeler’s is beloved for its classic soda fountain counter, friendly service, and oldschool atmosphere. It is famous for the “Buddy Burger,” a hearty doublestacked cheeseburger that has become a local tradition, alongside Wheeler’s hand-spun malted milkshakes.
Wheeler Pharmacy is located at 336 Romany Rd. in Lexington, KY.
gton, KY • July 31 - August 3
Our Show Venue: Central Bank Center
The average daytime high temperature in Lexington at the end of July is 86 degrees. The average overnight low is 67.
Central Bank Center offers the region’s premier event facilities in the heart of downtown Lexington. Following a major renovation and expansion, it now offers more than 200,000 square feet of flexible meeting, ballroom, and exhibition space, along with modern technology and easy pedestrian access to restaurants, hotels, and nightlife. The Center includes spacious exhibit halls, comfortable gathering areas, and walkable downtown surroundings, making it especially appealing for those looking to combine a Buying Show with a memorable Kentucky experience.
A Kentucky Playlist
Central Bank Center is located at 430 W. Vine St. in downtown Lexington.
Carson's Food & Drink-On Main
For those looking for a five-minute stroll and a memorable Southern dessert, the banana bourbon bread pudding at Carson's Food & Drink-On Main is something of a local legend. The dessert combines warm, perfectly baked bread pudding with bananas sautéed in banana liqueur, bourbon, and caramel, creating a decadent Kentucky-style comfort dish. It’s the kind of indulgent Lexington dessert experience that feels both upscale and unmistakably Kentucky.
Carson's Food & Drink-On Main is located at 362 E. Main St. in downtown Lexington.
[ for Your Buying Show Travels ]
Blue Moon of Kentucky
Bill Monroe
Kentucky Woman
Neil Diamond
My Old Kentucky Home
Stephen Foster
Kentucky Rain
Elvis Presley
Coal Miner’s Daughter
Loretta Lynn
Run for the Roses
Dan Fogelberg
Domestic Airlines Serving Blue Grass Airport (LEX)
Celebrating RJO’s 60th Anniversary
RJO Members Celebrating Milestone Anniversaries
AS RJO CELEBRATES ITS 60TH anniversary this year, many of our members are also marking important milestones of their own.
More than 225 RJO jeweler and vendor members are celebrating notable anniversaries in 2026, representing decades of dedication, craftsmanship, relationships, and service within the jewelry industry. While the members listed here are celebrating milestone anniversaries, we also thank the many supportive RJO members whose anniversaries fall between these milestones.
Becker’s Jewelers
West Burlington, IA
Van Denover Jewelry Oelwein, IA
The Marathon Company Attleboro, MA
Culy’s Jewelry Coldwater, MI
Griffith Jewelers Griffith, IN
Krueger Jewelers Fort Atkinson, WI
Setterberg Jewelers Sun City, AZ
Bauer’s Jewelry Saginaw, MI
Milkins Jewelers Wyandotte, MI
Stones Jewelry Wheaton, IL
Vendor members are shown in italics at the end of the jeweler member listing for each milestone.
Leo’s Jewelry Beatrice, NE
Weber’s Jewelry Teutopolis, IL
Wilkerson Jewelers Stuttgart, AR
Wink’s Fine Jewelry Brookings, SD
Bits of Gold Jewelry & Gifts
Nashville, IL
Caesar’s Jewelers Clearwater, FL
Coffin & Trout Jewelers Chandler, AZ
Crews Jewelry Grandview, MO
Doland Jewelers Dubuque, IA
Erwin’s Jewelers Co. Bellevue, NE
Paul Gross Jewelers Wisconsin Rapids, WI
Holt’s Jewelry Wautoma, WI
Jandrons Fine Jewelry Marquette, MI
R.F. Moeller Jeweler St. Paul, MN
Parkers’ Karat Patch Asheville, NC
Pat’s Jewelry Centre Sioux Center, IA
Walter’s Jewelers Kewanee, IL
Citizen Watch Company of America, Inc. New York, NY
Gemco International Inc. Minneapolis, MN
National Box & Display, Inc. Spencer, IA
Royal Chain Inc. New York, NY
Altemueller Jewelry Washington, MO
Amos Jewelry Wray, CO
Bowers Jewelry Warsaw, IN
K E Butler & CoJewelers Vidalia, GA
Chilson Jewelers Cambridge, MN
Craig Husar Fine Diamonds Brookfield, WI
Danwerke International Little Rock, AR
Droste’s Jewelry Shoppes Evansville, IN
Ediger’s Diamonds Enid, OK
E. L. Menk Jewelers Brainerd, MN
Federal Way Jewelers Federal Way, WA
Gray’s Jewelry & Gifts Bethany, MO
Heiser’s Jewelry Aberdeen, SD
Holstrom’s Gift and Jewelry Cresco, IA
Hunn Jewelers Ellisville, MO
Julie’s Jewels & Gifts Greenville, SC
Just For You Jewelry & Gifts
Hiawatha, KS
Karrow Jewelers Alexandria, MN
Lee Ann’s Fine Jewelry Russellville, AR
Madison Avenue Jewelry & Gifts
Hartsville, SC
Meigs Jewelry Tahlequah, OK
Mitchum Jewelers Ozark, MO
Pentaltha Jewelers Tallahassee, FL
Prestige Jewelers Hiram, GA
Tipton’s Fine Jewelry Lawton, OK
Tobin Jewelers New Berlin, WI
Van Duzer Jewelers Ottawa, IL
EDGE by Abbott Jewelry Systems, Inc. Shelton, CT
YCH, Inc. San Francisco, CA
Anfesa’s Jewelers Garner, NC
Classique Jewelers Frisco, TX
Christopher Duquet Fine Jewelry Design Evanston, IL
The Gem Smith Bountiful, UT
Glasscock Jewelry Corner Clinton, MO
Jewelry Design Center Spokane, WA
Jon’s Fine Jewelry Cocoa, FL
Parkville Jewelers Parkville, MO
Randy’s Jewelry Troy, MO
Tara & Co. Fine Diamonds Searcy, AR
Tena’s Jewelry & Gift Shop Elberton, GA
Ace of Diamonds Mt. Pleasant, MI
Caratti Jewelers Livermore, CA
Christopher’s Fine Jewelry Pawleys Island, SC
Dave’s Jewelry Ankeny, IA
Edward Jewelers Lanesborough, MA
Johnston Jewelers Centralia, IL
Joseph’s Jewelry Bellevue, WA
Melancon Jewelers Abbeville, LA
Michael’s Fine Jewelry & Gifts Covington, LA
Shannon Fine Jewelry The Woodlands, TX
Spritz Jewelers Champaign, IL
Treasure’s Fine Jewelry Indianola, IA
Aladdin Gold Creations Deerfield, IL
Federated Insurance Owatonna, MN
Jewel-Craft, Inc. Erlanger, KY
PARIS 1901 Dallas, TX
Albert’s Diamond Jewelers Schererville, IN
Banks Jewelers Burnsville, NC
Bay Area Diamond Co. Green Bay, WI
Cindi’s Diamond and Jewelry Gallery Foxborough, MA
Drake’s Jewelry Benton, IL
Fliegauf Jewelers Washington, NJ
Gendron’s Jewelers West Warwick, RI
Gold Mine Jewelers Jackson, CA
Helker Jewelry Platteville, WI
Hustedt Jewelers Bloomington, IL
Morning Star Jewelers Evergreen, CO
Selman’s Jewelers McComb, MS
Taylor Made Jewelry Akron, OH
Thompson Jewelers Orlando, FL
Tobin Jewelers Mequon, WI
Wirt’s Jewelers North Little Rock, AR
Ofer Mizrahi Diamonds Fort Lauderdale, FL
Victor Corporation Minneapolis, MN
A & J Jewelers
Snellville, GA
Albert’s Jewelers Kingsland, GA
Baker’s Jewelry Rushville, IL
Blocher Jewelers Ellwood City, PA
Burnell’s Fine Jewelry and Design Wichita, KS
Carlson Brothers Jewelry Tacoma, WA
Diamonds and More Rutland, VT
Dunbar Jewelers Yakima, WA
Eaton’s Fine Jewelry St. Albans, VT
G&H Jewelers California, MD
Goldmine Jewelry Saint Ignace, MI
Jacob Matthew Jewelers Canton, MI
Jay’s Jewelry Chickasha, OK
Jewelry Doctors Lake Quivira, KS
Jewel in the Sea Nantucket, MA
K. Hollis Jewelers Batavia, IL
Kim’s Fine Jewelry Summerville, SC
Luisa Graff Jewelers
Colorado Springs, CO
Marlyn Jewelers Dayton, OH
Marks Jewelry Saint Lucas, IA
Massey Jewelers Lawrenceburg, TN
OJB Jewelry Troy, MI
Pamela’s Fine Jewelry Spring Green, WI
Parker Jewelers Three Rivers, MI
Paul’s Jewelry Designs Amherst, NY
Pickens, Inc. Jewelers Atlanta, GA
RC Wahl Jewelers Des Plaines, IL
Reigning Jewels Fine Jewelry Athens, TX
Salem’s Jewelry Marble Falls, TX
Smith Jewelers Franklin, VA
Springer’s Jewelers Portland, ME
Stambaugh Jewelers Defiance, OH
Earstuds USA Jewelry MFG
Dallas, TX
Effy Group
New York, NY
Fischler Diamonds Inc. New York, NY
Majestic Art Jewelry Los Angeles, CA
MALO Creations Inc.
Laval, QC
Nice Diamonds
New York, NY
Paragon Couture Group
New York, NY
Paramount Gems
New York, NY
Pure Grown Diamonds
New York, NY
Ryan Gems Inc.
New York, NY
Abby’s Gold and Gems Uniontown, PA
Adler’s Diamonds Saint Louis, MO
Benqueil’s Fine Jewelry London, KY
Brittany’s Fine Jewelry Gainesville, FL
Cartersville Jewelry Exchange Cartersville, GA
Clarksville Jewelers Clarksville, TN
Clark’s Jewelry Store Pomeroy, OH
Clinton Jewelers Albany, KY
Collard Jewelers
League City, TX
Cook’s Jewelry Carrollton, GA
Cooper & Binkley Jewelers Brighton, MI
DeAngelis Jewelers Germantown, TN
Don Victor Jewelers Indio, CA
Dunkin’s Diamonds Heath, OH
Ellis Jewelers Seymour, IN
Emigh Jewelry Company Butler, PA
Faini Sioux Falls, SD
Gem Den
St. James, MN
Goldsmith Gallery
Red Oak, IA
Harris Jewelers Rio Rancho, NM
Hodges Jewelry Company
Camilla, GA
Hodges Jewelry Co. Pelham, GA
Hogan’s Jewelers Gaylord, MI
Hudson Valley Goldsmith
New Paltz, NY
Iroff and Son Jewelers Alpharetta, GA
Jeffrey Jewelry Tiffin, OH
JMR Jewelers
Cooper City, FL
JR Hofstetter, The Family Jeweler Jefferson, OH
Kay Cameron Jewelers Sayville, NY
Kottke Jewelers Owatonna, MN
LaDon’s Fine Jewelry Nampa, ID
Long Jewelers
Virginia Beach, VA
Mainland Pawn & Jewelry
La Marque, TX
Marquirette’s Exquisite Jewelry Montgomery, AL
Michele & Company Fine Jewelers
Lapeer, MI
Michael’s Jewelry North Wilkesboro, NC
Miska Jewelers State College, PA
My Jeweler
Sioux City, IA
Park Place Jewelers
Ocean City, MD
Perry’s Emporium
Wilmington, NC
Pettit Jewelers
Philadelphia, MS
Pierce Custom Jewelers
Lake Mary, FL
Piette Jewelers
Bellingham, MA
P.R. Sturgill Fine Jewelry Wytheville, VA
R. Bruce Carson Hagerstown, MD
Reines & Rogers Jewelers Charlottesville, VA
Ritzi Jewelers Brookville, IN
Robert’s Jewelers Jackson, TN
Sohn and McClure Jewelers Charleston, SC
Sparkles Jewelry Macomb, MI
Sullivan’s Jewelers Middlebury, CT
Summerlin Jewelers
Las Vegas, NV
Tillis Jewelry Columbia, TN
Timmreck and McNicol Jewelers McMinnville, OR
William Williams Rare Jewels Celina, TX
Wright’s Jewelry Store Fallston, NC
American Ring Source Cincinnati, OH
ASBA USA, Inc. Sarasota, FL
NEW VENDORS
Ballerina Jewelry
Hilda & Raffi
Assarian Burbank, CA (818) 846-0406
www.deleojewelry.com
Family-owned business for 48 years. We take pride in manufacturing all of our goods in our office in Burbank. Finished goods for both men and women. Rings, pendants, earrings, bracelets, and bangles.
Costar Imports Inc.
Avi Bajaj, Ram & Rahul Kedia Burlingame, CA (888) 726-7827
www.costarimports.com
Extensive collection of bridal, wedding bands, and diamond fashion styles, known for
B&D Sales, A Stuller Company Cranston, RI
Beneficial Estate Buyers Philadelphia, PA
BERINGTime Torrance, CA
Bufkor, Inc. Lewisville, TX
Classic Grown Diamonds New York, NY
Clientbook Lehi, UT
Diastar Inc. Houston, TX
Gem Wave Inc. New York, NY
IGC Jewelry & Diamonds Chicago, IL
Irena Jewels LLC New York, NY
exceptional craftsmanship and innovative design.
We offer more than 5,000 bridal and fashion diamond styles, introducing more than 100 new styles quarterly.
F.J. Kashi
Bryan & Joseph Kashi
Great Neck, NY (516) 829-1718 www.fjkashi.com
F.J. Kashi is a premier wholesale private-label jewelry manufacturer specializing in classic and fashion-forward diamond jewelry. Our collections combine timeless elegance with modern designs, crafted to the highest standards. We deliver superior quality merchandise reliably and on time.
Izi Creations Englewood Cliffs, NJ
Punchmark LLC Charlotte, NC
REKO Settings Boston, MA
Shefi Diamonds, Inc. New York, NY
SimplexDiam, Inc. New York, NY
Sopraffino Jewelry New York, NY
Thorsten - Universal Jewelry
Signal Hill, CA
TI SENTO - Milano North Charleston, SC
Varsha & Fireworks Diamonds Los Angeles, CA
Gabriel Khezrie, Douglas Abade
New York, NY (212) 921-8829
www.fremada.com
We are one of the largest karat gold jewelry companies in the USA. We shelf-stock kilos of merchandise ready for immediate delivery, from the latest trends to basic chains.
JewelerOS/Stonealgo
Devin Jones
East Hampton, NY (248) 760-0848
www.getjeweleros.com
JewelerOS helps jewelers turn their website traffic into actionable in-store appointments and sales.
Mail America
Justin Paolercio
Wheeling, WV (304) 242-8081
www.mailamerica.com
Direct marketing and direct mail.
Surreal Diamond
Shubham Surani
New York, NY (844) 999-7262
www.surrealdiamond.com
Surreal is a lab-grown diamond company helping independent jewelers drive traffic and stand out through trenddriven collections, data insights, and innovative retail programs.
For terms and discounts, visit RJO’s online Vendor Directory
Fremada Gold
Jeweler Profile
Ray Jewelers: Nearly 90 Years of Serving Elmira, NY
LOCATED IN NEW YORK’S SOUTHERN TIER region near the Pennsylvania border, Elmira, NY, is known for its rich railroad history, scenic river valley setting, and strong sense of community. You’ll find the city is famously connected to author Mark Twain, who spent many summers nearby and is buried in Elmira. You’ll also find Ray Jewelers continuing a long tradition of serving customers in Elmira that dates back to 1937. Ray Jewelers will celebrate its 90th anniversary next year, operating under three generations of ownership before current owner Mary Beth Conwell purchased the store in 2007.
Today, Mary Beth owns and operates the business alongside her husband and partner, Martin Conwell, who serves as the company’s CFO. Ray Jewelers has built its reputation on combining long-standing community relationships with personalized service and expertise. According to Mary Beth, one of the store’s greatest differentiators is the experience customers receive when purchasing jewelry.
“We offer a unique experience to purchase jewelry,” she says. “Our reputation spans many generations, and we are looking forward to celebrating our 90th year in Elmira next year.”
The store travels regularly to Antwerp, Belgium, as part of RJO’s annual Rock Tour. Mary Beth says they source diamonds directly and also work with diamond brokers whom she has established relationships with over the last 20 years. Ray Jewelers also offers custom CAD jewelry design, a full-service repair department, and an in-house goldsmith.
“Our team is very connected in the jewelry industry and well established in community service in our area,” she says. The store has four accredited GIA Associates.
The start of 2026 has already brought several memorable moments for the Ray Jewelers team.
“The year surprised us with some very high-end, oneof-a-kind custom emerald earrings, followed by a 7carat natural diamond sale,” says Mary Beth. “I wasn’t expecting that.” She adds natural diamond sales appear to be “coming back a bit from the lab-grown.”
Mary Beth recently attended RJO’s Succession Experience in Oak Brook, IL, and says the program exceeded her expectations. She says the event provided valuable guidance for retailers considering retirement, succession, or a going-out-of-business sale, while also addressing the emotional side of transition planning.
“I can tell you that was worth the trip,” she says. “With all the different topics—they covered EVERYTHING! The time spent at open roundtables with other jewelers to hear about them and their exit plans was very helpful as well,” she says. “It allowed us to focus on our succession plans.”
When asked about her favorite part of being an RJO member, Mary Beth’s answer is simple.
“The people,” she says. “It’s always great to connect with other jewelers. The dividend checks are sweet too.”
Away from the store, Mary Beth’s growing family keeps her busy.
“People might be surprised to learn I am a grandmother of nine, and I have two more grandbabies on the way,” she says. “Also, little fun fact about my store is it used to be on Main Street in Elmira, right next to Tommy Hilfiger’s first store
‘Peoples Place.’ I am friends with his sister Betsy, and he has been gracious to come visit our store and wow our clients.”
Ray Jewelers is located at 1100 Clemens Center Pkwy. in Elmira, NY.
Phone: (607) 734-9400
Website: www.raydiamonds.com
Mother Mary Beth Conwell and daughter Maggie Ann Conwell, of Ray Jewelers.
GIA: Gemological Institute of America
Screening Diamonds: What to Look for in an Instrument
By Anthony Brown Director, Instruments Operations and Global Logistics, GIA
THERE ARE MANY DIFFERENT technologies used to screen diamonds, and each instrument offers its own set of advantages. The most important concern for a jeweler is to avoid confusing a natural diamond for a stone that is not a natural diamond. There is a lot to know in this area, and instruments are the tools to use to your advantage.
Some differences among the instruments on the market may seem subtle and others overwhelming. Luckily, there are resources at your disposal. The guidelines below were created to help you choose a wise investment in technology.
• A robust scientific technology
For a scientific instrument, be sure your investment is built on gem-lab-quality scientific processes. These are technologies such as FTIR spectroscopy, Raman spectroscopy, UV-Vis spectroscopy, and fluorescence spectroscopy, among others. The instrument you invest in will become part of your suite of gemological instruments, your own mini-lab, and should be as high quality as the results you expect. Ask about the limitations of the instrument, such as manual operation, results output, speed, refer rate, simulant detection, mounted jewelry, and any carat size limitations.
• Third-party tested
One of the best resources for testing instruments is the ASSURE 2.0 program. The ASSURE 2.0 program is the latest round of testing, which is much more rigorous than any other test. There are many details to the results, but one that is most important is a 0% Diamond False Positive Rate. This means the instrument did not misidentify anything as a natural diamond. In addition, it is important to ask if the instrument is subject to other standards such as UL product certification and/or CE. These marks on the instrument indicate it complies with other regulatory, health, safety, and environmental protections.
• Ease of use
Is the instrument user-friendly? Can an inexperienced employee use the instrument with confidence? Is there any chance of human error
causing a costly mistake? These are all questions you must ask yourself when choosing an instrument. There are instruments on the market that make all determinations for the user, such as the GIA iD100. The decision-making is programmed into the technology, and it produces results in mere seconds. Some instruments require interpretation of data, reference charts and graphs, or deal with other limitations, including the inability to screen simulants such as CZ or Moissanite.
• A warranty and free updates for life
You want to compare sale price versus cost of ownership over time when evaluating technology. I would expect to be using the instrument for 5 to 10 years. As the landscape of lab-grown diamonds and simulants evolves, will your instrument be able to keep up? If the manufacturer of the instrument updates the software or you want a health check on the instrument, you should know up front if there is a cost associated with this. I would also inquire about a manufacturer’s warranty: How much time does the warranty cover, when does it start, and who pays shipping if there is a problem? Also, it is good to know if there are any other capabilities of the instrument that may be useful.
• A name you can trust Lastly, you will depend on your instrument for real-world testing; look for a company with experience in this area. Is the company a place you can pick up the phone and get ahold of someone when questions arise? Do they have expansive resources to help with related products or services? I would also ask if the instruments are designed in-house, built on-site, supported internally, and how they can go the extra mile for you and your customers.
You are doing your due diligence to protect yourself and your customers. Being well-informed is the right thing to do for the longevity of your business. Lab-grown diamonds and simulants are appearing everywhere, showing no signs of slowing down. Reputation is everything, and you need an instrument that will not let you down.
GIA has been an RJO vendor since 2025. Phone: (760) 603-4200 www.gia.edu
Building Business Rhythm: The Key to Consistent Growth
IN BUSINESS, MANY LEADERS focus on big strategies and bold decisions. These are important. But in my experience, long-term success often comes from something much simpler. It comes from rhythm.
A business with rhythm moves with clarity and consistency. Teams know what to do, when to do it, and how to do it. There is less confusion and more flow. Work feels structured, not rushed.
At NUNU, I often see that businesses do not struggle because of a lack of ideas. They struggle because there is no consistent way of executing those ideas. That is where rhythm plays a powerful role.
What Is Business Rhythm
Business rhythm is the pattern of how work gets done every day, every week, and every month. It includes team meetings, follow-ups, reviews, and planning sessions. When these actions happen regularly, the business starts to move in a steady direction.
Without rhythm, work becomes reactive. Teams respond to situations as they come. This creates pressure and inconsistency. With rhythm, teams stay prepared and proactive.
Why Rhythm Matters
Rhythm brings stability. When everyone follows a clear structure, there is less stress and more confidence. Leaders do not need to repeat instructions again and again. Teams already know the process. This saves time and improves focus.
Rhythm also builds trust within the team. When people see consistency in actions and communication, they feel secure. This leads to better performance.
Creating a Simple Weekly Flow
One of the easiest ways to build rhythm is to create a simple weekly structure. Start with a team meeting at the beginning of the week. Use this time to set goals and priorities. Keep it focused and clear.
Mid-week, check progress. Address any challenges early. This prevents small issues from becoming bigger problems.
At the end of the week, review outcomes. Celebrate wins and identify areas to improve. This builds learning into the system. This simple flow creates clarity and keeps everyone aligned.
The Role of Leadership
Leaders set the rhythm for the entire business. When leaders follow a structured approach, teams naturally adopt the same pattern. Consistency at the top creates consistency across the organization.
Leaders also need to protect this rhythm. Urgent tasks will always come up. But if the rhythm keeps breaking, the business loses direction. Discipline in small actions leads to strong results over time.
Making Rhythm a Habit
Rhythm works best when it becomes a habit. Start small. Introduce one or two consistent practices. Follow them every week without fail. Over time, these actions become part of the culture.
Avoid making the system too complex. Simplicity makes it easier for teams to follow. When rhythm becomes natural, teams work with more ease and confidence.
The Impact on Growth
Businesses that build rhythm often see steady and predictable growth. Teams become more efficient. Communication improves. Decision-making becomes faster. Most importantly, leaders feel more in control of their business, spending less time reacting and more time planning. Growth then becomes a result of consistent effort, not sudden bursts of activity.
Your Next Step
Consistency builds rhythm, and rhythm builds strong businesses. If you would like to bring more rhythm and consistency into your business, we would be happy to continue the conversation. Share your challenges or the areas you would like to strengthen, and we’ll help you build a structured approach that works for you.
— Bhavin Mehta
NUNU has been an RJO vendor since 2022.
Email: bhavin@nunuexcel.com www.nunuexcel.com
“This Is What We Do Here”
Setting, Clarifying, and Reinforcing Expectations to Improve Performance
STRONG LEADERSHIP IS NOT DEFINED by personality or title. It is defined by consistency. Employees learn what matters by what leaders repeatedly reinforce, correct, or allow to continue. High-performing teams are built when leaders establish clear expectations, reinforce them intentionally, and address deviations quickly. Over time, expectations become standards, and standards improve performance.
The process begins with setting clear expectations. Many performance problems occur because employees are unsure what success actually looks like. Vague instructions such as “improve follow-up” or “do better with customer service” create inconsistency because each person interprets the expectation differently.
A practical way to improve clarity is through the BOT framework: Behavior, Outcome, and Timeframe. Behavior identifies how we want something completed. Outcome defines how success will be measured. Timeframe establishes when the task should be completed. For example, rather than saying, “Get more appointments,” a leader might say: “Contact 20 customers daily by phone, text, or email. Make sure to explain the benefits of the special event to the customer and schedule two appointments each day until the event.” Clear expectations remove guesswork and create accountability because employees understand exactly what is required.
However, expectations alone do not improve performance. Expectations become standards only when they are reinforced consistently over time. A standard is an expectation leadership repeatedly acknowledges, supports, and protects. Employees quickly determine which expectations truly matter based on leadership’s response to performance.
This is where intentional acknowledgement becomes critical. Leaders must consistently notice and respond to behaviors that align with expectations. Timely recognition reinforces the actions leaders want repeated. A simple statement such as, “I appreciate how quickly you followed up with that customer,” communicates the behavior matters and should continue.
When leaders reinforce positive behaviors regularly, execution improves because employees clearly understand what successful performance looks like.
The opposite is also true. When deviations go unaddressed, employees assume the expectation is optional or variations are acceptable.
Over time, tolerated behaviors become the new standard. This is why correcting behaviors is equally important.
Many leaders avoid corrective conversations because they fear conflict or discomfort. In reality, correction is not punishment; it is clarification. Effective leaders address lapses calmly, directly, and consistently before problems grow larger.
One effective correction method is a simple three-step approach: name the behavior, restate the standard, and confirm alignment. Instead of attacking the person, leaders focus on observable actions. For example: “I noticed you greeted the customer from the back of the store. Our standard (or expectation) is to acknowledge customers from the ‘sweet spot,’ which is much closer to the front of the store. Can I count on that moving forward?” This approach keeps the conversation professional and specific to the expectation.
When expectations are clearly communicated and consistently reinforced, performance improves naturally. Employees make decisions faster, accountability improves, coaching conversations become easier, and execution becomes more reliable. Teams spend less time guessing what matters and more time delivering results.
Leadership consistency ultimately shapes performance. Every expectation clarified, every behavior acknowledged, and every correction delivered communicates the same message: This is what we do here.
— Dayna Brown, SHRM-SCP
Optimum Retail Solutions has been an RJO vendor since 2023. Phone: (801) 907-1650 www.optimumretailsolutions.com
Intimate Jewelry
Personalization Appears to Be a Growing Trend
The jewelry industry is reporting growing interest in personalization, custom design, and storytelling. More recently, that evolution seems to have moved into even more emotional territory. Increasingly, consumers are seeking jewelry valued less for traditional appearance or status and more for personal meaning and connection. Five RJO jeweler and vendor members share examples of this growing movement, where “what it means” may matter even more than “what it looks like.”
An Elk Hunt Necklace
For one client of Cahill-Pribyl Jewelry & Gifts, a custom necklace became far more than a piece of jewelry. It became a wearable reminder of a once-ina-lifetime achievement, a shared personal story, and a lasting family heirloom.
The project began when the client approached Amy Mefford looking for a meaningful way to preserve the memory of a rare elk hunt in New Mexico. During the hunt on the sacred lands of Acoma Pueblo, the client
harvested a bull elk scoring more than 400 inches using archery equipment, an accomplishment considered extraordinarily rare among bowhunters.
Rather than storing the elk ivories away as keepsakes, the client and his wife wanted to transform them into something deeply personal they could wear and share together.
“What began as a conversation about bracelets evolved into a striking custom herringbone gold necklace featuring the two ivories, two diamonds, and an engraved gold plate commemorating the
date, location, and size of the bull,” the client explained.
For the client, the necklace represents much more than the hunt itself.
“For me, this necklace represents far more than a trophy,” he said. “It captures a once-in-a-lifetime experience rooted in perseverance, respect for wildlife, and a deep connection to the outdoors.”
The client also noted the emotional significance of hunting on the lands of Acoma Pueblo, describing the experience as something that carried “a significance far beyond the harvest itself” because of the area’s rich Native American history, culture, and reverence for nature.
Mefford said projects like this reflect a growing desire among consumers for jewelry tied to meaningful life experiences and personal stories.
“This custom piece was designed to commemorate a rare and deeply personal hunting experience,” Mefford said. “By incorporating the elk ivory into the design, we were able to create something far more meaningful than a traditional piece of jewelry. It became a wearable story and a lasting heirloom.” She added every detail of the piece was carefully considered to honor the uniqueness of the experience and the emotional connection behind it.
“I believe intimate and highly personal jewelry is what continues to keep our industry thriving,” Mefford said. “Pieces tied to personal stories and experiences carry a significance far beyond their materials, and I think emotional connection is where the future of jewelry is headed.”
Honoring a Music Legacy
For many consumers, meaningful jewelry is no longer defined simply by gemstones or precious metals. Increasingly, the emotional story behind a piece has become just as important as the design itself.
Laurie Mckenna, Account Manager at Kin and Pebble, says the company has seen growing demand for jewelry designed to preserve memories, celebrate relationships, and create tangible emotional connections.
“Many customers describe our jewelry as a ‘touchstone’ that provides the comforting feeling of having a loved one near at all times,” Mckenna says. Kin and Pebble specializes in highly personalized jewelry featuring deeply embossed fingerprints combined with handwriting, photos, baby footprints, pet nose prints, cremation elements, and other sentimental details. According to Mckenna, the tactile nature of the jewelry is part of what makes it so emotionally powerful.
“By deeply embossing fingerprints into the metal, we provide a tactile experience that allows you to feel a
physical connection to those close to your heart,” she explains.
The company has also seen growing interest in solid gold personalized jewelry, including stacking charms, fingerprint bands, birthstones, and custom engraved pieces designed to evolve alongside the wearer over time.
“We are finding solid gold trending more with stacking charms like a bar pendant accompanied by a letter charm and birthstone,” Mckenna says. “Or a band ring with dual fingerprints and a handwritten message on the inside.” She says the trend reflects a broader movement toward elevated bespoke materials, sensory detailing, and multi-print storytelling designs that allow families and couples to create deeply individualized heirlooms.
“Fingerprint jewelry has evolved beyond silver and stainless,” Mckenna says. “Customers are looking for fine jewelry pieces in 10K, 14K solid gold, and platinum that feel personal, tactile, and emotionally significant.”
One project especially stood out to Mckenna because of the emotional story carried within a relatively simple design. A bride requested a wedding bouquet charm featuring her grandmother’s fingerprint deeply engraved on one side and an “I love you” message written in Braille on the reverse side.
“This bride carried her grandmother’s message with her down the aisle on her wedding day,” Mckenna says. “We are honored to learn the stories of our customers’ cherished memories.”
Another recent project demonstrated how
meaningful jewelry can also help families navigate grief and remembrance.
After the tragic loss of a respected local musician, Sarah Stegeman of Sturhahn Jewelers partnered with Kin and Pebble to create custom guitar pick necklaces for the family using the company’s signature keepsake styling.
“Because music was such a huge part of who he was, I asked if they could make their pick necklace as an actual guitar pick that could serve as a comfort stone for his loved ones,” Stegeman explained.
Twelve custom picks were delivered to the family prior to the visitation, with additional family members later requesting their own pieces.
“The care, compassion, and dedication the team at Kin & Pebble showed during such a heartbreaking time was truly extraordinary,” Stegeman said. “I will never forget what they did for me and for this family.”
For Mckenna, projects like these reflect where the meaningful jewelry category continues to grow.
“Customers are looking for jewelry that tells their story,” she says. “These pieces become far more than accessories. They become personal reminders of love, memory, family, and connection.”
Old Stones, New Story
For many customers, some of the most meaningful jewelry pieces are not newly purchased at all. Instead, they begin as inherited rings, outdated settings, or long-forgotten family pieces carrying decades of emotional history.
Anish Desai, President of RJO vendor Star Gems, has seen growing interest in redesign projects that transform unworn heirloom jewelry into something modern, wearable, and deeply personal.
“A customer may walk into a jewelry store carrying a small box of inherited rings collected over generations,” Desai explains. “The jewelry is filled with memories and emotional value, but the styles no longer fit their life today.”
Rather than leaving those pieces tucked away, recycled jewelry allows customers to preserve the original diamonds, gemstones, and gold while creating an entirely new design that feels relevant to their everyday life.
“For us, recycled jewelry is the process of transforming a customer’s existing jewelry into a completely new custom design using their original stones and precious metals while preserving the sentimental value behind them,” Desai says. “The goal is not simply to remake old jewelry, but to reimagine it in a way that feels intentional and relevant for the next chapter of the customer’s life.”
One recent project began with several yellow gold rings a customer had inherited over the years. Individually, the rings carried sentimental importance, but most had spent years untouched in a jewelry box because the designs felt dated and impractical for daily wear.
The customer loved the idea of preserving the original diamonds, particularly several marquise stones, but wanted something she could enjoy wearing regularly rather than simply storing away for emotional reasons.
Working alongside the retail jeweler, Star Gems sketched a pendant design using approximate measurements from the stones while they were still set in the original rings. See image above. According to Desai, that step allowed the customer to visualize the direction of the piece before any heirloom jewelry was disassembled.
“The marquise diamonds quickly became the focal point, and the design started to take shape around the idea of bringing several separate pieces together into one cohesive pendant,” Desai says.
Once the customer approved the concept, the original rings were carefully taken apart. Each stone was measured and documented individually so the final CAD design could be built precisely around the customer’s existing diamonds before manufacturing began.
For Desai, what made the project especially meaningful was not simply the finished pendant itself (see above), but the emotional transformation behind it.
“Jewelry that had once been stored away became something the customer was excited to wear again,” Desai says. “The memories tied to the original rings were still there, but now they existed in a form that felt current, intentional, and part of her everyday life.” Desai believes redesign and recycled jewelry projects will continue growing because customers increasingly want jewelry connected to personal stories rather than pieces viewed as purely decorative.
“People want jewelry with meaning,” Desai says. “Recycled jewelry allows retail jewelers to offer something highly customized while making thoughtful use of materials the customer already owns. In many ways, it turns jewelry from the past into something that can continue being worn and appreciated for generations to come.”
The “Ear Party”
For many customers, ear jewelry has become far more than a fashion accessory. Increasingly, it is being used as a highly personal form of self-expression that evolves alongside the wearer over time.
Makenzie Essary, Brand Director at Aurelie Gi, says she sees ear jewelry as one of the most intimate categories in jewelry because of how closely it connects to the individual wearer.
“It is worn close to the face, follows the natural shape of the ear, and becomes highly individual through each wearer’s piercings, proportions, styling choices, scale, and materials,” Essary says.
That personalization is reflected in the growing popularity of the “Ear Party,” a curated combination of earrings styled together across one or multiple piercings. The look may include studs, hoops, huggies, flatbacks, cuffs, chains, charms, and layered details intentionally arranged across the ear.
Rather than centering on a single statement piece, the Ear Party treats the ear as a cohesive styling canvas where each element contributes to an intentional, balanced, and highly personal overall look.
“In this sense, the Ear Party is intimate jewelry in its most literal form,” Essary says. “It is personal, evolving, and deeply connected to the wearer.”
Essary believes the trend reflects a broader shift in how consumers are engaging with jewelry overall. “They’re building layered combinations that reflect their lifestyle, comfort level, and personal style,” she says.
One recent customer interaction illustrated that evolution clearly. A client initially visited Aurelie Gi searching for a simple everyday earring, but the conversation quickly developed into creating a more
complete ear look built around the piercings she already had.
“We started by looking at the pieces she already wore regularly and the balance she wanted between subtle and expressive styling,” Essary explains. “From there, we layered a small diamond stud with a soft huggie, a delicate charm, and a cuff that added dimension without requiring another piercing.”
By the end of the appointment, the customer shared her styling finally felt intentional rather than simply a collection of earrings accumulated over time. She repeatedly looked in the mirror because the final result felt balanced, personal, and easy to wear every day.
“That sense of personal connection is what makes curated ear styling feel so meaningful to many customers,” Essary adds.
She believes the future of intimate jewelry will continue moving toward greater personalization, layering, and self-expression.
“Curated ear styling reflects that shift in a very natural way because customers are looking for jewelry that feels more personal to their everyday lives and individual style,” Essary says.
Rather than focusing on individual purchases, many customers are now building collections that evolve gradually over time. In fine jewelry earrings especially, wearers are increasingly mixing shapes, textures, proportions, and subtle details to create looks that feel uniquely their own.
“The modern Ear Party is less about following a trend,” Essary says, “and more about creating a layered, wearable look that can evolve alongside the wearer over time.”
Deeply Meaningful and Personal
For Julee Johnson, owner of Julee's Jewelry, some of the most meaningful jewelry she has ever created began with a simple drawing made by her son during his battle with brain cancer (above).
“The last thing our son wrote was this simple ‘I heart’ image,” Johnson says. “Around that same time, I had just purchased our Signature Engraving system, so I began engraving his little ‘logo’ onto dog tags and heart pieces for family members and close friends who wanted something meaningful to remember him by.”
Over time, the image became part of larger custom memorial projects, including a pendant Johnson designed featuring diamonds set into a channel alongside family birthstones.
“I’m still waiting for the ‘last grandchild’ before completing the final design,” she says with a laugh. Today, Johnson frequently incorporates the “I heart” image into memorial jewelry for customers experiencing their own losses and personal journeys.
“During our son’s journey and after his passing, my story became fairly public because of my absences from the store,” Johnson explains. “Many customers now come in and begin sharing their own stories. More than once, someone has said they felt they were ‘meant to come to me.’”
She says those deeply personal conversations often become the foundation for highly emotional custom pieces.
“I’m sharing two relatively simple but deeply meaningful pieces because, while we often create memorial jewelry using diamonds or birthstones, sometimes the most meaningful pieces are not the most expensive ones,” Johnson says.
One project involved a customer who brought in a pair of sentimental cufflinks featuring synthetic jade-colored stones and wanted them transformed into a bracelet.
“The sentimental value far outweighed the material value,” Johnson explains. “At the same time, customers understandably do not always want to invest heavily into custom redesigns of lower-value pieces.” The redesign proved surprisingly difficult because the stones could not be removed from their original mountings. Rather than forcing a more expensive solution, Johnson chose to preserve the original metal settings and build the bracelet around them using 14K gold rings, chain, and a small gold plate set with the customer’s own diamond.
“The finished bracelet looked simple and effortless, but it was actually a complex redesign completed under a very short deadline,” Johnson says. “It turned out beautifully and affordably perfect for the customer.”
Another memorable project came after the loss of the seventh child in a family with eleven siblings.
“For them, I designed a custom logo incorporating a heart, which was then engraved onto pieces for the entire family,” Johnson says.
Johnson believes memorial jewelry will continue evolving toward even deeper forms of personalization and storytelling.
“I believe the future of intimate memorial jewelry will continue moving toward deeply layered personalization,” she says. “Magnified photographs, voice recordings, songs, hidden symbolism known only to the family, and perhaps even QR technology connected to memorial pages or digital storytelling.”
Then, laughing slightly, she adds: “Maybe someday even holographic memory experiences … though that might feel a little spooky.”
MILESTONE
Bart Leddel, the visionary entrepreneur and founder of Leddel Designs in Logan, UT, has passed away. In a notice announcing his death, Bart was recognized as the creative force and original heart of Leddel Designs. A 2022 Southern Jewelry News podcast interviewed Bart, and you may listen to it here.
Our thoughts go out to the Leddel family and members of Leddel Designs .
CALENDAR
May 2026
Now Retailer Registration opens—Summer Buying Show in Lexington, KY
22 All invoices must be received in the RJO office
25 Memorial Day—RJO office closed
27 Dividend checks mailed out
NEW MEMBERS
Bellman Jewelers (Second Location)
David Bellman Boston, MA
Calhoun’s Jewelers
Curt & Doug Calhoun Topeka, KS
Referred by Erica DelGardo, Erica DelGardo Jewelry Designs, Houston, TX
Clodius & Co. Jewelers
Monika & Mark Clodius Rockford, IL
Referred by Jeff Jilek, BERINGTime, Torrance, CA
F June 2026
1 Last day to vote in the RJO Board of Directors election
10 • All payments must be received in the RJO office
• Last day for vendor members to register for badges and events
14 Father's Day
20 First day of summer
23 All invoices must be received in the RJO office
30 Day before deadline for retail members to register for Summer Buying Show in Lexington, KY
Cornerstone Jewelers
Jeffrey Temprano Georgetown, KY
Referred by Jacqueline Slone, West End Jewelers, Russell, KY
Jordan Jewelers
Samantha Pyburn Albany, OR
Referred by Johnny Wang, YCH, San Francisco, CA
King’s Jewelry & Watches (Second Location)
David Murray Fayetteville, GA
Powell Jewelry
Ben & Sally Winterman Wichita, KS
Referred by Vivek Pandya, ASHI, New York, NY
Sierra Moon
Shawn & Brad Baldwin Auburn, CA
Referred by Tommy Bennett, Montage, Grand Rapids, MI; and Lenny Prion, The Edge, Shelton, CT
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.