In the Loupe November 2023 Edition

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N o v e m b e r 2 0 2 3 • I s s u e 111

Hometown Pride RJO Jewelers Are Among the ‘Best Of’ FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO At Its “Best Of" IT HAS BEEN 57 YEARS since a handful of jewelers met in an Iowa hotel room, creating the cooperative buying group we all know today as RJO. The founding mission of RJO back then is still going strong: using collective buying power to negotiate better pricing for goods from vendors.

In this issue, we get to see a reflection of how important RJO members are to their cities and towns. Be sure to find some time to look over this month’s cover story, “Hometown Pride: RJO Jewelers Are Among the ‘Best Of.’”

As the number of members grew from its small start to its now more than 1,100, RJO transferred that strength of numbers idea into other areas, such as annual hosted tours to Europe, Next Gen and Succession Experience weekends, as well as customized technology services, such as RJOmeet.Me. It’s a fine balancing act between highlighting the successes of such a large group while celebrating the individuality of members, as well.

These local awards are a staple in many regional newspapers, magazines, and websites. Some are voted on by customers, while others are selected by editorial staff. No matter how the award is earned, we couldn’t agree more with their selections.

In each issue of In the Loupe, we profile a jeweler, welcome new members and vendors, and mark special milestones. In our cover stories, we’ve let individuals mourn the loss of friends and colleagues, share best ideas and practices, and told stories of members’ perseverance through icy travels, an international pandemic, and hurricanes. We’ve even provided a gallery for members to show us photos of their pets.

The words and pictures in this cover story go a long way to giving a feel for the winners, but one thing doesn’t come through nearly strongly enough—the importance of independent retailers in their communities. I hope to hear from more of you about the awards and recognitions you’ve earned.

Have a safe and strong November,

Sarah Streb RJO CEO

RJO Board News RJO’S BOARD OF DIRECTORS will be meeting November 1–3, along with the RJO Merchandise Review Committee (MRC) for a Joint Leadership Meeting. The time will be used for strategic planning, policy review, new education opportunities, and more. The Next Gen Advisory Board appointments also will be made at this time.

The RJO Board of Directors recently voted to update RJO ’s Exclusivity Policy, effective January 1, 2024.

Please review the Policy Update here. A copy of this policy update was included in members’ September statement.

As always, if you ever have any issues you would like the leadership teams to address, please do not hesitate to email: sarah@rjomembers.com.

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From RJO’s Facebook Page SERVICES

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

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 and IdarOberstein 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 Next Gen and RJO Succession Experiences

Reply One: Yes. My social crew said it’s so important to respond to all of them. For the silent ones, I always say something like “We love 5 stars!

Thanks for the review“ or if it’s 3 or lower, I ask what we could have done to make it 5 stars. No one ever responds, but in this day—when so many are reading reviews—at least I’m trying to make it better. I had a terrible review from a person I asked to never come back again. I was happy to explain I would never allow anyone to talk with my sales team like he did and I was happy to ask him to leave. It was nice having so many good reviews that blocked out the negative one. I wouldn’t have responded to it before I hired a social crew, but it makes sense as to why we need to respond to all now.

Reply Two: I agree it is best to respond to them all. Even a simple “Thanks!” on the simple star reviews. It shows potential customers you are looking at what your customers are saying, good or bad. If you had someone who had a bad experience, it shows potential customers how you are going to handle it and—depending on the situation—how you try to rectify things. A lot of new customers mention our reviews as a main reason they stopped in.

Reply Three: I don’t respond to either. I’ve only seen one negative review for our store. I let the potential customers read their nonsense compared to all the positive reviews and decide for themselves.

Reply Four: I personally answer every single review or email. I’m fairly lucky, as 99 percent are positive, but when I do get a so-so one, I respond honestly and professionally, trying to fix the problem as best I can for the customer, so they never can say I didn’t try or ignore their concerns. We live in a small city and everyone talks, so we have to be nice to all.

Reply Five: Yes, it’s generally a good practice to respond to both positive and negative reviews. With negative reviews, it shows appreciation for customer feedback, and it builds loyalty. With negative reviews, it allows us to address issues, demonstrate a commitment to customer satisfaction, and potentially turn a negative experience into a positive one. I often use ChatGPT to help tailor my responses; the social media and review platforms can be unforgiving if you are not tactful.

Reply Six: It’s great for organic Search Engine Optimization! Podium has Artificial Intelligence (AI) responses too, which will write it out for you!*

JewelConnect, RJOmeet.me, and RJOCustomHatch Scholarship Opportunities (from the RJO Foundation)

Post: Do you respond to all your online reviews, whether positive or negative? What about if they just leave stars and don’t say anything? Do you give them a thanks?

* Response From Podium: Replying to your reviews not only shows your customers you care, but with Podium, you can reply to your reviews within one second by using our new AI Assistant feature. Click here for more details on this feature, as well as a few other AI features in Podium’s platform that will help save you time.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

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Next Gen Experience: A Peer Getaway for the Future RJO HOSTED ITS WEEKEND RETREAT, Next Gen Experience, this past October 7-9 at the Hyatt Lodge Oak Brook, a suburb of Chicago, IL. Next Gen is designed for young professionals in the jewelry industry, providing opportunities for learning, meeting other young professionals, and exchanging ideas. It is designed to provide attendees with unique insights, strategies, and networking that will contribute to their continued success and growth. More than two dozen RJO members attended.

Vince Rath, Tim Glasgow and Dayna Brown from the Optimum Retail Solutions Team, facilitated and presented at the event, along with Chuck Frey (Charles Frey & Associates) and Patrick Conner (Attorney/Partner, Husch Blackwell). They spoke on topics such as Leadership versus Management, Succession Strategies, Effective 1-on-1s, and more. Highlights of the weekend were the peer bonding and roundtable discussions held over the course of three days.

"The best part of the Next Gen weekend was being able to network with my peers in the

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Essick, Store Manager and Buyer, Graduate Diamonds; and Lauren Garrett, Assistant Manager, Buyer, Advanced Jewelry Professional.

They both mentioned how much they loved meeting people around their age group. industry and hear their personal experiences,” says Magena Reusch, Vice President of Reusch Jewelers in Petoskey, MI. “There are a number of participants that are from similarly small towns as Petoskey, and it’s really interesting hearing the shared struggles as well as how to make a presence in a small town more widely known.

Additionally, I’m relatively new to the industry when compared to some of the other Next Gen participants, and I love the opportunity to pick their brains for how they’ve made their stores successful and how they navigate common industry issues. I would absolutely recommend the Next Gen weekend. There are few other chances you get to sit down with a group of very busy professional people and share experiences with vendors, POS systems, clienteling, management, and more.”

Nelson Jewelers in Spencer, IA, sent two attendees: Amanda

"It was so exciting to know these people are going through some of the same things we are,” says Amanda. “The other thing is, unlike most of the other people there, we are a multi-generational store, but we are not related to the earlier generations. The current owner, Tom, is the fifth generation. I think that makes us stand out from the rest, and we can offer a little bit of a different perspective because of that.”

"Networking and making new friends is one of the reasons I love the RJO family so much,” says Lauren. “I would certainly recommend attending Next Gen to other RJO members. It’s a good opportunity for everyone in this age range."

RJO would like to thank the Next Gen sponsors: Charles Frey & Associates, Federated Insurance, Gems by Pancis, GN Diamond, Ostbye, and Quality Gold.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO’s Rock Tour Books Another Fantastic Trip

Best trip ever in my 19 or so trips to Europe!

— Kate Marks , Owner, Designer, Goldsmith Marks of Design in Shelton, CT

Buying Show Shirts Are Back!

DeBeers: Seize the Day (Again)

THE RJO FOUNDATION IS bringing back Show shirts for the Palm Springs Show! Shirts are available in Black, Oxford Grey, Scuba Blue, and Neon Pink, and all proceeds benefit the RJO Foundation Scholarship Fund.

DEBEERS ANNOUNCED they are investing an additional $20 million in the US and China this holiday season in a compelling category marketing campaign that will see the return of their highly successful “Seize the Day” advertising. They are making the materials available to the trade free of charge to maximize the campaign’s reach and impact and have asked RJO to provide the information to our retail partners in hopes you will support the efforts to amplify the campaign and share the natural diamond message as widely as possible.

The cost is $20.

If you would like to use the assets this holiday, please review the catalog of assets, which can be found by clicking here.

Sales will close on December 20, and all orders will ship around January 5. Click here to pre-order yours today!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

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RJO’s Online Tech Makes Holidays Brighter

By Andy Boundy VRB Internet Solutions Ltd. THIS CHRISTMAS, YOUR ONLINE RJO tech can make running your business just a little easier. From finding and sourcing products and lines, to custom orders and even marketing, your RJO online tech works 24/7 to make things easier— and especially so when things get busy! Do you use all the tech available to you from RJO? Let’s take a minute to recap these systems, exclusively available to RJO members. Naturally, all this information is available online through the RJO portal and on the systems themselves, and there’s help at hand for any questions you have. Each system has videos, help documents, and even an email link to submit questions.

RJO Custom Hatch www.rjocustomhatch.com A system that allows RJO retailers to ask for—and receive—quotes from multiple RJO vendors for any type of custom piece. The system quickly and easily allows for comparisons of price, suitability, lead time, and more. This opens your store to unlimited custom work in your area. At Christmas time, especially as we get closer to

the end of December, this is a great opportunity to get more custom orders done efficiently and on time.

RJOmeet.ME www.rjomeet.me This is the flagship productivity system for RJO retailers to find the right RJO product or provider.

There are more than 150 vendor profiles, all searchable in multiple ways, so you can find the right RJO vendor for your needs. There are thousands of sample items, as well as downloadable catalogs, personnel searches to find your rep, and much more. You can even research keywords to find interesting lines, ideas, and items to add to your store.

Looking for an item ready-to-go?

Simply choose “Vendor Request” and add your description or an image to find any item you need.

Vendors can reply to you directly (if you choose to include your contact details) or can do so through the RJOmeet.ME system if you want to keep your phone and email less available. It’s kind of like a Facebook post, but the system sends an alert to all member vendors directly, so you get more information more quickly.

There are many more things RJOmeet.Me can do, including linking with RJO Custom Hatch and even referring business to other retailers (this is especially useful during the holiday shopping season). Check it out to help save time finding those items that will sell in your store this upcoming holiday season.

Mystore.Jewelry www.mystore.jewelry/retailers As an extension in combating the growing online “get my repair by mail” threat with RJO’s Repair.Jewelry, this service is another RJO-exclusive system— with 100 RJO stores already signed-up—which directly markets stores for repair work in their area via Google. In 2022, the system expanded to having the same strategic marketing system for custom design and estate jewelry marketing. Check it all out and get more local business.

Okay, so those are some of the systems and benefits you as RJO members have available, 24-7, for free from RJO. If you have ideas for other online services you’d like to see, let RJO know; perhaps that feature can be added if it doesn’t already exist.

RJO Men’s Wedding Band Vendors Join Forces with RJO to Highlight Opportunities RJO IS COLLABORATING WITH its primary men’s wedding band vendors to bring an estimated $8 million in external men’s band sales back to within RJO. A special flyer highlights the opportunities offered by this collaboration and shows how RJO vendors can cater to your unique needs, can tailor their services to meet your specific requirements, and contribute to the growth of your business.

“This collaboration is not just about boosting sales,” says RJO CEO Sarah Streb. “It’s about ensuring the benefits of this organization stay within the RJO family. Every dollar spent within this organization has significant impact on our potential dividends each year."

The flyer may be viewed—and shared with others—here.

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Vendor Profile

GN Diamond: We Help Jewelers Sell More Diamonds WHEN YOU SPECIALIZE IN resourcing and manufacturing diamonds, having thousands of natural and lab-grown loose diamonds available at any given time, you’d think one might look for every possible outlet to sell your stock. Not so with GN Diamond. ”We have dedicated our whole career to only selling to independent retailers to fulfill their needs under one roof,” says GN Diamond’s owner and CEO Asaf Herskovitz. “We have repeatedly turned down offers to work with national chains and online retail platforms.

We believe in independent retailers and strive to help them grab market share and grow their business.”

GN Diamond was formed in 1998 by Herskovitz and his father. Herskovitz has owned and operated the company for 23 years with partners from Israel, including Yehuda Sayag. Though the latter are not involved in the everyday business, they are focused on the resourcing and manufacturing of the diamonds.

According to Herskovitz, “their expertise and hard work help to provide us with the beautiful merchandise we sell to our retail partners every day.”

GN Diamond is a family-owned loose diamond wholesaler headquartered in downtown Philadelphia, just two blocks away from Independence Hall. Its $70 million diamond inventory is composed of more than 5,000 loose certified GIA and EGL USA diamonds. All of GN’s diamonds include light brilliancy, insurance discounts, and most are competitively priced. “We help jewelers sell more diamonds” is the company’s slogan, and Herskovitz says it is not an empty claim, but a promise.

“We have dedicated our time to learning and growing with the help of industry leaders like BIG and Edge,” he says, “and our retail partners allow us to be on the forefront of fast-selling merchandise, understand best practices, and analyze industry trends. Through this research we have developed our passion for helping our retail partners. We also offer tools, features, and benefits that will help increase closing percentages and ultimately increase revenue, exceed sales goals and grow business. Using these added-value platforms and sales tools will, in fact, help our partners sell more diamonds and classic finished jewelry.”

“RJO is a very tight-knit group of retailers from all different markets around the country who truly seem to care about one another and aiding in their success,”

says Herskovitz. “There are many ideas shared by the members with us about what may keep them up at night and how they plan to grow and grab more market share, which helps us to align with their needs and be the most valuable vendor we can be to them.

As a family-owned business—like most of our clients— who dedicates our time, money, efforts and ideas so we are able to provide features and benefits to all RJO members we may not be able to offer to all of our 5,500 retail partners. We enjoy our time in front of our RJO partners at each Buying Show and are proud to be a part of this great organization.”

“One of our key points of distinction,” he continues, ”is we are one of the only RJO vendors that will take back non-performing merchandise, dollar for dollar.

We offer one of the most consistent color and clarity diamond studs and tennis bracelet programs.

Additionally, we offer Diamond Hunt, a turnkey solution which allows stores to place our entire loose diamond and finished goods inventory directly on their site with a markup of their choice, as well as free marketing solutions to help increase foot traffic and clienteling. We are open on Saturday—jewelers’ busiest day—to help with all of your needs. We believe in true partnerships and, as such, take the time to look over each diamond and hand select the diamonds for each call and stock consideration. RJO is extremely important to us, and we are proud to be one of the largest loose wholesalers in the group year after year.”

GN Diamond was a sponsor of RJO’s recent Next Gen weekend, and Herskovitz says he truly appreciates all of his retail partners, especially those who are poised to take over and be the leaders in the future.

“Their progressive strategies, tech-focused approaches, and collaborative ideas are very important to us and align with what we aim to do for retailers every day,” he says. “We believe it is important to listen to these salespeople, managers, and owners who are the next generation looking to grow their business. As an aggressive company, we think it’s important for us to listen and learn from these retailers and clients, as well as teach them about the services, platforms, and products we have to offer at GN, so we can build our partnerships for the future.”

GN Diamond is located at 800 Chestnut St., Suite 206 in Philadelphia, PA. Phone: (215) 925-5111 Website: www.gndiamond.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

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2024 Winter Buying Show • Pa RJO often holds Buying Shows in metropolitan areas, such as Houston, with 2.3 million people, and Philadelphia, with 1.6 million. The upcoming Winter Buying Show will counter this trend by visiting Palm Springs, CA. Population: 45,000.

Palm Springs has long been a haven for the rich and famous, attracting celebrities from various walks of life. Frank Sinatra owned a house in the city and was known to frequent local hotspots. Similarly, Elvis Presley, the King of Rock and Roll, lived in Palm Springs during the 1960s. Other entertainment legends like Bob Hope and Liberace, had a residence in the area. Palm Springs has also been a retreat for Hollywood stars, such as Marilyn Monroe and Cary Grant. Their visits to the city added to its reputation as a playground for the rich and famous. Today, Palm Springs continues to draw celebrities, offering them a serene escape and maintaining its status as a celebrity haven, with its stunning desert landscapes and vibrant cultural scene. Current residents of Palm Springs include actor Leonardo DiCaprio, musician Barry Manilow, and comedian Chelsea Handler.

In addition to its attraction for celebrities, Palm Springs hosts several cultural events and festivals, including the Palm Springs International Film Festival, which attracts movie enthusiasts and industry professionals, and the Coachella Valley Music and Arts Festival, a globally recognized music event.

One of the city’s most striking characteristics is its stunning desert scenery, characterized by arid landscapes, palm trees, and rugged mountain backdrops, particularly the San Jacinto Mountains. Visitors are drawn to the breathtaking vistas and the opportunity for outdoor activities, like hiking and golfing in this unique environment.

We’ve put together some preliminary information about the Buying Show’s host city. We hope it helps you start your preparations for January.

Get to Know Palm Springs Legal Advice — It is against the law to whistle for a lost canary before 7 a.m. Additionally, you can’t whistle for a lost bull at any time.

— It is illegal to ride a bicycle in a swimming pool.

— It is illegal to disrobe in your car.

— It is illegal to harass a marine mammal. While this is not an odd law in itself, the fine can be up to $100,000, which is quite a deterrent for anyone considering bothering a whale.

World’s Largest Rotating Tramcar The Palm Springs Aerial Tramway features the world’s largest rotating tramcar. It slowly spins 360 degrees during its journey up the mountain, providing passengers with panoramic views of the Coachella Valley.

Date Capital Coachella Valley, where Palm Springs is located, is known for date farming. The city’s annual Date Festival celebrates this sweet fruit with date-themed foods and fun.

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alm Springs, CA • January 27-29 The average high temperature in Palm Springs at the end of January is 72 and the low is 48.

Our Host Facility: Palm Springs Convention Center The site for this year’s Buying Show is the Palm Springs Convention Center, a half-million square foot facility located in downtown Palm Springs. In 2005, the Convention Center completed a massive expansion and redesign. The new design features natural earth colors and is influenced by the beauty from the surrounding desert.

The Palm Springs Convention Center is located at 277 N Avenida Caballeros

Best Place to Eat in Palm Springs: The Purple Room Voted the #1 restaurant in Palm Springs by TripAdvisor, this popular venue is considered to be one of Palm Springs’ “original” Rat Pack hangouts, where Frank Sinatra and the “Pack” would bring friends to eat, drink and play. While it offers a large food menu and never-ending cocktail offerings, the restaurant has been featured nationally on the Food Network for its Pumpkin Cheesecake, which appears intermittently on the dessert menu.

The Purple Room is located about 2 miles south of the Buying Show location, at 1900 E Palm Canyon Dr.

Domestic Airlines Serving Palm Springs International Airport (PSP)

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Jeweler Profile

John Thomas Jewelers: Bright Star in New Mexico WHAT A DIFFERENCE TEN YEARS CAN MAKE. John Thomas Jewelers opened its doors in Albuquerque, NM, in 2013, and since then has grown from a small limited-offering jeweler to the largest independent retail jewelry operation in the state, with three locations and $6 million in sales.

Located an hour southwest of Santa Fe—New Mexico’s capital—Albuquerque is the state’s largest city, with more than half-a-million residents. It’s also apparently the perfect spot to grow a successful jewelry operation.

“After spending 20-plus years in the jewelry business,” explains founder and namesake John Thomas, “including the prior five years as the managing partner in a very large (14,000 square feet) retail jewelry store, I decided to go solo and open a new concept store (at least for the Albuquerque area). In 2013 we opened John Thomas Jewelers on the third floor of the seven-story Lewis University Building. When we opened we were 100 percent alloy bridal, with a small section of live fashion jewelry. We expanded the showroom in 2016 to the size it is currently, approximately 2,000 square feet.”

“In 2017 we expanded the shop’s footprint by about half,” Thomas continues. “That was also the year my wife Janelle joined me back in the jewelry biz. She started in the jewelry biz part time when she was 16, and she ended up buying the jewelry store she was working at when she was just 24 years old. When our son Nathan was born in 2009, she sold her store and stayed home until Nathan entered kindergarten.”

After Janelle joined John Thomas Jewelers in 2017, sales increased from $720,000 to $2.7 million four years later. It was at end of that year the couple purchased its largest competitor, a long-standing RJO

jewelry store—Harris Jewelers—located less than a half-hour northwest of their store, in Rio Rancho.

“Janelle runs that store,” says Thomas, “and she has done an amazing job updating the store—the look, the systems in place, etc. This past July we bought our third location, the local Fast Fix Jewelry and Watch Repair franchise, making us the largest independent retail jewelry operation in New Mexico.

The three stores are dramatically different in how they look and what they focus on, but at John Thomas our number one item is bridal, and custom-made bridal leads the charge. We are fortunate to have an extremely talented jeweler, and we do all our custom in-house. We are on pace to complete more than 400 custom jobs this year, and we have estimated he will end up setting approximately 20,000 side diamonds this year alone. His name, by the way, is Matthew Valentine. Isn’t that a great name for a jeweler?”

John Thomas Jewelers became an RJO member a year ago, and Thomas says the rebates are a big draw for his store. He also has enjoyed the location of the recent Buying Shows.

“We love the fact many of the Shows are more western, such as San Antonio, Minneapolis, and Palm Springs. There are almost zero direct flights from Albuquerque to the eastern side of the country, and it typically takes us over 24 hours to travel back from Antwerp each year.”

John Thomas Jewelers is located at 2440 Louisiana Boulevard NE, Suite 310, in Albuquerque, NM. Phone: (505) 342-9200 Website: www.JohnThomasJewelers.com

Does RJO Have Your Most Up-to-Date Email Addresses?

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

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

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Jewelers Mutual® Group

Holiday Jewelry Shopping: Four Things to Know AS YOU PREPARE FOR THE HOLIDAY shopping season, don’t forget to stay vigilant with your security measures. Thieves come out in full force during the holidays, knowing they can blend in with the rest of us who are out shopping for gifts. With jewelry store thefts increasing in recent years, keep these four things in mind as you prepare your jewelry store for the busy holiday season.

Common Types of Jewelry Store Theft While you may be familiar with the most common types of thefts facing jewelers, you may not know about these other less common types of crimes: • Internal theft • Switch theft • Credit card fraud • Cyber theft Add an extra layer of defense against thefts by placing jewelry store security materials around your showcases, so potential thieves know you will only show one item at a time and require an ID.

Take Physical Inventory on a Regular Basis Daily case counts are essential to control losses during the holiday season. The quicker you notice merchandise has gone missing, the more likely an investigation into the loss will be successful. If you need to submit a claim, you’ll also make that process smoother by doing it earlier. Keeping good records year-round will prove to be the most helpful. Check out our downloadable inventory record keeping guide.

Here are a few things to keep in mind when conducting case counts: • Vary the times of day when the count is done.

• Have more than one person responsible for conducting the counts to avoid internal theft.

• If it’s not possible to monitor every display every day, rotate which ones are observed.

• Review your surveillance footage on a regular basis to make sure the counts are completed, and nothing is missed.

The Likelihood of Grab-and-Run Thefts Increases as the Day Goes On Criminals committing this type of crime will typically walk into a store, appearing to browse the merchandise, move toward the most valuable merchandise on the showroom floor and ask to see a particular piece. From there, they simply run off with whatever they asked to view.

The question becomes: How do you prevent grab-andrun theft?

• Ask to see a customer’s ID before allowing the individual to try on merchandise, no matter what its value is. Once you’ve verified the ID, retain it until the customer has returned the piece.

Multitasking can be risky because some grab-andrun attempts have featured suspects taking merchandise directly from the hands of sales associates before the ID was deemed legitimate.

Only show the item after verifying the ID. • Never show more than one piece at a time. If a customer is adamant about comparing pieces side by side, put one on yourself and let the customer compare.

• Many criminals will appear nervous or fidgety before attempting a grab-and-run. Document suspicious incidents like these so if the suspect returns, the rest of your staff will know how to properly react.

An Educated Staff is the Best Defense Whether a criminal plans on attempting a theft, robbery, or burglary, they are likely to case a jewelry business first. If you don’t practice secure selling procedures, becoming a theft victim isn’t out of the question.

The good news is educating your staff early and comprehensively is easy with the help of our Jeweler Mutual’s Safety and Security Academy and Jeweler’s Guide to 24/7 Security, a comprehensive set of training courses to arm your store with the knowledge and skills needed to keep your staff safe and your business secure, which is especially important during the busy holiday season. Learn more about the free courses here.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

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COVER STORY

Hometown Pride RJO Jewelers Are Among the ‘Best Of’

Long before the world had “Social Influencers,” or arguments arose about who was the “G.O.A.T,” retail businesses were often cited for their good business practices, treatment of customers, or offering of great prices, by receiving a “Best Of” recognition. These were most often initiated by local newspapers or radio and television stations. The source of distinction took many forms, including customer surveys, reader voting, or simply editorial discretion.

You are likely familiar with “Best Of” awards in whatever region you live.

The number of such awards won by RJO members over the years must be huge and impossible to document completely. Still, that didn’t stop us from putting out a Facebook call recently for members to share what awards they have earned.

What follows are from some of those who responded.

Alan Miller Jewelers

Alan Miller Oregon, Ohio NORTHWEST OHIO’S JEWELER OF CHOICE— READERS’ CHOICE AWARD (2021-2023) Presented by The Blade We are proud to be Northwest Ohio’s Jeweler of Choice and hope to be so for many more years to come!

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Cahill-Pribyl Jewelry & Gifts

Mike and Lisa Pribyl; daughter, Amy Mefford Keokuk, IA THE BEST DAM JEWELRY STORE IN LEE COUNTY (2022) THE BEST DAM GIFT SHOP IN LEE COUNTY (2023) Presented by Radio Keokuk We love our community and being part of a small town. It’s truly a pleasure getting to serve our area and have personal relationships with our customers. We offer a very wide variety of fine jewelry and giftware and truly try to “have something for everyone.” Being awarded The Best Dam Jewelry Store and The Best Dam Gift Store means a ton to us, and makes us strive to continue to be even better!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Cline Custom Jewelers

Andy Cline Edmonds, WA BEST JEWELRY STORE IN EDMONDS (2023) Presented by My Edmonds News BEST JEWELRY STORE IN PNW (2023) Presented by The PNW Seattle Times Winning both of these awards is rewarding for all of us. It is nice to know our relationships with our clients and community are being recognized.

Goodman Jewelers of Abingdon

Mark and Michelle Goodman Abingdon, VA BEST OF VIRGINIA—FINE JEWELRY STORE (2023) TOP WEDDING VENDOR (MORE THAN 10 CONSECUTIVE YEARS) Presented by Virginia Living Magazine

Dahlkemper’s Jewelry Connection

Katherine and Christine Dahlkemper Erie, PA BEST JEWELRY STORE Presented by Erie Reader ERIE’S CHOICE JEWELRY STORE Presented by Erie Times News We feel very honored to receive the recognition and award for being voted as the best jewelry store from both the Erie Reader and the Erie Times Newspaper for so many years ... decades really. The nomination reinforces what we feel: That we are offering the best value and the largest selection and variety of products and services, including in-house jewelry repair. Each year we feel very humbled and appreciative for this recognition! We all work really hard to earn the trust and loyalty of our customers and do everything we can day in and day out to ensure a very high level of customer satisfaction each and every time!

John Thomas Jewelers

John and Janelle Thomas Albuquerque, NM NEW MEXICO’S FASTEST GROWING COMPANIES (2020, 2022, 2023) Presented by Albuquerque Business Journal READERS’ CHOICE—BEST JEWELER IN ALBUQUERQUE (2021-2023) Presented by Albuquerque Journal AMERICA’S COOLEST STORES (2021) Presented by InStore Magazine I moved here 20 years ago after growing up in Niagara Falls, NY, and then living in Las Vegas, NV, for 10 years.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

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I liked Albuquerque right away, but have grown to love it here. My wife, Janelle, was born and raised here and also loves it. We are proud to call New Mexico home and think the people and the local businesses here are wonderful, hard-working people.

We are proud and humbled to have been voted the #1 and #2 jewelry stores in the Albuquerque area.

Janelle and I opened John Thomas Jewelers 10 years ago, purchased Harris Jewelers, the largest jewelry store in the state, two years ago, and in July closed on the purchase of the local Fast Fix Jewelry and Watch Repair franchise inside Coronado Mall. So we are betting big on New Mexico, its people, and its future.

Nelson Jewelry

Tom Nelson Spencer, IA BEST JEWELRY STORE—PEOPLE’S CHOICE (2023) Presented by Spencer Radio Group I’m humbled, appreciated, and blessed. Spencer and the surrounding area and communities have been so incredibly good to us over the last 94 years.

Leitzel’s Jewelry

Allison Leitzel Williams Myerstown and Hershey, PA BEST OF LEBANON VALLEY COMMUNITY CHOICE AWARDS Presented by Lebanon Daily News We consider this recognition among our highest honors because it is awarded by our community and the people we serve. They are why we do what we do, and it is the greatest compliment to have our community’s trust, confidence, and vote as their #1 jeweler.

Marks of Design Kate Marks Shelton, CT BEST OF JEWELRY STORE (2020-2023) BEST OF CUSTOM JEWELRY (20212022) Presented by Connecticut Magazine I was thrilled! I am very involved in my community.

It was so very rewarding to be recognized.

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Sturhahn Jewelers

Sarah Stegeman and Jeff Sturhahn Quincy, IL HERALD WHIG READERS’ CHOICE AWARD: BEST JEWELRY STORE (2019-2023) Presented by local newspaper The Herald Whig SMALL BUSINESS OF THE MONTH (2023) Presented by Quincy Area Chamber of Commerce [ This award serves as a nomination for Quincy Area Chamber of Commerce’s Small Business of the Year, to be awarded in January 2024. ] It is truly an honor being recognized by our community! We are so very grateful for all the support. My great-grandfather started Sturhahn Jewelers on October 14, 1911, so we just celebrated 112 years of business. That’s generations of moments our family has been blessed to be a part of throughout the Quincy area. We strive to earn the trust of every client because we know jewelry is more than just a pretty adornment; it represents a special moment in people’s lives. With that knowledge, it is our mission to make those moments matter. It is our privilege to serve this community, and without their support, we could not do what we love to do for past generations and for the generations to come!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

NEW MEMBERS Berilian Jewelers Azadeh Haytdavoudi & Alex Tabatabaian Folsom, CA Gold In Art Jewelers Richard Kluesener Mount Dora, FL & Lady Lake, FL

Referred by Jeff Elliott, Wilkerson, Stuttgart, AR

Golden Gifts Jewelry Thomas France Milford, PA

Referred by Overnight Mountings, New Hyde Park, NY

Hollingsworth Jewelers Gallery Mike & Tammy Hollingsworth Petaluma, CA

Rebel Diamonds Stacey Frahm New Hampton, IA

Jewelry Artisans Jamie Kresl Atlanta, GA

Sartor Hamann Jewelers Rick Hamann Lincoln, NE & Grand Island, NE

Jewelry Works Ryan Rydell Minnetonka, MN

Zembar Jewelers Kathleen Lyons New Lenox, IL

Referred by John Scavo, Legend Jewelry, Renton, WA

Referred by Martha Wilshire, Wilshire Jewelry, New Hampton, IA

Referred by Bart Leddel, Leddel Designs, San Mateo, CA

Referred by Matt Knorzer, Classic Grown Diamonds, New York, NY

Referred by Ben Leeds, Imperial Pearl, East Providence, RI

Referred by Wayne Levy, Aladdin Gold Creations, Deerfield, IL

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.

CALENDAR November 2023

F December 2023

5 Daylight Savings Time ends

7 Hanukkah begins at sunset

7 Election Day

8 - All payments must be received in RJO office - Last day to transfer dating to count towards your 2023 dividend

9 Retailer Registration for 2024 Winter Buying Show opens at noon (CST) 10 All payments must be received in RJO office 11 Veterans Day

20 All invoices must be received in the RJO office to count toward your patronage dividend 21 First day of Winter

12 Diwali

25-26 Christmas—RJO office is closed

15 Vendor Registration deadline for 2024 Winter Buying Show

26 Kwanzaa begins

20 All invoices must be received in the RJO office

27 Retailer Registration deadline for 2024 Winter Buying Show

23-24 Thanksgiving—RJO office is closed

31 New Year’s Eve

2024 WINTER BUYING SHOW PALM SPRINGS, CALIFORNIA | JANUARY 27-29, 2024

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

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