The Gold Issue
Everywhere
THIS COLUMN WILL BE A CLOSING chapter on the first 60 years of RJO. Next year we'll be marking that milestone in many ways—celebrating our success and planning for the next 60.
Until then, let's marvel a bit at where we've been and where we are. In my annual Winter Buying Show luncheon review, I recap the past year with numbers. Lots of numbers. Sales, members, dividends, and discounts, to name a few. This is a great way of measuring growth and progress, but it also strikes me RJO’s story is about more than numbers—it’s also about places.
RJO’s story is about more than simply numbers— it’s also about places.
It makes me fondly smile to recall RJO’s first Buying Show was held in founder Grant Johnson’s basement here in Newton, IA. RJO’s early expansion didn’t stray far from those beginnings, but it did get out of Grant’s basement thankfully. The group graduated to the Terrace Lodge motel in Newton, where vendors spread their inventory out on the beds in their rooms. From there, the Buying Show moved on to the Red Lion Hotel in Omaha, NE, and then on to Des Moines, IA for a while.
Six decades after its humble beginnings, RJO is now everywhere. Or so it seems.
Just this past year, we hosted our Winter Buying Show in Phoenix, AZ, and our Summer Buying Show in Schaumburg, IL. We returned to the Chicago area in September with the launch of RJO’s Management Development Program (MDP). In October, RJO members walked the streets of Antwerp, Belgium, and Florence, Italy, as part of RJO's annual hosted Rock Tour, while later in the month, New York–based vendors welcomed visiting RJO jewelers to the first New York Liberty Tour.
We didn’t stop there. This month, RJO hosted exclusive GIA colored stone and pearl grading labs on the Jewelers Mutual Campus in Neenah, WI.
I like this approach to reviewing our RJO history, as we see growth not simply as a metric, but as a reflection of our successful expansion and reach.
As we enter the busy gift season, I hope you find time to reflect, reach out, and enjoy a little positive growth compared to the year before. While you can't be everywhere, you can make the best of where you are—for your family, your store, your staff, your customers, and yourself.
May you find much joy this holiday season. Everywhere.
Sarah Streb RJO CEO
Newton, IA
Cover
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 earlier this month:
Original Post: What fun games do you have planned for the fourth quarter? I’m always looking for fresh ideas to keep the team energized and focused. Here’s what we’re running now and in the weeks ahead:
• Jewelers Care Plan Bingo; Try-On Game: Everyone picks a piece at the start of the day. Each time they get a customer to try it on, they earn
• Race to 10,000 Days: Each item’s age = points, so the goal is to move older pieces, not just fast sellers
• Race to 50%: Team challenge — if we’re halfway to the monthly goal by mid-month, the team picks a fun lunch on me
• Client Outreach Challenge: Reach out to past guests to book appointments. Prizes for most appointments and most conversions. What’s worked for your teams? Any new twists, prize ideas, or rules you love? Drop your best games below so we can all head into Q4 with momentum.
Extra shoutout: Jewelers Care Plan Bingo came from Ronnie Godwin of Godwin Jewelers. In two months, it’s more than doubled our care plan sales on stock! I think I owe you a drink, Ronnie!
Reply One: I’ve done jewelry bingo before, but my most successful motivational game has been this: I bring in a variety of wrapped gifts — some fun and inexpensive, some humorous, and some genuinely great family gifts — plus a stack of white envelopes with mystery gift cards inside. I use a spinning wheel marked with “Box” and “Envelope.” Each day, we set a challenge: largest sale, most add-ons, or oldest piece sold. The day’s winner spins the wheel and picks either a wrapped gift box or an envelope — and keeps whatever’s inside. It’s been a huge hit! The staff love the suspense and variety, and it keeps everyone focused on daily goals.
Reply Two: That’s fun! My team loves food, so local restaurant certificates or gift cards to our favorite independent coffee shop would be a big hit!
Reply Three: Trunk show incentives have worked great for us. For our loose gemstone event, we gave $100 per made-and-kept appointment. For an upcoming designer trunk show, it’s $50 per made-and-kept appointment. A few appointments haven’t been well-qualified, but overall, a busy store helps close more sales.
Reply Four: We do a bingo with specific item categories — like “diamond studs over $1,500” — in each block. This year, I’m also doing a wheel spin for selling certain items. For example, if you sell a diamond jewelry piece over $5K, you get to spin the wheel for an extra bonus!
Reply Five: Great ideas in this thread! It may not all work for every store, but as long as you’re trying new things, it stays exciting — and something will stick. Just keep experimenting!
RJO Board News
THE RJO BOARD OF DIRECTORS AND the Merchandise Review Committee (MRC) met recently in New York City. The Board carefully deliberated on the applications for the MRC and the Vendor Advisory Committee (VAC).
Merchandise Review Committee
This year, two seats were up for reappointment, and both incumbents—Ronnie Godwin of Godwin Jewelers and Brendon Davis of Thomas A. Davis Jewelers—were chosen to continue their service. Additionally, the MRC recommended—and the Board approved—the addition of two new seats, expanding the committee to nine members.
According to RJO CEO Sarah Streb, “With RJO’s continued growth and the impressive pool of candidates who expressed interest, it felt like the right time to broaden the committee’s expertise and perspective.” The newly elected committee members are Heather Wahl of RC Wahl Jewelers and Joe Schiavone of Z’s Fine Jewelry.
“We are grateful for your willingness to serve and bring your insight to this important group,” said Streb. “The MRC plays a vital role in ensuring the quality, value, and integrity of the merchandise offerings within our organization, and your contributions will be instrumental in continuing that standard of excellence.”
Vendor Advisory Committee
This year, eight highly qualified candidates applied for four available seats. The MRC and the Board of Directors carefully reviewed and deliberated on each application before finalizing the appointments. The level of interest and quality of applicants reflects the strength, engagement, and commitment of our vendor community.
The Board welcomes the following new members to the VAC for the upcoming term: Becka Johnson Kibby of Edge Retail Academy, Kunal Mehta of Global Jewelry Solutions, Matt Newkirk of Midwest Closeouts, and Jeff Weinman of ODI/Tache.
“We would also like to extend our heartfelt thanks to the outgoing VAC members,” said Streb, “whose long terms of service and thoughtful input have been invaluable to the organization and to RJO’s commitment to our vendor partners. Thank you to Prashant Mehta of DiaExpressions, Lenny Prion of The Edge, Jeff Wynkoop of Quality Gold, and Alisa Bunger of Ania Haie. Their contributions have helped shape the committee’s work and strengthen our vendor relationships, and we are deeply grateful for their dedication.”
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 & changes can be directed to Erin Sharp in the RJO office at: erin@rjomembers.com
RJO Foundation News
RJO Foundation Fall 2025 Scholarship Winners
THE RJO FOUNDATION SCHOLARSHIP Committee met in September to award Fall scholarship funds, granting more than $15,000 to 12 RJO members. The winners are:
• Sarah Adler, Sophia’s Jewelry Studio
• Anna Asher, Picken Inc.
• Kourtney Blanton, Wright’s Jewelry
• Catherine Burcham, Georgetown Jewelers
• Lauren Garrett, Nelson Jewelry
• Jason Goldbach, Wickersham Jewelry
• Jensen McClure, Mitchell’s Jewelry
• Shannon McCutchen, Mitchell’s Jewelry
• Brydon Mead, SMI Diamonds (vendor)
• Sophia Raskin, Sophia’s Jewelry Studio
• Peytan Roberts, Nelson Jewelry
Additionally, Lucy Keyes of Makepeace Jewelers is the recipient of the Kate Peterson Memorial Scholarship.
RJO Hosts Inaugural Management Development Program
RJO MARKED A MAJOR milestone this fall with the completion of its inaugural Management Development Program (MDP)—a three-day leadership training event held September 22–25 in Oak Brook, IL. The new program drew 48 store managers and owners from across the RJO network, underscoring the growing demand for robust, industry-specific leadership development.
Click for larger picture
“Investing in leaders is one of the most impactful ways we can support the future of our industry,” says RJO CEO Sarah Streb.
“The excitement and engagement we saw at this first session showed how needed this hands-on, leadership training is.”
This inaugural Phase One marks a multi-year vision, with Phases Two and Three already underway. An additional Phase One course is scheduled for fall 2026—along with the new Phase Two course planned for spring 2027—will further strengthen leadership and management competencies.
RJO Foundation Art Auction Winners
THE FOLLOWING SUPPORTERS of the RJO Foundation were winners of the donated Diamond Art artwork during the Foundation's online art auction in September:
• Elliott Herzlich
• Brendon Davis
• Scott Chamberland
• Elise Rose
• Elizabeth Chamberland
• Kymberlee Setterberg
Seven additional pieces of art will be available for silent auction at the RJO Winter Buying Show in Phoenix. RJO retailer Mike Doland has graciously donated artwork.
RJO-Exclusive GIA Grading Labs: ’Amazing’
RJO HOSTED A GROUP OF DEDICATED members at the Jewelers Mutual campus in Neenah, WI, during the first week of November. These highly sought-after lab classes offered hands-on, practical experience, counted toward GIA diploma requirements, and were taught by an official GIA instructor.
“The lab was amazing,” says attendee Catherine Burcham of Georgetown Jewelers in Wood Dale, IL. “I would say the week was jam-packed with information that can be directly applied to my everyday work. From learning the correct terminology to better communicate with our colored gemstone vendors for a color match, to learning how to evaluate gemstones to determine pricing — I took a lot away and am much more confident. I absolutely recommend these labs and opportunities to fellow RJO members.”
Reflections from the 2025 RJO Rock Tour Work. Play. Purpose. Joy
By Erika Godfrey Host, 2025 RJO Rock Tour
I’LL BE HONEST—I DIDN’T WANT TO GO. Not this time. I had so much going on—stressed, tired… and yeah, okay, probably hangry. But to not want to go? That’s saying something, because Italy is my living dream! The Vespas, the gelato, the pasta — and then there’s an indescribable feeling that is only Italy. Yet there I was, dragging my feet. For someone who adores Europe as much as I do, it felt completely out of character.
Between a months-behind, over-budget remodel; two daughters getting married within six months of each other; a new home; and Q4 in full swing — all on top of being understaffed and overworked — I. did. not. have. time. Or at least that’s what I told myself. So, I boarded a plane out of obligation, not excitement. My goal: get in, get out, and get ’em sold. Just work.
But then came “RJO Jodi.” Somewhere between Antwerp and Arezzo, I realized her energy and excitement were exactly what I had been missing. This was Jodi Flaherty’s second year co-hosting and her first time fully steering the ship solo. She absolutely nailed it. What most people don’t see is how much of this trip’s success comes from her tireless, behind-the-scenes, year-round work on top of her other full-time duties. Then she stayed up late finishing her regular work after full days of touring and hosting — and she did it all with humor, calm, and grace.
In Italy, her joy was contagious. One of my favorite moments came in Cinque Terre, when Jodi saw the Mediterranean for the very first time. She dipped her toes in at her first opportunity. Then those toes ended up being the last thing into the sea as I watched her go headfirst — completely, joyfully, without hesitation. In a Florence restaurant, a language-menu mix-up delivered a feast made for eight right to her plate. Watching her face go from slight confusion to disbelief and then to this deep, guttural laugh of pure joy lit up the whole room. Seeing her navigate these moments reminded me this trip is about connection, perspective, and yes, joy. I realized I was witnessing her “firsts.”
And that’s when it clicked: We share so many “firsts” with our customers — engagements, anniversaries, births — but how often do we stop and really feel that same joy for ourselves? Watching Jodi reminded me why I go: not just for the diamonds, but for the connection, the perspective, and the spark that gets buried under deadlines and the daily grind.
The Rock Tour isn’t a vacation — it’s a recharge. A recalibration. A reminder the best work happens when you’re surrounded by people who love what they do just as much as you do.
We laughed until we cried. We shared ideas, stories, and wine. We shopped (some more seriously than others). Julie and Glenda could both hold Olympic medals for it. Diamond Jim earned a new nickname — he’s now “Internally Flawless Diamond Jim.” Kate’s already planning a Zoom pasta night so we can relive the magic. The connections don’t end when the luggage gets unpacked; they just shift time zones. And yes, business happened too — great business. But the connections? Those are what make the numbers mean something.
As for me, I came home with souvenirs that tell their own story. I caught COVID somewhere along the way, got stranded on standby in Zurich, was upgraded to first class—a massaging seat, Swiss chocolates, and a moment to reflect at 30,000 feet. I stuffed my suitcase, too — with perfumes, leather jackets, and chocolates for clients. Somewhere between the Alps and home, I treated myself to a shiny new Montblanc pen. My dad always used one in what was once his office—now mine. Holding it reminds me of him and the legacy I’m lucky to continue.
So, if you’re wondering whether the Rock Tour is worth leaving during the busiest time of your life, here’s my answer: absolutely! Not just because it makes you money — though it does — but because it fills your soul. Sometimes, the best way to move your business forward is to step away long enough to remember what makes it sparkle in the first place.
Thanks, Jodi, for your hard work and for sharing your joy. Thanks to the vendors and retailers for the connections we’ve built. Moments like this? They don’t come around every day… but they do come around once a year.
Next time, come with us. Feel it for yourself. Because joy like this doesn’t happen in the daily grind — it happens when you step out of it.
Click on the photos below to have larger versions pop up in a new window.
RJO Liberty Tour 2025
WHAT DO YOU GET WHEN 28
New York City–based RJO vendors welcome RJO jewelers to New York? The RJO Liberty Tour 2025. Visiting stores took advantage of vendor hospitality, some of the world's tallest skyscrapers, Broadway, and special trip deals. Sales from the inaugural Liberty Tour topped the $1 million dollar mark.
2026 Winter Buying Show Sneak Peek
RJO Golf Tournament
Arizona Biltmore Golf Club
Thursday: 12:30 p.m. Shotgun Start
Cost: $275 per player
The RJO Foundation Charity Golf Tournament is coming back to beautiful Phoenix. Retailers and vendors alike can tee it up for a day of friendly competition, great company, and even greater purpose, all in support of the RJO Foundation Scholarship Fund.
Retailer Registration
Vendor Registration
Note: The RJO Foundation Golf Registration is separate from the Show registration.
The Buying Show Registration Packet will have more information.
GIA Training Studio
Friday: 1:30 p.m. and 3 p.m.
Cost: $175 per attendee, per course
RJO is heating up education by partnering with the Gemological Institute of America (GIA) Training Studio to offer two hands-on continuing education seminars led by experts from GIA, a global leader in gem and jewelry education. These exclusive seminars will take place on on-site at the Buying Show.
Each session is limited to 30 participants. Pre-registration is required. The cost of each session covers all course materials, supplies and a letter of attendance. More information may be viewed here.
RJO Owner’s Academy
Friday: 1–4:30 p.m.
Cost: $149 per attendee
The RJO Owner’s Academy is an intensive, hands-on workshop designed specifically for the unique
challenges and opportunities faced by independent jewelry store owners. Led by Edge Retail Academy — an industry leader in business coaching and data analytics — this session offers powerful tools and strategies to help retailers take greater control of their financial performance, leadership effectiveness, and long-term business success.
Attendees will gain clarity around critical business metrics, develop leadership systems that support highperforming teams, and walk away with an actionable roadmap to implement meaningful change. This isn’t just about learning — it’s about transforming the way you lead your business. More information may be viewed here.
RJO Vendor Affiliates
Friday: Sessions run from 2 p.m. - 6:30 p.m.
A dozen sessions presented by knowledgeable RJO vendors. Topics are pertinent to today’s jewelers and as varied as the presenters themselves.
The Buying Show Registration Packet will have more information.
American Watchmakers–Clockmakers Institute (AWCI) Mobile Classroom
Friday–Sunday: During Show hours
Cost: Free-will donation to RJO Foundation
Get ready to experience the magic of horology on wheels! RJO is thrilled to welcome the Archie Perkins Mobile Horology Classroom from the AWCI to our Winter Show in Phoenix. This state-of-the-art mobile workshop brings hands-on watch and clock education right to you—fully equipped with professional benches, precision tools and live demonstrations led by AWCI experts.
From the RJO Board: New Hotel Policy Update!
Starting with the February 2027 Winter Buying Show in Grapevine, TX, the following requirement must be met in 2026 to retain the Buying Show Hotel Reward in 2027: RJO members will receive up to three free room nights at one of the show’s host hotels if yearly purchases are at or above $75,000.
The Monthly Hack for Better Website Performance
By Andy Boundy MyStore.Jewelry
CHANCES ARE YOU ALREADY POST on social media about your store. You know it’s important to keep people informed about your sales, products, new lines, events, and services. That’s a vital part of promotion. But remember: while social media is widely used, your website is often where people go to truly learn about you. It’s your calling card, business flyer, advertisement, product catalog, and more—all rolled into one. It connects to your Google listing, maps, social profiles, business cards, and window signs—making it the central hub for everything “you.”
We can all agree keeping your website current and relevant is key to a great user experience. Regularly updating your main banner (often called a hero banner) keeps your site fresh and lets you promote the products, services, and events you want visitors to see first. Make it fresh and relevant to your promos and events—and consider linking it to your website blog.
Regular blogging—simply adding articles to your website—can be one of the most effective ways to keep the user experience engaging, especially when linked with a button from your main banner. From a human perspective, consistent monthly blogging allows your store to tell its story and connect with customers. A blog that showcases the artistry behind
your custom work, celebrates customer stories, highlights events, and educates readers fosters a real sense of connection. Over time, this builds loyalty and trust, encouraging repeat visitors who feel emotionally invested in your store, rather than casually browsing e-commerce sites.
On the merchandising side, your blog can serve as an ongoing showcase for new arrivals, seasonal collections, and special promotions. Instead of relying solely on product listings or fleeting social posts, use your blog to tell the stories behind new brands or designs, offer styling tips, or feature “gift guides” for weddings, anniversaries, or holidays. This storytelling approach makes merchandising more organic and persuasive, helping customers imagine how your products fit into their lifestyles—not just their shopping carts.
Sales and social events gain momentum through blog integration. Announcing upcoming events, limited releases, or collaborations on your blog (and hero banner) builds anticipation and urgency. Share these updates on social media to drive traffic back to your site and keep communication consistent. Your blog becomes a marketing tool that supports every campaign while keeping customers informed and excited, serving as the central resource for what’s happening here and now.
Finally, regular blogging is a powerful boost for search engine optimization (SEO). Search engines reward websites that publish fresh, relevant content consistently. Best of all, it’s free—no ad spend required.
It doesn’t take long to write a few paragraphs (ChatGPT can help with ideas—just be sure to edit for accuracy and tone). Keep it fun, educational, and focused on what you want people to know now. A monthly blog bridges marketing and meaningful connection to customers, giving your business a human voice, promoting products through authentic storytelling, and improving search visibility. In an industry where beauty and emotion drive decisions, blogging isn’t just a marketing tactic—it’s how you advise, connect, and inform.
Vendor Profile
Diamond Expressions: Radiant Color & Timeless Elegance
“DIAMOND EXPRESSIONS WAS founded on the principle of creating jewelry that delivers memorable moments and meaningful experiences for the end consumer,” says founder and current president Prashant Mehta. The company is also known by the shortened name “Dia Expressions,” a distinction it has used since Mehta opened its doors in July 2003.
Diamond Expressions is located in the heart of New York City’s diamond district, where it proudly manufactures most of its products. The company offers high-end diamond and colored-
NEW VENDOR
stone jewelry—including rings, pendants, bracelets, and earrings—as well as loose diamonds ranging from melee to certified stones in both round and fancy shapes.
“The company specializes in customization,” according to Mehta, “offering CAD services to bring customers’ designs to life. Customers’ rough sketches, pictures, and inspiration are enough for the team to turn their vision into their dream pieces.
felt like a family to me. I have met so many people throughout my years with RJO, and I am glad to have built such strong relationships within the RJO group.”
“Our goal," he says, "is to deliver unique, cutting-edge finished pieces that stand out from massproduced merchandise.”
Diamond Expressions has been an RJO vendor for nearly its entire existence, having just celebrated its 20-year anniversary with the organization.
“My favorite aspect of being an RJO vendor is being part of a group where I have always felt like family,” Mehta continues.
“Everyone—whether it be the vendors or the retailers—is great to be around, and RJO is a very tight-knit group that has always
Doron Hakimian
Great Neck, NY
(516) 504-1346
www.dovesjewelry.com
Mehta says Diamond Expressions distinguishes itself from other vendors by providing customers with a library of professional images and digital marketing assets. Tailor-made with the retail store’s logo, these social-media assets can be created by the company to support a store’s promotional advertising.
“Joining RJO is something I highly recommend for vendors,” says Mehta, “as it provides immediate access to a trusted, high-quality network of independent jewelers. Moreover, the membership ensures a loyal partnership with genuine and wonderful people!”
Diamond Expressions is located at 20 West 47th Street, Suite 1100, in New York, NY.
Phone: (800) 755-5768
Website: www.diaexpressions.com
DOVES redefines jewelry with captivating designs, distinctive colors, and exquisite craftsmanship. Doron’s vision has transformed DOVES into a globally acclaimed, award-winning, and red-carpet-renowned brand.
Prashant Mehta
Doves by Doron Paloma
Gemological Institute of America (GIA)
Falling for Fall-Inspired Gemstones
By Lisa Kennedy
AS AUTUMN’S RICH PALETTE TAKES center stage— think rustling amber leaves and golden sunlight— jewelry lovers and designers are embracing gemstones that echo the season’s warmth. While classic stones like ruby and sapphire remain staples, a new wave of appreciation is rising for gems whose colors align with fall’s aesthetic. Gemstones like zircon, chrysoberyl, and spessartine offer saturated hues that feel both luxurious and organic, resonating strongly with today’s design aesthetics, including Pantone’s 2025 Color of the Year: Mocha Mousse.
Zircon, often mistaken for the synthetic diamond simulant cubic zirconia, is a natural gemstone most commonly sourced from Cambodia, Sri Lanka, and Tanzania. While both can exhibit impressive brilliance and fire, the two are different in composition and origin. Zircon is typically known for its colorless to electric blue hues, the result of heat treatment. However, a growing appreciation is emerging for its natural, earth-toned varieties, such as cinnamon, golden brown, honey, and mossy green.
Zircon requires careful handling. With a hardness of 7 to 7.5 on the Mohs scale, it is not especially soft but can be brittle, especially after heat treatment. This brittleness makes it susceptible to chipping or abrasions if not handled properly. In finished jewelry, zircon should be set so its edges are protected.
Chrysoberyl, typically green, greenish yellow, or brown, is another gemstone that aligns beautifully
with a fall aesthetic. Chrysoberyl ranks 8.5 on the Mohs scale, making it ideal for everyday wear. It’s best known for its captivating “cat’s eye” variety, exhibiting a unique optical effect that sets it apart. Fine-quality cat’s eye chrysoberyl has a semitransparent golden yellow or brownish yellow “honey” color.
Beyond chatoyant varieties, chrysoberyl also comes in subtle, transparent yellow and brown hues, often sourced from Sri Lanka. Transparent greenish yellow chrysoberyl with no chatoyancy was commonly used in Victorian-era jewelry, known as chrysolite.
Channeling the fiery reds and glowing ambers of the first autumn leaves, garnets are a natural fit for fallinspired jewelry. But beyond the familiar deep red, garnets come in a remarkable range of hues – some of the most vibrant and seasonally fitting are in the orange family.
Among the brightest is spessartine garnet, prized for its vivid orange shades that range from mandarin to deep burnt sienna. The most sought-after color is often described as “aurora red,” a highly saturated, slightly reddish orange with a medium to mediumdark tone.
Once rare, spessartine—named after the Spessart region of Bavaria, Germany, where it was first discovered—is now more available due to recent discoveries in Madagascar, Namibia, and especially Nigeria, though fine-quality stones over five carats remain rare and prized.
The gemstones highlighted here—zircon, chrysoberyl, and spessartine—offer just a glimpse into the rich world of fall-inspired color. From fiery oranges to golden browns and mossy greens, there are many more stones that capture the warmth and depth of the season. As appreciation grows for saturated, earthy hues, these colors remind us gemstone beauty isn’t limited to the familiar and often reveals itself in the unexpected.
These five zircons showcase the essence of autumn, with hues ranging from golden brown to rich, warm cinnamon.
by Robert Weldon/GIA, Courtesy of Menahem Sevdermish, Gem Wizard.
Jeweler Profile
Becker's Jewelers: A Legacy of Integrity & Trust
IF YOU SCAN A LIST of alphabetized RJO member stores and focus on the column listing their membership year, there aren’t many surprises. Until you reach the “Bs.” That’s when you come across Becker’s Jewelers, where the date reads “1966,” placing this eastern Iowa store among the original founders of RJO.
“Milton Becker, along with six others, realized they could negotiate better pricing and terms if they banded together to buy as one,” says current owner Bill Becker. “I don’t think this group could have imagined how big and strong RJO would become today.”
Becker, who took over as president of RJO this year, is no stranger to the organization his father helped start 60 years ago.
“Like many jewelers of that era, my father discovered a knack for repairing wristwatches during his downtime while serving in North Africa during World War II,” says Becker. “After the war, he used the GI Bill to fund training and tools that helped him become a watchmaker and jeweler. He opened Becker’s Jewelers in 1948, in the lobby of the Brazelton House Hotel in Mt. Pleasant, IA. Today, we’re in our fifth location, with stores in West Burlington and Mt. Pleasant.”
Becker credits the stores’ success not to any “special sauce,” but to a deep sense of community. The store is active in supporting local organizations, civic groups, churches, and schools.
“We are a well-established jewelry store that has grown alongside our community,” Becker says. “We’ve evolved from a small shop to a multi-brand jewelry retailer, serving generations of families as their trusted jeweler for diamonds, fine jewelry, watches, treasured gifts, custom designs, and expert repairs. Our goal is to make every customer feel at home with our personalized service and a range of classic to cutting-edge jewelry. Our experience and services have built a legacy of integrity and trust.”
The store’s mission remains rooted in high ethical standards, product knowledge, fair pricing, and delivering real value to its customers.
RJO benefits from Becker’s many skills, particularly his ability to redirect praise toward others.
“I’m just one cog in the machine we call RJO,” he says. “It’s truly a group effort that makes us who we are. We’re fortunate to have a dedicated Board of Directors, a hardworking Merchandise Review Committee that puts in more hours than anyone realizes, the good people in the RJO Foundation, our Next Gen Committee, the Vendor Advisory Committee, and of course, CEO Sarah Streb and her incredible team. My role is simply to support and amplify their outstanding work.”
Becker aims to continue strengthening RJO as a valuable resource for independent jewelers, emphasizing the importance of friendships and community.
“The friendships we’ve made through RJO are what keep us coming back,” he says. “Time and again, I hear: ‘People come to RJO for the patronage dividend, but they stay for the friendships they make.’”
Becker's Jewelers has two locations in Iowa: 123 West Monroe in Mt. Pleasant and 401 S. Gear Avenue in Burlington.
Phone: (319) 385-3722; (319) 752-3196 Website: www.beckerdiamonds.com
Holiday Readiness: Protect Your Jewelry Store from Crime
THE HOLIDAY SEASON BRINGS
both higher sales and greater risk for jewelry retailers, as increased foot traffic attracts more criminal activity. Criminals often exploit the busy retail environment and extended holiday hours to commit thefts and robberies.
Jeweler-specific holiday crime trends include “smash-and-grab” incidents, targeting of high-value goods by organized retail criminals, increased burglary and safe attacks during holiday closures (when businesses may have reduced staffing or surveillance), and cyber threats—including phishing scams and fraudulent online jewelry listings.
Here are important things every jeweler should know before the holiday rush:
Train and Communicate— Awareness Is Your First Line of Defense
• Ensure all employees are trained in how to respond to theft, robbery, suspicious behavior, and cyber-related threats.
• Review your communication and emergency response plan: who to contact first, when to activate alarms, and how to secure the store after an incident.
• Establish a code word or discreet alert signal staff can use to
communicate concern without escalating a situation.
• Conduct short pre-shift security huddles throughout the season.
Secure Your Merchandise
• Outside normal business hours, place as much inventory as possible inside a locked safe or vault and ensure showcases containing inventory are locked when unattended. All other merchandise should be moved to a locked interior room, cabinet, or drawer—never left visible in showcases.
• Do not cover showcases. Coverings indicate valuables are underneath and can attract unwanted attention.
• Keep display areas minimal during the day. Show fewer pieces at once and return them promptly to locked cases when not in active use.
Test and Manage Your Store Security and Access
• Test your alarm system, panic buttons, and hold-up alarms at least two weeks before the holidays. Confirm all cameras record clear footage with accurate timestamps and lighting.
• Update alarm contact lists and monitoring instructions to include current staff and management. Ensure all employees know the locations of emergency devices.
Keep entryways and windows unobstructed for maximum visibility, maintain bright exterior
lighting, and make sure signage does not block the view into the store.
• Use dual-key or two-person procedures for opening and closing. Consider temporary security patrols or door greeters during busy or high-risk periods.
Have a Clear Plan If Something Happens
• Have a robbery response plan posted in a secure, staff-only area and reviewed regularly.
• In the event of a robbery, prioritize safety: comply with demands, observe carefully, and do not attempt to chase or apprehend suspects.
• After an incident, lock down the store, call 911, and preserve evidence (footage, items touched, notes, etc.) for law enforcement.
• Contact your insurance representative immediately to begin your claims process.
Be sure to reach out to the Jewelers Mutual® Asset Protection Team for a complimentary risk assessment or consultation on store security.
Stay alert to crime industry updates from Jewelers Mutual® and the Jewelers’ Security Alliance (JSA) and notify any suspicious or criminal events to the JSA or Jewelers Mutual Group immediately. We are tracking criminal activity patterns throughout the U.S. and Canada, and this will help keep you and your fellow RJO jewelers safe.
Criminals prepare for the holidays—so should you. We are here to help. Please contact us with any questions or concerns at assetprotection@jminsure.com.
Gold
THE ISSUE
As gold prices continue to rise, RJO jewelers are discovering not just challenges but exciting opportunities. Trade publications report many retailers are responding with smart adjustments in inventory management, pricing strategies, customer communication, and value-added services. To give you a broader view of how independent jewelers can make the most of this moment, we’ve gathered insights from RJO vendors—partners who supply much of the gold jewelry in our showcases and who are navigating this exhilarating price surge right alongside you.
Tony Acquaviva
President Gina Bogda
Vice President
Joe Evich
Vice President of Sales Metal Marketplace Philadelphia, PA
In our most recent stock catalog, we have considerably increased our 10K styles across the board to combat rising gold prices. This expanded selection gives customers more choices, and as a result, we are seeing significant growth in our 10K sales. Core styles never go out of demand or out of style, and Metal Marketplace’s inventory reflects this belief. — GB
Our basic chains (Rope, Miami Cuban, Figaro, Paperclip, etc.) continue to have steady sales, but we are also selling smaller gauges, which equate to lighter weight. Sales of our pendant chains (Box, Cable, Wheat, adjustable chains), earrings (basic hoops and fancy Italian earrings), and fashion styles remain robust, along with a boost in our entire sterling silver collection. — JE
Jewelry is filled with sentiment. Retailers should consider shifting the focus from the cost of a jewelry piece to its value—its craftsmanship, the emotions it celebrates, and the lasting quality that makes it cherished for years. — TA
Mark Doris
Vice President of Sales
Midas Chain Northvale, NJ
During this rise in gold prices, I would continue to reorder and stock your best sellers and core items. Look at your existing merchandise and make changes if necessary. I would also recommend re-pricing to reflect the increasing gold market. Placing orders for new merchandise is important as well because it will keep your regular clientele interested in coming back.
Price disparities among similar products in your showcases can confuse customers, so consider doing some cost averaging when receiving new product. Items you have been sitting on for a while can be a bargain for your clients if presented the right way.
Every jeweler should keep in mind the whole industry is affected by this increase in prices, and they are not going through this alone.
Eric Weber President Oro International
If you’re in the jewelry business, you need inventory across all categories—and gold has always been a staple. Gold’s recent price increases are a great reminder: it will always hold value, but it’s jewelry, not bullion. It’s not necessarily an investment vehicle—it’s wearable, emotional, and timeless. If you sold someone a gold piece 10 years ago and they brought it back today, you could likely buy it back for close to what they paid. That’s a testament to gold’s enduring value.
Nothing about gold is cheap—so why make it feel cheap? One of my recent recommendations to independent stores is to increase their store credit when buying gold over the counter. Instead of the traditional 20%, consider offering 25–30%. This not only boosts store sales but also sets you apart from competitors. Everyone is buying gold over the counter right now—this helps you do it better.
Use a set price on gold items you plan to restock, based on a slightly higher gold rate than today’s. This protects you from constant tag changes—and let’s be honest, nobody likes changing tags over and over. For items you don’t plan to restock, mark them as “super special” or “super deal” to move them quickly. Again, I strongly believe offering 25–30% store credit on gold buys can drive meaningful results for your store.
Maintaining the right mix across categories is always a challenge, and gold is no exception. Strong relationships with your vendors make it easier. RJO is full of great vendors, and Oro is proud to be one of them.
John D’Amico
Vice President D’Amico Manufacturing Co., Inc.
North Providence, RI
I think the best way to leverage gold is to buy frequently and replace items sold on a weekly or monthly basis. Dollar-cost average your inventory. This keeps your invoices low and more manageable, as opposed to buying once or twice a year. Carry a variety of price-point items. This also helps manufacturers maintain steady work for their
employees throughout the year and supports our own cash flow. We do not want to cut our workforce or reduce hours during slow periods.
Other tips:
• I have heard retail stores are lowering their percentage markup on gold and incorporating a tier system based on gram weight.
• Buying over the counter helps with cash flow, especially by being allowed to save findings for repairs.
• Do not wait to buy at the next Buying Show— replace best sellers quickly.
Reading List
Chicago Jewelers Enter New Era as Gold Prices Surge to Record Highs Above $4,000
Chicago Sun-Times, October 10, 2025
October 2025 Jewelry Retailer Statistics
Edge Retail Academy, November 2, 2025
As Gold Prices Hit Record Highs, Americans Rush to Cash In on Family Heirlooms Investopedia, October 13, 2025
Soaring Gold & Silver Prices Slam Jewelry Industry Morningstar, October 15, 2025
The State of the Jewelry Industry: Leaders from Jewelers of America and National Jeweler Discuss Gold Prices, Tariffs, and More [ video ]
National Jeweler, October 28, 2025
Brian Shellenback
Northeast & Mid-Atlantic Sales Representative
United Precious Metal Refining Alden, NY
There are a few key strategies independent retail jewelers should focus on to successfully navigate rising and often volatile gold prices.
Actively eliminate deadstock
Holding onto slow-moving pieces hurts cash flow, especially in a high-metal market. If an item isn’t selling, consider stock balancing with the vendor. If that’s not an option, move it to a sale or estate case, or melt it for liquidity through United PMR. While melt returns won’t match retail margins, converting stagnant inventory into usable capital often produces greater long-term profitability. Those funds can then be redirected into stronger revenue generators— bestsellers, new equipment for the shop, or expanded custom capabilities.
Avoid positioning gold as an investment product We typically do not recommend for retail jewelers to promote gold as an investment or begin brokering bullion and numismatic products. That business model is low-margin, capital-intensive, and carries risks better suited to coin dealers and pawn operators who specialize in high-volume trading.
Instead, leverage over-the-counter buying
A much more effective approach is to expand gold, silver, and platinum buying as an additional revenue stream. Across the U.S., jewelers’ over-the-counter buying margins for scrap gold commonly range from 20% to 60%, depending on local competition, how the metal will be used in-house, and whether the seller is a long-time customer or a new visitor. Once acquired, your relationship with your refiner becomes critical— they help you determine the most profitable options for processing, reuse, or liquidation of materials.
Several clever strategies RJO jewelers are using to take advantage of rising gold prices have proven highly effective. One of the simplest and most impactful is installing precious-metal sink traps in the shop area. These traps capture gold-bearing dust and debris that would otherwise be washed away, and at today’s market prices, even small amounts add up quickly. For example, just 15 grams of 14k gold is worth roughly $1,200—value that would have been lost without the proper equipment.
The real opportunity comes from applying this same frugal, “nothing goes to waste” mindset throughout the workshop. Regularly cleaning the blower units on polishing machines, collecting bench sweeps and scraps each week, using sticky mats to capture dust before stepping out of the shop, wiping down equipment and surfaces with damp paper towels, and even saving used rubber gloves all contribute to what we call “hidden value.” Reclaiming the by-product from precious metals you’ve already purchased can significantly increase margins across repair and custom operations.
Another effective approach involves building or expanding an estate-jewelry buying program, which has become increasingly popular with consumers. Buying over the counter allows retailers to strategically manage inventory in a way that works for their business. Each item should be evaluated carefully— ideally by a GIA-trained expert—and offers should be made in a way that preserves a healthy margin once the piece sells. In some cases, accepting items on consignment may be appropriate. For pieces beyond refurbishment, jewelers should determine a conservative scrap value and identify any stones that may be reusable for future repair or custom work.
And when none of those options apply, the item can simply be purchased for scrap. Scrap material is ultimately recycled into fine precious metals used to produce brand-new jewelry, turning unwanted pieces into fresh opportunities for profit and inventory growth.
Strengthen inventory management
As metal prices climb, payment terms from vendors are not what they used to be; many no longer offer the 30-, 60-, or 90-day terms that once helped jewelers manage cash flow. At the same time, credit limits that haven’t increased alongside metal markets now restrict buying power. These pressures make it more important than ever to run a lean and intentional inventory. Jewelers should evaluate how much metal they’re carrying, how quickly pieces turn, and how to maximize the value of precious metals already in-house.
Re-price inventory regularly
With gold and silver moving quickly, pricing should be reviewed as frequently as monthly. Staying current allows stores to protect margins and capture the benefits of rising markets. Understanding SKU-level turn rates is essential—if something hasn’t sold in a meaningful timeframe, it’s tying up capital and hurting profitability.
Turning Business Crises into Growth Opportunities
Bhavin Mehta NUNU
EVERY BUSINESS FACES MOMENTS when plans fall short or apart, sales drop, key employees leave, or market conditions shift overnight. In those moments, even the most confident leaders can feel unsure. But a crisis, when handled with the right mindset, can become the turning point that redefines your organization’s strength.
Why Crisis Management Defines True Leadership
In good times, leadership is about direction. In tough times, it’s about composure. A crisis reveals how deeply a business understands its purpose, people, and priorities. Companies that survive and grow through disruption are not those that avoid problems, but those that respond with clarity, courage, and composure.
When uncertainty arises, most leaders instinctively enter “fixing mode.” They push harder, make fast decisions, or change strategies overnight. But true recovery begins with pausing, assessing, listening, and realigning. This is how chaos becomes direction again.
The Three Anchors of Effective Crisis Leadership
From our experience coaching businesses through uncertainty, three anchors help leaders not just manage crises but grow stronger because of them:
1. Stability Before Strategy – In times of disruption, your team needs assurance more than instructions. A calm, grounded presence builds trust and helps your people focus on what can be controlled.
2. Transparency Over Perfection – During uncertainty, silence attracts fear. Open communication, even when all answers aren’t available, keeps your team aligned and engaged.
3. Adaptation With Purpose – The best crisis responses are guided by the company’s long-term vision. Each decision should not just patch today’s problem but reinforce the kind of business you want to become tomorrow.
When these anchors are in place, businesses move from reacting to rebuilding with renewed focus and unity.
Lessons from the Field
During our recent coaching sessions, we worked with several leaders who faced unexpected challenges, from supply chain disruptions to market slowdowns. One retailer we coached initially felt stuck, unsure how to retain clients amid rapidly rising costs. Together, we redefined their value proposition, streamlined operations, and created a communication plan that strengthened customer confidence. Within three months, they not only regained stability but also discovered new growth opportunities.
Crises test every system — from operations to administration — but they also reveal hidden potential in your people, your processes, and your leadership.
Making Resilience a Habit
Just like clarity of purpose, resilience is not a onetime skill. It’s a practice built through reflection, communication, and consistent action. The leaders who thrive after a crisis are those who learn from it. They ask, “What did this teach us about our culture, our customers, and ourselves?”
At NUNU, we help leaders and teams turn uncertainty into structured learning. Through guided coaching sessions, we create space for you to process challenges, uncover strengths, and rebuild with confidence.
If your business is navigating a crisis or simply wants to be prepared for the next, remember this: resilience is not about avoiding the storm, but learning how to steer through it.
Your Next Step
If you’re facing uncertainty or want to strengthen your crisis response strategy, NUNU would love to help. Share your challenges with us, and we’ll work together to turn them into clarity, confidence, and growth.
MILESTONE
Vince Rath, owner of RJO vendor Optimum Retail Solutions (ORS) in Olathe, KS, died on September 9. He was 61. ORS has been an RJO vendor since 2023 and Vince was incredibly instrumental in the development of the RJO Management Development Program. RJO takes great pride and care in carrying on his legacy.
Our thoughts go out to the Rath family.
CALENDAR
December
2025
Retailer registration opens for Winter Buying Show 8 Last day for vendors to register for Winter Buying Show booths and sponsorships 10 All payments must be received in RJO office
Last day to transfer dating to count towards 2025 dividend
Hanukkah begins at sunset 15 Last day for vendors to register for Winter Buying Show badges and events
19 All invoices must be received in the RJO office to count towards your 2025 patronage dividend
24 Christmas Eve—RJO office closed early 25 Christmas—RJO office closed 26 Kwanzaa begins—RJO office closed 31 New Year’s Eve
NEW MEMBERS
Asmar Jewelz
Barbara Akman
Westborough, MA
Referred by John D’Amico, D’Amico Manufacturing, Greenville, RI
Aurora Jewelers
Shawn Kishnani Skagway, AK
Referred by Andy Alpesh Jiwani, Smiling Rocks, New York, NY
Cunningham Jewelers
Durrett Moerman & Alexia Miller Brunswick, GA
Referred by Natalie Curry, Smiths of Dublin, Dublin, GA
Ed & Ethel’s Fine Jewelry
Brooke & Chase Brinson
Floyd, VA
Referred by Anish Desai, Star Gems, Norcross, GA
Farrar Jewelers
Joe Farrar
Oxford, NC
Referred by Terry & Jacob Turner, Concept Marketing, Morehead City, NC
Goldsmith Gallery Jewelers
Scott Wickman Billings, MT
Referred by Alok Mehta, IDD, New York, NY
Holly’s Jewelry
Holly Scott Mountain Home, AR
Intrigue Jewelers
Alison & Bradley Pollock Littleton, CO
Referred by Craig MacBean, Ostbye, Minneapolis, MN
January 2026
1 New Year’s Day—RJO office closed
6 End-of-year invoices from December 20-31 are due in the RJO office
9 All payments must be received in RJO office
12 Martin Luther King, Jr. Day
20 Winter Buying Show retailer registration deadline to qualify for $250 travel voucher
23 All invoices must be received in the RJO office
J. Foster Jewelers
Anthony Bruno
Maumee, OH
Referred by ASHI Diamonds, New York, NY
Mitchener Farrand Fine Jewelry
Mark Mitchener
Oklahoma City, OK
Referred by Newt Mitchell, Mitchell’s Jewelry, Norman, OK
Mauzie’s Fine Jewelry
Martha Mays
Centennial, CO
Referred by Missy Wiggs, Stuller, Lafayette, LA
Oden Watches and Jewelry
Lisa Knapp
Jackson, WY
Puckett’s Fine Jewelry (Second Location)
Bart & Hannah Lewis
Murray, KY
Roof Jewelers & Awards
Tyler & Erin Roof
Towanda, PA
Referred by Eric Weber, Oro International, Elmhurst, IL
Royal Diadem Jewelers
Sterling Van Derwerker
Greensboro, NC
Referred by Marty Pearlmutter, Lester Martin Jewelers, Dresher, PA
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.