RJO 2023 Winter Buying Show

2023 WINTER BUYING SHOW

SAN AN TO N I O, T E XAS

JAN UARY 27-30, 2023

REGISTRATION DEADLINE: TUESDAY, DECEMBER 27, 2022

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2023 WINTER BUYING SHOW

Welcome!

SAN ANTONIO: Home of the Spurs, The Alamo and the

RJO 2023 Winter Buying Show! Are you ready for a fiesta?

There’s plenty to see (and even more to do!) while you’re in town. If you’re looking to enjoy the local sights, hop on a River Walk cruise or take a tour of the Natural Bridge Caverns.

If nature is your scene, the San Antonio Botanical Garden, Japanese Tea Gardens and San Antonio Zoo are must-sees.

If you’re a foodie, you can’t miss the iconic Tex-Mex and local barbecue.

ONLINE SHOW REGISTRATION

While there’s plenty of great things to do in Alamo City, that’s not all the weekend is about! The 2023 Winter Buying Show provides you with the incredible opportunity to hear from leading experts with insight into current jewelry trends.

You’ll also have plenty of chances to hunt for unbeatable jewelry deals, learn in educational seminars and network with other industry professionals. And don’t miss our keynote speaker - they’re sure to bring the heat to this party!

To join in on the fun, register online today and let the fiesta begin!

SCAN TO REGISTER:

You will need to go to rjomembers.com for all registration processes. To make online registrations for the show and/or to make hotel reservations members will need to login at rjomembers.com and visit the buying show section. If you do not have a username and password, contact the RJO office.

HOST HOTEL GRAND HYATT SAN ANTONIO 600 E MARKET ST., SAN ANTONIO, TX 78205 RATE: $224+ Check in 4 p.m. / Check out 11 a.m.

BOOK BY PHONE: 210-224-1234 be sure to mention you are with the Retail Jewelers Organization (not RJO) BOOK ONLINE: rjomembers.com - Requires username and password. Call the RJO office if you do not have one at 800-247-1774.

At the time of print the host hotel was nearing capacity.

An overflow link can be found at rjomembers.com.

BUYING SHOW LOCATION HENRY B. GONZÁLEZ CONVENTION CENTER, HALL 4 900 E MARKET ST., SAN ANTONIO, TX 78205 210-207-8500 sahbgcc.com 2

COMPLIMENTARY ACCOMMODATIONS

RJO will cover up to three nights stay at the base rate. *Qualifying nights may only include Friday, Saturday, Sunday or Monday night stays.

Rate is only applicable on stays longer than three nights and/or shoulder dates not included in the incentive. RJO does not cover suite upgrades or additional persons.

EXCURSION: RIVERBOAT DINNER CRUISE Enjoy your Sunday evening with dinner and a view while cruising down the San Antonio River!

Your private dinner boat cruise will take you on a two-hour voyage where you’ll enjoy a savory Tex-Mex dinner and crafted cocktails. Grab some friends and sign up for a beautiful evening under the Texas stars! Departure from hotel lobby is at 6:30 p.m. The first two boats will leave the dock at 7 p.m. and the third will leave at 7:15 p.m.

Arrival back to the hotel about 9:45 p.m.

Each boat holds 20 guests for total of 60 spots available.

All proceeds benefit the RJO Foundation. $130 per person.

Show and Event Schedule FRIDAY, JANUARY 27

Wilkerson Meeting The EDGE User’s Group Meeting Earth Pebbles Meeting JD & Co. Meeting Gems One Meeting Early Member & Vendor Registration AVA Couture Meeting IGI Meeting New Member Reception Next Gen Meet & Greet RJO Kick-off Reception and Towers Displays

3 - 4 p.m.

3 - 4:30 p.m.

4 - 5 p.m.

4 - 5 p.m.

5 - 6:30 p.m.

5 - 8 p.m.

5:30 - 6:30 p.m.

5:30 - 6:30 p.m.

5:30 - 6:30 p.m.

5:30 - 6:30 p.m.

6:30 - 8 p.m.

SATURDAY, JANUARY 28

Continental Breakfast 7:30 - 9 a.m.

Seminar and Member Show Registration 7:30 a.m. - 12:30 p.m.

Educational Seminars 8:30 a.m. - 12:20 p.m.

General Membership Luncheon and Keynote 12:30 - 2 p.m.

Member Show Registration 1 - 7 p.m.

Buying Floor Grand Opening 2 - 7 p.m.

Buying Floor Welcome Reception 5:30 - 7 p.m.

Next Gen Social Hour 6 - 7 p.m.

European Rock Tour Reception 7 - 8:30 p.m.

SUNDAY, JANUARY 29 Show Registration Desk Open Joint Breakfast Brain Gain Breakouts Buying Floor Opens RJO Happy Hour Buying Floor Closes Riverboat Dinner Cruise Excursion*

8 a.m. - 5:30 p.m.

7:30 - 9:30 a.m.

8 - 9:30 a.m.

9:30 a.m. - 6 p.m.

5 - 6 p.m.

6 p.m.

6:30 - 9:45 p.m.

MONDAY, JANUARY 30

Sharing the Best of Your San Antonio Experience and Continental Breakfast 8 - 9:30 a.m.

Show Registration Desk Opens 8:30 a.m. - 3 p.m.

Buying Floor Opens 9:30 a.m. - 3 p.m.

Farewell Event 2 - 3 p.m.

Buying Floor Closes 3 p.m.

IMPORTANT

RJO is not responsible, in any manner, for any risks related to COVID-19 in connection with attendance at the events.

I understand the World Health Organization has classified the COVID-19 outbreak as a pandemic. I further understand that COVID-19 is a highly contagious and dangerous disease, and that contact with the virus that causes COVID-19 may result in significant personal injury or death.

I am fully aware that participation in the RJO events (including any related travel) carries with it certain inherent risks related to COVID-19 transmission that cannot be eliminated regardless of the care taken to avoid such risks.

*Cost of optional excursions is the responsibility of the participant.

FRIDAY, JANUARY 27 FRIDAY VENDOR AFFILIATE MEETINGS See pages 6 - 7.

3 - 6:30 p.m.

NEXT GEN MEET & GREET

On Friday night, RJO will host a Next Gen Meet and Greet. This event will be an introduction to the weekend and serve as a chance to get excited for the weekend ahead. All attendees under 40 are invited to this get-together to connect with peers facing many of the same opportunities and challenges in today’s independent retail climate.

5:30 - 6:30 p.m.

Grand Hyatt, Bowie C

NEW MEMBER RECEPTION

This invitation only New Member Reception is a great way to kick off your first Show experience!

Join members of RJO’s Leadership Committees to ask questions, go over the schedule, and review your Show packet.

5:30 - 6:30 p.m.

Grand Hyatt, Travis C/D

KICK-OFF RECEPTION: WELCOME TO SAN ANTONIO!

Welcome to Texas and the RJO Winter Fiesta!

Grab yourself a margarita and get ready to salsa the night away with the Mariachi band. With the beautiful cacti inspired florals, bright colorful lighting, and ambiance of the band you’ll think you are right in the heart of Mexico. Sponsors will have showcase towers scattered throughout the welcome reception to give you a sneak peek of some of their new products.

6:30 - 8 p.m.

Grand Hyatt, Lone Star Ballroom

SATURDAY, JANUARY 28 EDUCATIONAL SEMINARS See pages 8 - 11.

8:30 a.m. - 12:20 p.m.

KEYNOTE PRESENTATION: POWER UP 2023: BE THE HERO IN YOUR LIFE Learn more about the presentation and our keynote speaker on page 4.

1:20 - 1:50 p.m.

Grand Hyatt, Texas Ballroom

OPENING DAY RECEPTION

Need a refreshment after your first full day of buying and selling? Who wouldn’t?! This casual open house style event will take place in the lounge with music, hosted beer and wine and some complimentary snacks before the buying floor closes.

5:30 - 7 p.m.

Convention Center, Exhibit Hall 4

NEXT GENERATION SOCIAL HOUR

We invite all attendees of the RJO Next Gen Experience to re-connect, chat about progress and share their stories. We also invite members, forty and under, to this casual get-together to connect with peers facing many of the same opportunities and challenges in today’s independent retail climate.

6 - 7 p.m.

Grand Hyatt, Bowie AB 2nd Floor

RJO EUROPEAN ROCK TOUR RECEPTION

The RJO Antwerp program has been refreshed and redesigned and we can’t wait to reconnect our 2022 travelers to hear all their stories! Join us at this reception to learn about the upcoming 2023 RJO European Rock Tour designed to answer all your questions and build enthusiasm to not only pre-sell enough diamonds and colored stones to pay for your trip, but increase your store’s overall sales. Hear from program chairs on ways to maximize your store’s selling ability and in turn, your profitability.

7 - 8:30 p.m.

Convention Center, Room 006 (River Level)

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SUNDAY, JANUARY 29 MEMBER/VENDOR JOINT BREAKFAST

The Joint Breakfast has proven successful in joining our retailers and manufacturers for some quality discussions before a busy day on the show floor.

7:30 - 9 a.m.

Grand Hyatt, Lone Star Ballroom

RJO BRAIN GAIN BREAKOUTS

Attendance Cap: Open to the first 192 retail members.

After Breakfast, join your fellow members in six, small, breakout sessions to learn how your peers work through business and industry challenges, find out what’s hot in stores and take some tips to the buying room floor and back to your store.

There will be six breakout rooms available with a max of 32 attendees in each room. You will be assigned your room when you register in San Antonio.

Register early to ensure your participation.

8 - 9:30 a.m.

Grand Hyatt, Lone Star A - C & Bowie, 2nd Floor

BUYING FLOOR HAPPY HOUR

Enjoy a hosted beverage and pre-packaged appetizers as you finish a full day of buying.

5 - 6 p.m.

Convention Center, Exhibit Hall 4, Lounge

EXCURSION: RIVER WALK DINNER CRUISE See more information on this exciting excursion on page 2.

6:30 - 9:45 p.m.

Grand Hyatt Lobby Departure

MONDAY, JANUARY 30 SHARING THE BEST OF YOUR SAN ANTONIO EXPERIENCE & CONTINENTAL BREAKFAST

Just one great idea can make a show experience, and that idea may have come to you in a seminar, on the show floor, in conversation with other jewelers, talking with an old friend or a new one. Join your fellow members for informal discussions about your time in San Antonio.

8 - 9:30 a.m.

Grand Hyatt, Lone Star AB, 2nd Floor

FAREWELL RECEPTION

NEW! JEWELER’S JACKPOT!

Your chance to win over $10,000!

Who wants to win a Buying Show Shopping Spree… on RJO’s DIME?!? RJO will have a drawing for our retailers at the show. The winner will receive a JACKPOT to spend at participating vendors booths on the show floor Monday ONLY. Winner will be announced Monday, January 30th at the opening of the buying show. As of 10/13/2022, we are at a $10,750 pot! You will NOT want to miss out! All RJO Retailers present at the show will be eligible to win.

JACKPOT RULES

1. Must be present to win.

Cheers to a successful event at the end of the buying show with hosted beverages and pre-packaged appetizers!

2 - 3 p.m.

Convention Center, Exhibit Hall E, Lounge

2. The winner(s) will be given a special sales sheet with participating vendors to record their jackpot purchases.

3. Must use winnings for NEW purchases. Cannot be used on sales previously purchased on the show floor.

4. If you do not use all of your winnings for purchases, remainder will be forfeited.

Keynote Presentation POWER UP 2023: BE THE HERO IN YOUR LIFE

Close your eyes and imagine you are a character in a movie.

You have some terrible luck….You make mistakes - a few bad choices. And like any typical blockbuster, just when it all seems to be a loss, the game isn’t over yet. A hero emerges and comes to the rescue. Now open your eyes. That was not a movie, it’s your life, and that hero is you! Yes, you. We often describe a hero as someone who becomes admired for their outstanding achievements in life or for their willingness to help others in dangerous situations. We rarely think of a hero when we describe ourselves. A PowerUp Hero has strength for two, ten, twenty, or 100. They live their lives in such a way that they are ready to support when they are needed.

We will unpack how to strategize like a HERO (Honor, Empower, Raise The Game, Optimize) for a Powered Up year! To PowerUp your year, you need the right strategy.

Once you have it, it’s best to keep your head down until you succeed. But when you’re using the wrong approach, no amount of extra effort will make a difference. We will discuss how to be the HERO in your life and business.

To become a PowerUp Hero this year, you must give your entire life to being the best version of yourself physically, mentally, and spiritually - for yourself, your family, your community, and in greater service to the world.

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KEYNOTE SPEAKER: LIZA WISNER DIVERSITY AND INCLUSION TALENT DEVELOPMENT STRATEGIST

Award-winning television personality Mrs. Liza Mucheru Wisner is a Diversity and Inclusion Talent Development Strategist, Workforce Optimization Keynote Speaker, and was a top 3 finalist on the television show, “The Apprentice” on NBC. Mrs. Wisner serves her community as the curator of Diversity, Equity, and Inclusion initiatives on a mission to develop the world’s most productive and admired workforces. She leads strategic initiatives to improve the diversity and inclusivity of human capital services and works directly with many organizations, to make their products and services connect better with their teams and their community.

Mrs. Wisner began her entrepreneurial journey as the founder and principal of Texas Techies and PowerUp.org, successful organizations, which deliver Science, Technology, Engineering, and Mathematics (STEM) education to economically disadvantaged communities. She expanded her organizations globally and now includes innovations such as mobile entrepreneurship labs, animation programming competitions, youth leadership camps, and diversity and inclusion workshops for kids.

Her mission is to end “Technology Poverty” by bridging the digital divide.

Mrs. Wisner is married to Mr. Denis Wisner and they live in Corpus Christi, Texas with three sons, Zaleik, Zamar, and Zakai, and their dog Ziggy.

PHOTO ID REQUIRED FOR ALL ATTENDEES

SUNDAY LUNCH COUPONS

To ensure the safety of all of our members and vendors, we will be requiring a photo ID and business card at registration check-in. These items will need to be presented to receive your badge for access on the show floor.

PURCHASE VOUCHERS: NEW LEVELS ADDED IN 2022

Purchase amounts will be based on 2022 total purchases.

RJO Vendors are sponsoring one (1) $10.00 “concession stand coupon” per store to be used Sunday on the show floor.

This is a courtesy from your RJO Vendor Partners.

BUYING FLOOR HOURS Saturday, January 28 Sunday, January 29 Monday, January 30

2 - 7 p.m.

9:30 a.m. - 6 p.m.

9:30 a.m. - 3 p.m.

PRESS RELEASE PROGRAM 2022 TOTAL PURCHASES $100,000 - $149,999.99 $150,000 - $199,999.99 $200,000 - $499,999.99 $500,000 - $749,999.99

ADDITIONAL SHOW DISCOUNT 1% on all show purchases 1.5% on all show purchases 2% on all show purchases 2.5% on all show purchases

$750,000 - $999,999.99 $1,000,000+

2.75% on all show purchases 3% on all show purchases

Press release photos will now be self-serve! A photo opportunity station will be available near the RJO Registration Desk at the Convention Center for you and your crew to snap a quick pic and keep on shopping. RJO will still supply a professionally produced, written press release for you to supply to your local paper. Simply scan the QR Code available at the station and complete the form.

Following the show your written release will be emailed directly to you. Smile pretty!

CANCELLATIONS AND REFUNDS

If you are unable to attend the show after you have already registered, you must notify the office by December 27 to avoid event charges. Please also notify the office at least five (5) business days prior to the event if you will be unable to attend certain events you have registered for, but still plan to attend the show.

NOTE: Paid excursion opportunities cannot be canceled after December 27.

RJO Foundation Fundraiser T-SHIRT QUILT RAFFLE, JEWELRY, & PINS

RETURNING are our RJO lapel pins generously donated from DiaExpressions. Pins are $15. Also back, with limited supply, are our diamond shaped CZ studs donated by Jeweler’s Mutual Insurance. $30 for 1 or $75 for 3. We will also have sterling silver RJOStrong necklaces for $30. Necklaces are made and donated

by AVA Couture. A note from Ava Couture: Ava Couture wanted to show its appreciation to the RJO Foundation, and designed the RJOStrong Sterling Silver Necklace. Any proceeds from the sale will be contributed towards the RJO Foundation.

Thank you for showing your continuing support with RJO.

The Foundation will continue their fundraising efforts for education in the jewelry industry through the following sales.

NEW at the San Antonio show is our T-Shirt Quilt Raffle and RJO logo necklaces! We have collected our RJO Show Shirts, since their introduction in Nashville, TN and put them together in a beautiful T-Shirt Quilt. Raffle tickets will cost 1 for $20 or 3 for $50. We will also have RJO logo necklaces, produced by Sterling Reputation for $30.

All items will be at the RJO Registration Desk.

All proceeds benefit the RJO Foundation.

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Getting To The

RECOMMENDED AIRPORT

San Antonio International Airport CODE: SAT

9800 Airport Blvd, San Antonio, TX 78216 16 minute drive (9.6 miles) to Host Hotel

SHUTTLE, VAN AND CAR SERVICE FROM AIRPORT

For information on pre-arranged shuttles and/or car service, please visit: flysanantonio.com/home/ground-transportation/charter-bus/

TAXICAB SERVICE FROM AIRPORT

Taxi cabs are available at the outer commercial curbside at Terminal A. For assistance, please see the Airport Ground Transportation employee (wearing red shirt). Fares to San Antonio downtown starts at $24 – $29 per taxi cab. (Up to 6 may share a cab, if both luggage and passengers fit safely).

RIDESHARE SERVICE

If you plan to use Uber, Lyft, or another app-based ride service, the following pick-up locations apply: • Terminal 1-Lindbergh: Your ride will pick you up on Level 2 of the green parking ramp, above the ground transportation center.

• Terminal 2-Humphrey: Pick up is available from the ground transport center, on the ground level of the purple parking ramp.

• Uber: $19 - $25 (UberX) / $30 - $40 (UberXL) • Lyft: $21-24 (4-passenger) / $40-45 (6-passenger).

HOTEL PARKING

Self-Parking = $43 USD daily + tax overnight Valet = $55 USD daily + tax overnight

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Vendor Affiliates Friday 3 - 4 p.m.

5 - 6:30 p.m.

INTRODUCING WILKERSON

THE 2023 GAME PLAN IN THE NEW NORMAL

A no pressure opportunity to learn what makes Wilkerson tick.

A review of products and services we offer.

A full year outlook and guide to maximizing 2023.

Presented by Rick Hayes and Russ Whitehouse Grand Hyatt, Lonestar F

Presented by Anuj Jain/Slav Galkin, Gems One Trading Grand Hyatt, Lonestar F

5:30 - 6:30 p.m.

3 - 4:30 p.m.

THE EDGE USER GROUP Presented by Lenny Prion Grand Hyatt, Lonestar D

THE STATE OF LAB GROWN DIAMONDS: WHAT’S NOW, WHAT’S NEW, WHAT’S NEXT Presented by John Pollard, Senior Director of Education with IGI Grand Hyatt, Bowie A/B

Catching up with the Edge. We will be going over all the new features since the last show and opening the floor to Q&A at the end.

4 - 5 p.m.

LEARN WHY YOUR STORE SHOULD CARRY VINTAGE & ESTATE JEWELRY Presented by Rebekah Anderson, GG, NAJA, Earth Pebbles Vintage & Estate Jewelry Grand Hyatt, Bowie A/B

What line is trending strong with a target market of 18 - 80 year old women? Vintage & Estate Jewelry. Learn about why vintage and estate jewelry is so appealing to so many demographics, how to make full margins and source these past treasures.

4 - 5 p.m.

HOW SUCCESSFUL JEWELERS ARE RAPIDLY SCALING THEIR REPAIR BUSINESS Presented by Jimmy Lawson, JD & Co. A Trung Do Goldsmith Grand Hyatt, Travis A/B

This session’s design is to reignite a sometimes revenue driver that only real investment is time! A guide that reimagines their repair services! A process of interaction, fun, and informative style of connecting with their client, while consistently engaging, and elevating the customer experience. We explain and demonstrate, how to take the cumbersome process of Loupes & Gem Scopes and transform it into next level of interaction that makes sense to clients while supporting increasing integrity, building confidence and strengthening the band image! Igniting the most successful marketing vehicle “Word of mouth & online reviews”! We’ll navigate an exciting adventure through rediscovering and uncovering, a business inside a business, reimagined repair process and elevated customer experience. Coaching attendees with practical application, understanding, why and how, through meaningful behaviors and skill sets that are fun, simple, easy to execute. These proven tools and methods will increase repair revenue 300%!

Learn the latest developments, take a look at what’s coming, and get answers from IGI about the constantly advancing sector of Lab Grown Diamonds.

5:30 - 6:30 p.m.

WATCH OUT BLUE NILE AND JAMES ALLEN! TOOLS TO HELP INDEPENDENT RETAILERS COMPETE AND THRIVE Presented by Sanju Bhagwanji, AVA Couture Grand Hyatt, Lonestar E

Technology and display tools once only reserved for huge online retailers, like Blue-Nile or James Allen, now available to RJO Members! Learn how the AVA eternity band builder APP will let the customer create 100,000 different combinations of diamond anniversary and eternity bands with instant pricing, videos and lifestyle photos.

Become the ultimate authority and dominate your market, let us show you why 100’s of retailers choose to partner with us and in the process DOUBLE their sales.

This session is of retailers looking to add huge value to their business by providing real solutions to challenges. With so many possible ways to create a band, don’t you want to make it EASY and FAST.

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EDUCATIONAL SEMINARS SCHEDULE TRACK ONE:

TRACK T WO:

TRACK THREE:

TRACK FOUR:

TRACK FIVE:

TITLE

PRODUCT PROFILES

STRATEGIES FOR SUCCESS

LEADING THE WAY

BUZZ SESSIONS

PANELS & PERSPECTIVES

ROOM

LONE STAR F

LONE STAR D

LONE STAR E

LONE STAR B/C

LONE STAR A

How to Get Started with Estate Jewelry Without Using Your Own Money 8:30 9:20 a.m.

Nicholle Mogavero, Mayflower Estate Buyers

Radio and Billboards — Proven Ways to Make These Powerful Mediums Work for You Better Than Most Businesses Ever Experience.

Mike Buley, Jewelry Ads That Work

9:30 10:20 a.m.

10:30 11:20 a.m.

11:30 a.m. 12:20 p.m.

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Resilient Leaders: 5 Steps to Reduce Stress, Burnout and Maximize Your Potential as a Leader in Your Business

Buzz Sessions: Post-Holiday House Cleaning: Keep the Best and Getting Rid of the Rest”

Jim Ackerman, Ascend Marketing

Bhavin Mehta, NUNU

Kate Peterson, Performance Concepts

The Fine Art of Managing a Sales Floor

Buzz Session: Let’s talk RJO with Sabrina & Erin

Another Look into the Current Diamond Market Kate Peterson, Performance Concepts

Selling Bridal Our Constant in a Changing World

Navigating Our Shipping Landscape to Ship Smarter and Safer

Mark Stowe, Frederick Goldman

Your friends at Jewelers Mutual

Vince Rath & Dayna Brown, Optimum Retail Solutions

Erin Sharp and Sabrina Smead, RJO

Influential Trends for 2023 and Beyond

Recession Proof Your Business

Changing Your Average Ticket

Buzz Session: I Hired a Manager- Now What?

Becka Johnson Kibby, Edge Retail Academy

Shane Decker, Ex-Sell-Ence

Vince Rath and Dayna Brown, Optimum Retail Solutions

Nan Lung Palmer, FACEts Consulting

The Profit Panel

Navigating the Wasteland of Color Gemstone Information Online

Burn the Ships, Drive Change, and Create a Lasting Clienteling Culture

NextGen Buzz Session: Cooking Up a Recipe for Retention - Customers AND Employees

Konrad Darling, Darling Imports

Ryan Blumenthal, Clientbook

Kate Peterson and the RJO Next Gen Advisory Board

You’re Invited to a Special Event Alisa Bunger, Chic Pistachio

8:30 - 9:30 a.m.

TRACK ONE

HOW TO GET STARTED WITH ESTATE JEWELRY WITHOUT USING YOUR OWN MONEY Nicholle Mogavero, Mayflower Estate Buyers

Estate jewelry is a great way to maintain relevancy in your business and get new traffic through the door. Your existing customers love it because it gives them the one-of-a-kind styles they crave. Millennials love it and buy it, but if they’re not buying it in your store, you’re missing this important market segment.

No one wants to tie up more capital to drive traffic to your business, but what if you didn’t have to? In this talk, I’ll show you 3 solid strategies you can use to get started with estate jewelry in your store without using your own money.

TRACK TWO

RADIO AND BILLBOARDS — PROVEN WAYS TO MAKE THESE POWERFUL MEDIUMS WORK FOR YOU BETTER THAN MOST BUSINESSES EVER EXPERIENCE Michael Buley, Jewelry Ads That Work

Most billboards are poor to awful. How can your boards stop people and cause them to remember the message, and you?

How do we work love and humor into billboards? And why does it matter? Radio is a medium you can use far more affordably than most people in radio would have you believe. Do you really need heavy saturation? Which is better: 30s or 60s? Be the voice, or not? Music bed, jingle… or not? How often should you change your message? And what should you talk about?

Did you know 3 spots a week can be effective in radio? True.

With a lot of laughter, simplicity, amazement, and common sense, we’ll talk about ideas which really do bring people in the door. We’ll break this down simply — and you’ll understand why it works. Get ready for a fun time together! I guarantee it!

TRACK THREE

RESILIENT LEADERS: 5 STEPS TO REDUCE STRESS, BURNOUT AND MAXIMIZE YOUR POTENTIAL AS A LEADER IN YOUR BUSINESS Bhavin Mehta, NUNU

Resilient leaders have the ability to sustain their energy level under pressure, to cope with disruptive changes and adapt.

They bounce back from setbacks. They also overcome major difficulties without engaging in dysfunctional behavior or harming others. Join us in this seminar as we learn ways to understand your behavior style and how you can adapt to other’s behaviors for exerting positive influence on them to get the desired output. Through reflection and assessment, we will show leaders the importance of a strong understanding of themselves to help them successfully guide others through times of change and uncertainty. Ultimately this session will encourage you to continuously learn and grow to be a leader who is resilient, purpose-driven and prioritizes the cultivation of relationships inside and outside the walls of your business.

TRACK FOUR:

BUZZ SESSION: POST-HOLIDAY HOUSE CLEANING: KEEP THE BEST AND GETTING RID OF THE REST Kate Peterson, Performance Concepts

It’s never been tougher to find honest, reliable people, and the number of employees leaving jobs – voluntarily or involuntarily – is at an all time high. At the same time, we know that the most successful business owners in the coming year will be those who have figured out how to work smarter and more efficiently – maximizing productivity while minimizing expense. For many, that can mean taking a hard look at your team and at the return you’re getting for your payroll investment.

Now, more than ever, it’s essential to implement strategies for keeping your best people. At the same time, some post-holiday house cleaning might be in order. How can you assess your employees objectively and implement a plan that allows you to keep the best while moving others into the ‘involuntary departure’ column? What are the best retention strategies? If you do have people who are better suited to jobs outside of your business, how can you move them along without creating the appearance of a ‘revolving staff door’?

There’s no one better to help you talk through your staffing challenges than your fellow RJO members. RJO’s Buzz Sessions have become legendary for GREAT discussions and ‘I never looked at it that way’ moments – and this one will be no exception! Don’t miss this opportunity to bring your best ideas and most pressing questions to share!

TRACK FIVE

THE PROFIT PANEL

Jim Ackerman, Ascend Marketing Here are jewelry retailers from a small, medium and large market, who have defied the odds and grown their businesses at remarkable rates. We’re talking triple-digit growth almost instantly, and sustained growth over years. How do their approaches differ?

How are they the same? What can you learn from them that can dramatically improve your response, sales, revenue and profits.

Come sit, share and listen with your fellow RJO retailers.

The session will be moderated by Jim Ackerman, Marketing Coach to the Jewelry Industry.

9:30 - 10:20 a.m.

TRACK ONE

SELLING BRIDAL: OUR CONSTANT IN A CHANGING WORLD Mark Stowe, Frederick Goldman

In this seminar Mark will speak about the key attributes to selling bridal as an experience rather than a commodity. Passion and personal touch have been a key driver in the resurgence of brick-and-mortar independent retail. How do we keep improving the engagement experience by maximizing our relationships within our stores and with our clients? Understanding your competitors and shopping them to understand and key into your advantages.

The second part of the seminar Mark will key into the importance Continued on next page.

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and cost-efficient way of training your sales associates to recognize every bridal opportunity. Understanding the difference between a ‘complete engagement ring customer’ and a ‘component driven customer’ and why both are important in today’s market.

Finally, Mark will outline what every retailer should expect from the opportunity of custom and why this incremental revenue is key to any growth strategy at the counter.

TRACK TWO

NAVIGATING OUR SHIPPING LANDSCAPE TO SHIP SMARTER AND SAFER Your Friends at Jewelers Mutual

During this session, our team of experts will give you data supported actions you can take to help protect your shipments and reduce loss. You will leave our session with valuable insight into trends in the shipping industry today, knowledge of common claim scenarios and how to avoid them, and the confidence to go back and refresh your businesses shipping best practices.

10:30 - 11:20 a.m.

TRACK ONE:

INFLUENTIAL TRENDS FOR 2023 AND BEYOND Nan Lung Palmer, FACEts Consulting

The fashion industry plays a dominant role in giving the initial blueprint for the next series of trends. The most notable show being New York Fashion week where major design houses decipher which trends the industry is likely to be celebrating in the coming season.

For the first part of this session, I will show you what to expect from key looks, colors, and silhouette that will crossover to the jewelry world. Get the exclusive insight to better prepare for 2023 so you can buy and merchandise effectively for your store. The session will continue with an in-depth look at how social, economic, and generation trends will influence the jewelry industry and how understanding the next generation of consumers can create the biggest impact on your retail business.

TRACK TWO:

RECESSION PROOF YOUR BUSINESS

TRACK THREE

THE FINE ART OF MANAGING A SALES FLOOR

Vince Rath and Danya Brown, Optimum Retail Solutions Managing a sales floor is a complex activity. In this session, we explore the five key areas of sales floor observation as well as key tactics to improve the performance and consistency of your sales staff. Join us for this informative session.

Becka Johnson Kibby, Edge Retail Academy While a recession or slowdown in sales can happen at any time, for various reasons, there are some important strategies and best practices we can follow, to plan ahead and thrive during these times. This seminar will provide you with a specific action plan, to start off 2023 on a high note.

TRACK FOUR:

TRACK FOUR:

BUZZ SESSION: LET’S TALK RJO WITH SABRINA & ERIN Erin Sharp and Sabrina Smead, RJO

Come on in and grab a chair and let’s talk RJO. Bring your questions, ideas and insight for us to bring back to RJO HQ to help us make your lives a little easier. We will answer your questions, and help you find ways to make the most of your RJO membership.

9:30 - 11:20 a.m.

BUZZ SESSION: I HIRED A MANAGER - NOW WHAT? Vince Rath and Dayna Brown, Optimum Retail Solutions

As owners, it was easy to determine our roles when we started our businesses. If it needed to be done, we did it. When the business grows to the point that a manager is hired to help oversee parts of the operation, many owners ask “what is my role now?” In this facilitated discussion, we will explore the owners’ priorities of vision, hope and direction and how they play out in day to day operations.

TRACK FIVE

ANOTHER LOOK INTO THE CURRENT DIAMOND MARKET Kate Peterson, Performance Concepts

As requested, our expert panelists are back for another frank and spirited discussion about what really happened in the diamond market in 2022, and what we should expect in this volatile element of our industry going forward. You’ll get an up-to-the-minute look at what every responsible retailer needs to know about today’s natural and lab grown diamond markets as well as about the most current issues impacting the supply chain. We’ll also hear about trends and pricing of both natural and lab grown diamonds and the relationship between the two, the importance of documentation for source tracing and sustainability, and what to expect with regard to messaging, consumer demand, and spending on diamonds in the coming months. Of course, we will leave plenty of time for you to share your thoughts, ideas and questions with our panel and your RJO colleagues. Join us for another round of this hit panel discussion where you can gather all the information you need to navigate the shifting market and outpace your competitors.

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10:30 a.m. - 12:20 p.m.

TRACK THREE:

CHANGING YOUR AVERAGE TICKET Shane Decker, Ex-Sell-Ence

This presentation deals with money, high ticket, and selling out of your own pocket. Today, a wow is 5 times higher than your average bridal ticket. The more money the item is the easier it is to close the sale because they can. The more money it is the less time it takes to sell.

11:30 a.m. - 12:20 p.m.

TRACK ONE:

NAVIGATING THE WASTELAND OF COLOR GEMSTONE INFORMATION ONLINE Konrad Darling, Darling Imports

“I was doing some research online and found this color gemstone I like, how can I get it from you?” How many times have you heard this question? In the era of Etsy and multitude of online retailers it’s a safe assumption this happens weekly. But, how many of you have felt comfortable handling this question successfully?

The world of color gemstones is vast and there is just enough information online that can lead your customers astray. I’ll be discussing what key information you need to gain and how to create realistic expectations to help you feel confident in selling color stones. Color is my passion and I hope it will be yours too!

TRACK TWO:

BURN THE SHIPS, DRIVE CHANGE, AND CREATE A LASTING CLIENTELING CULTURE Ryan Blumenthal, Clientbook

Have you ever heard the expression “burn the ships”? It comes from 1519 during the Spanish conquest of Mexico, when Hernán Cortés the Spanish commander, scuttled his ships so that his men would have to conquer or die. Basically, he created a point of no return for himself and his men. But what does that have to do with clienteling? In this session, we’ll discuss how there comes a time when every retailer must “burn the ships” and abandon their bad habits and an old school way of thinking, and how to adopt a new mindset when it comes to the way they manage customer relationships through clienteling. We’ll share the common barriers to clienteling and how to overcome them, as well as clienteling best practices that enable your associates to be more efficient, successful, and happy.

TRACK FOUR:

NEXT GEN BUZZ SESSION: COOKING UP A RECIPE FOR RETENTION - CUSTOMERS AND EMPLOYEES Kate Peterson and the RJO Next Gen Advisory Board

Some are approaching a transition, some are in the midst of change and some have a ‘been there’ story to tell...

So, the bank has blessed the transaction and the ink is dry on the contract… and you’re now a new business owner. Congratulations!

Things may be great between you and your predecessor – but how do you deal with the ingrained resistance to change that’s just part of the human condition? You know… the employees who are quick to remind you that they’ve known you since you were in diapers and the customers who insist that your new look (or policy or whatever…) is something your father would NEVER have done...? It’s time to talk about shifting perceptions and maintaining and fostering loyalty among the other major stakeholders in your transition – employees and customers. Come to talk, or just come to listen. Regardless of where you are in your family business evolution, bring your most terrifying questions, most brilliant suggestions and even your most hilarious (or not so much) stories to share with your Next Gen comrades in this ‘About Us’ Buzz Session.

TRACK FIVE:

YOU’RE INVITED TO A SPECIAL EVENT! Alisa Bunger, Chic Pistachio

Join us for a special session as we brainstorm events targeting Gen Z and Millennials. The Next Gen of consumers loves an experience so give them a cool, amazing experience that is missing in your community. We will share ideas for new and exciting events that your store can host to target these consumers.

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Vendor Showcase BELLARRI

Princessa Collection SKU: Ring, R9397W14/TS SKU: Earrings, ER2486W14/TS SKU: Necklace, P2437W14/TS Rare and rich – gorgeous tsavorite showcasing a luscious array of the most beautiful green hues. BELLARRI features new designs using this dynamic rare stone.

PHONE: 480-609-8777 FAX: 480-609-8822 WEBSITE: bellarri.com

EARTH PEBBLES FINE VINTAGE & ESTATE JEWELRY Vintage H. Stern Carved Lapis Ring SKU: 200-00807 Uniquely textured 18kt gold vintage H. Stern ring, featuring carved lapis and diamond cluster detail. A bold and exquisite vintage treasure for those who love to shine.

PHONE: 919-601-6621 WEBSITE: earthpebbles.com

EQUITY DIAMOND BROKERS

Emerald Cut Diamond Jewelry Collection SKU: R70007 SKU: R70008 SKU: R70011

A celebration of art and fashion. The new Emerald Cut Diamond Jewelry Collection’s eye-catching styling and price points are certain not to be missed in a jewelers showcase. The 3 stone series and wedding sets are available with and without halo diamond accents.

PHONE: 800-367-9213 WEBSITE: equitydiamondbrokers.com 12

Vendor Showcase EVOCATEUR

Pompeii Cuff

SKU: AC 101 A colorful celebration of art and fashion. Evocateur is the most innovative collection of colorful and stunning jewelry in the industry. Through our proprietary process, we combine original art with 22kt gold leaf and enamel to create jewelry that’s fun, fashionable and affordable. Each piece is handcrafted in the USA. PHONE: 203-956-0705 WEBSITE: evocateurstyle.com

GN DIAMOND

Classic Diamond Studs

Delicate, simple and classic diamond studs are elegant for all occasions. The classic diamond studs are set in 14kt white gold in 3-prong and 4-prong. Available in a wide variety of sizes and price points. *10% off entire diamond stud tray from .25 tw - 1.5 tw.

PHONE: 800-724-8810 WEBSITE: gndiamond.com

IDD USA LLC Add some WOW FACTOR to your showcase with the hottest selling collection in diamond fashion. Flexie, where technology meets luxury. Flexible diamond jewelry that will WOW your clientele.

PHONE: 800-621-1162 FAX: 212-768-8657 WEBSITE: iddjewelry.com

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Vendor Showcase IMPERIAL PEARL

Pearl Therapy

SKU: 969868/FW SKU: 929749/A Modern pearl pendant kissed with diamonds. 14kt yellow gold, 6 - 6.5mm cultured freshwater pearl. MSRP $785.

Fresh take on the classic pearl and diamond stud. 14kt yellow gold, 6 - 6.5mm cultured akoya pearl. MSRP $435.

PHONE: 401-434-2597 WEBSITE: imperialpearl.com

IZI CREATIONS

Opal Doublets

SKU: SP546-Y Gorgeous opal doublet set in handmade 14kt yellow gold bezel with two natural diamond accents on a 14kt yellow gold paper clip chain.

PHONE: 212-688-8885 WEBSITE: izi.nyc

JEWELRY INNOVATIONS

The Barrel Aged Collection SKU: RMCA006582

From the Jewelry Innovations Barrel Aged Collection,™ a Black Diamond Ceramic™ ring inlaid with genuine oak Bourbon aging barrel wood with hand applied grain finish. Also available in Serinium® and Rugged Tungsten™ and with Cabernet, Rye Whiskey, and other barrel inlays. More than 350 Barrel Aged styles and are available; see the collection at our booth!

PHONE: 800-872-6840 FAX: 801-572-0172 WEBSITE: jewelryinnovations.com

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Vendor Showcase KELLY WATERS

Joyful Glam Bangle

SKU: BL2360BG-W Gold vermeil white enamel bangle bracelet with simulated diamonds.

PHONE: 800-647-7017 WEBSITE: kellywaters.com

LALI JEWELS

Best-selling Birthstone and Pearl Program SKU: EY02915PF SKU: RW0364BS SKU: PYN03645PE From LALI everyday classics to our most extravagant creations, we are dedicated to maintaining the highest quality. LALI birthstone and pearl programs have unbeatable price points available in 14kt yellow gold, white gold and rose gold. MSRP $99+.

PHONE: 212-944-2277 x 107 FAX: 212-840-2277 WEBSITE: lalijewelry.com

LEGEND JEWELRY

Ansilo

SKU: G02043DI Statement gentleman ring with 14kt yellow and white gold, sleek open L frame design that is perfectly accentuated by 5 channel set round diamonds.

PHONE: 866-607-3098 WEBSITE: legendjewelryinc.com

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Vendor Showcase MERCURY RING

Mercury Ring (Forever and Always) SKU: LGD-JRZ75800H-HW25 SKU: LGD-JRZ76090Q-HW11 SKU: LGD-JRD02190Q-HW13 Let your soul connect with hers. Our exquisite collection of lab-grown diamond bridal rings in 18kt white gold sporting 3ct center is sure to create a WOW or an OMG moment. Book now.

PHONE: 877-556-3728 WEBSITE: mercuryring.com

MK JEWELRY SKU: E414953A SKU: PN414449 The captivating pear-shaped diamonds surrounded by a unique beads inspired frame create an adorable effect that compliments every occasion. Available in two-tone 14kt gold. Chain included.

PHONE: 800-984-8900 FAX: 212-213-1078 WEBSITE: mkjewel.com

ORO ALEXANDER

Architecture Ring / Shark Tooth Hoops SKU: RG458-1BKW47 SKU: EK442-1.5BKW4Y Bold and sophisticated – a glimpse at two of our structural, contemporary designs featuring dramatic black and white diamonds framed in high polished yellow gold.

PHONE: 800-782-1231 WEBSITE: oroalexander.com

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Vendor Showcase REKO SETTINGS

Pure Diamond Collection by REKO SKU: DN-BZD A must have everlasting floating diamond pendant.

This classic solitaire natural earth grown diamond is secured in a bezel setting. Crafted in 14kt gold.

Available in yellow, white and also rose gold.

Complemented with a beautiful sturdy adjustable length of 16” to 18,” our fine gold design necklace provides the absolute perfect fit for any occasion, wardrobe or neckline.

PHONE: 800-736-0885 WEBSITE: rekosettings.com

REMBRANDT CHARMS

New Trending Charms for 2023 SKU: SRR-01185WHT

Charms can represent memories that will last generations.

We have thousands to choose from, including engravable and photo art to give them a personal touch. Available in sterling silver or gold, with a lifetime warranty.

PHONE: 800-828-7840 WEBSITE: rembrandtcharms.com

SMILING ROCKS INC.

Smiling Brides Collection SKU: SRR-01185WHT

Offering an extensive collection of lab grown diamond engagement and wedding rings designed with classic and timeless jewelry. The rings are available in three different center stones: 1ct, 1.5ct, and 2ct and in six different shapes perfect for any bride.

PHONE: 212-596-4163 WEBSITE: smilingrocks.com

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Vendor Showcase STEVEN ROYCE SKU: W1310W SX This eye-catching halo engagement ring features a 1.50ct sapphire with 0.86ct of diamonds and is available in 18K white gold.

PHONE: 516-466-0700 FAX: 516-446-0720 WEBSITE: stevenroyce.com

TI SENTO – MILANO SKU: 23002ZY 18kt and rhodium plated sterling silver bracelet with CZ. EMAIL: contact-usa@tisento-milano.com WEBSITE: us.tisento-milano.com

UNITED PRECIOUS METAL REFINING, INC. Refining Services United Precious Metal Refining, Inc. is the largest US-owned full service primary refiner for gold, silver, platinum, and palladium in the nation. They specialize in refining for the jewelry industry, processing everything from gold scraps to polishing sweeps and other jewelry manufacturing byproducts.

PHONE: 800-999-FINE FAX: 800-533-6657 WEBSITE: unitedpmr.com

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FAX FORM TO 641-792-9251 REGISTRATION DEADLINE: TUESDAY, DECEMBER 27, 2022

MEMBER REGISTRATION FORM

Please write name of show attendee(s) below for buying floor badges.

Also include individual email addresses for each attendee for access to the RJO Event App.

REGISTER ONLINE HERE

Name:_______________________________________________________ Email: ������������������������������������������������������������ Name:_______________________________________________________ Email: ������������������������������������������������������������ Name:_______________________________________________________ Email: ������������������������������������������������������������ Name:_______________________________________________________ Email: ������������������������������������������������������������ FRIDAY, JANUARY 27

# ATTENDING

# ATTENDING

# ATTENDING

3 - 4 p.m.

Affiliate Meeting: Wilkerson

________

4 - 5 p.m.

Affiliate Meeting: JD & Co.

________

5:30 - 6:30 p.m.

Affiliate Meeting: IGI

________

3 - 4:30 p.m.

Affiliate Meeting: The Edge

________

5 - 6:30 p.m.

Affiliate Meeting: Gems One

________

5:30 - 6:30 p.m.

Next Gen Meet & Greet

________

4 - 5 p.m.

Affiliate Meeting: Earth Pebbles

________

5:30 - 6:30 p.m.

Affiliate Meeting: AVA Couture

________

6:30 - 8 p.m.

Kick-off Reception

________

SATURDAY, JANUARY 28 7:30 - 9 a.m.

Seminar Continental Breakfast

________

8:30 - 9:20 a.m.

How to Get Started with Estate Jewelry Without Using Your Own Money Radio and Billboards – Proven Ways to Make These Powerful Mediums Work for You Better Than Most Businesses Ever Experience Resilient Leaders: 5 Steps to Reduce Stress, Burnout and Maximize Your Potential as a Leader in Your Business BUZZ SESSION: Post-Holiday House Cleaning, Keep the Best and Getting Ride of the Rest The Profit Panel

________

________

________ ________ ________

9:30 - 10:20 a.m.

Selling Bridal – Our Constant in a Changing World_______ Navigating Our Shipping Landscape to Ship Smarter and Safer ________ The Fine Art of Managing a Sales Floor ________ BUZZ SESSION: Let’s Talk RJO with Sabrina and Erin ________

SUNDAY, JANUARY 29

MONDAY, JANUARY 30 8 - 9:30 a.m.

Sharing the Best of Your San Antonio Experience & Continental Breakfast

9:30 - 11:20 a.m.

DOUBLE SESSION: Another Deep Dive into the Current Diamond Market 10:30 - 11:20 a.m.

Influential Trends for 2023 and Beyond Recession Proof Your Business BUZZ SESSION: I Hired a Manager - Now What?

10:30 a.m. - 12:20 p.m.

DOUBLE SESSION: Changing Your Average Ticket

________ ________ ________ ________

________ ________ ________

________

12:30 - 2 p.m.

General Membership Luncheon and Keynote Presentation Regular meal preferred ________ Vegetarian meal preferred ________ Kosher meal preferred ________ Gluten-free meal preferred _____ x $40 (for each meal beyond 4) Subtotal $_______ 5:30 - 7 p.m.

Buying Floor Welcome Reception

________

6 - 7 p.m.

Next Gen Social Hour

________

7 - 8:30 p.m.

European Rock Tour Reception

________

# ATTENDING

# ATTENDING 8 - 9:30 a.m.

Brain Gain Sessions 5 - 6 p.m.

RJO Happy Hour

________

6:30 - 9:45 p.m.

Riverboat Dinner Cruise Excursion ______ x $130 per person Subtotal $

________ ________

________

# ATTENDING

# ATTENDING

________

________

11:30 a.m. - 12:20 p.m.

Navigating the Wasteland of Color Gemstone Information Online ________ Burn the Ships, Drive Change, and Create a Lasting Clienteling Culture ________ Next Gen BUZZ SESSION: Cooking Up a Recipe For Retention - Customers AND Employees Special Event - Chic Pistachio Panel ________

# ATTENDING

7:30 - 9 a.m.

Breakfast Regular meal preferred Kosher meal preferred ____ x $40 (for each meal beyond) Subtotal $ Vegetarian and gluten-free options will be available on the breakfast buffet.

# ATTENDING

# ATTENDING

# ATTENDING

2 - 3 p.m.

Farewell Event

________

Total (if applicable) $ _______________

Please don’t forget to make your hotel reservation at RJOMembers.com Fax form to 641-792-9251, mail to RJO, P.O. Box 1045, Newton, IA 50208, or register online at RJOMembers.com. If payment is necessary for activities, call RJO at 800-247-1774, ask for Kristi Nelson to request your credit card payment authorization form.

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REGISTRATION DEADLINE:

Tuesday, December 27, 2022

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