In the loupe july 14

DID YA KNOW?RJO Buying show MORE ON PAGE 2

WELCOME TO OURNEW VENDORSRead about our 15 newvendorsPAGE 6

BUYING SHOWREGISTRATIONQUESTIONS?If you’re a jeweler member,call Kristi Nelson in the RJOoffice at 800-247-1774 or e-mail: [email protected] any questions. If you’rea vendor member, youshould contact Mary Hargerat 800-247-1774 or e-mail:[email protected] withany questions.

I N T H ELOUPE

July 2014 � Issue 56

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

The Ultimate Jeweler Resource

THERE’S NOBUSINESS LIKETHERE’S NO

BUSINESS LIKE

Register Early

for Some Great

Perks!

Serving as RJO’s Fall Buying Show’s host city, Minneapolis—“The MiniApple”—offers a small town feel inside a friendly and dynamicmetropolis. The stars of this show will be you AND RJO’s terrific playbill ofvendors, who will delight members with hot new selections, amazinginventory, specials just for this Show, and, as always, a few surprises.

In addition to the great deals you’ll find on the Buying Show floor, RJO hasset up a number of membership benefits as well, including:- up to three consecutive nights’ stay at the Hyatt Regency Minneapolis;- buying discounts, via RJO Purchase Vouchers for qualifying members; and- one $10 lunch coupon (for concessions on the buying floor) for each

store.

Show you mean business, by registering for the Buying Show today!The Registration Deadline is July 18, and registration is easy—just go to:rjomembers.com, log in, and go to the Buying Show section. You’ll be ableto register online in a matter of minutes. July 18


In the Know with RJO by RJO CEO Mary Peterson

Did ’ya know? RJO Buying Shows

Minneapolis: Did ‘ya know?

• We have created a great roster of seminars aswell as a powerful keynote speaker, includingBrigadier General Steve Ritchie. Get excited forsome great learning!

• We will have the Event App again for the show, tohelp you keep organized and informed.

• The Idea Center on the show floor will allow youto have one-on-one discussions with seminarspeakers and social media trainers.

• NEW at this show, we will offer Idea ShareMeetings on Friday evening. These meetings willbe a great opportunity to learn from your RJOpeers. In these professionally facilitated sessions,RJO jewelers have the opportunity to be pairedwith stores of a similar size to share ideas, bestpractices, and discuss hot topics. These will behighly interactive sessions in which theparticipants choose the discussions topics.

• Meet all our great vendors and our newlyselected vendors to see all they have to offer. No doubt they can meet all of your needs.

Education: Did ‘ya know?

• The Next Generation Experience held May 17-19in Chicago went very well. We are working onimproving the curriculum based on the feedback

we received. Plans already have begun for theExperience in 2015 which also will be held in May.We will be sending out details soon.

• We will be having a program October 19 - 21 forowners of stores planning their succession. Thiswill be for owners who are planning successionto be final in the next 3-8 years. It will be held inChicago, and it will be an interactive learningexperience. There is limited space. If you areinterested, please contact me at:[email protected].

Opportunities: Did ‘ya know?

• It is time to make your travel arrangements forour great buying trips!!!!

- Antwerp: October 4th-9th and October 11th-16th

- Idar-Oberstein: October 9th-13th and October 16th-20th

- Israel: October 24th - November 1st (Note datechange)

• On-line bill pay and statement review is nowavailable via the RJO website. Now it is eveneasier to pay your bills with our on-line program!

• If you are not on the RJO Facebook page and theChat Channel you are missing out! They are bothgreat tools to learn and share!!!!!

RJO CEO

RJO Board NewsWe would like to congratulate incumbents AG Becker and Jeff Wickersham on their re-election to the RJO Board of Directors. We also would like to thank candidates NancyEcklund, Jeffrey Kaiser, David Peters and Larry T. “Tod” Ross for their interest inserving the membership and willingness to give their time and talent to the organization.We truly appreciate their commitment!


S E R V I C E S

Centralized Billing

Patronage Dividend

RJO Website (rjomembers.com)

Buying Shows (Fall/Spring)

RJO Chat Channel

In the Loupe – RJO’s newsletter

Free Print and Radio AdLibrary (on the RJO website)

Educational Seminars (at the Buying Shows)

Member-to-MemberIncentive Program(Recruitment Program)

Organized Buying Trips to Antwerp and Idar-Oberstein, and Israel

RJO Directory

Travel Vouchers at Shows(offered at varying times)

Free Hotel Room Incentive(at the Buying Shows)

RJO Informational E-mailBlasts

Purchase Vouchers(at the Buying Shows)

RJO Membership Certificate

Education on the GoPodcasts and Webinars

Private Label Credit CardService

JewelConnect

From the RJO Chat Channel

THE CHAT CHANNEL ON THE RJO WEBSITE(rjomembers.com) hosts a variety of interestingdiscussions each month. Here’s an editedpost—and responses to it—that can be foundin the RJO Jeweler Business area, under theheading “Christmas flyer or not?”

Post: I haven’t done a Christmas flyer in years,but I am considering it this year to test the flyer waters again. I was looking atflyers that are filled with price-point stuff that really doesn’t motivate me.They do, however, have a couple of options that allow me to add product. Isanyone using a company to create their own or had successful results with aflyer?

Response One: Like you I had not done a flyer in years. Sent out 11,000+ byUSPS "Every Door Direct.” Only sold seven pieces of one style at $39.95 (cost$29.95) out of the flyer. It will be a while before I do a flyer again.

Response Two: I tried 24,000 last Christmas, direct to every home. Sold ninepieces, of which seven were sterling. Not again.

Response Three: Not for me either. It’s funny; vendors say they work great,and I'm still waiting for a jeweler to say the same. I’ve created my own catalogas well, but I still think it's not worth the money. I’m going to just hit my ownlist with 6x10 type mailers three to four times during the Christmas season.

Response Four: Years ago I sent out four to six flyers per year: JanuaryMarkdowns, Valentine’s Day, Mothers Day, Clearance Flyers, plus a couple atChristmas. They worked, and gold was reasonable, so stocking the flyer wasnot the commitment it is today. For us they haven’t worked in years andaren't cost effective. What does work for us? Oversized post cards that push aspecific event and build our brand. We mail our list two to three times peryear and pick specific carrier routes for expanded general mailings duringChristmas. It’s cost effective, and for many events, one sale to a client will payfor the entire mailing. It could be anything from an Anniversary Event, Repairand Jewelry Tune-Up Month, Vault Jewelry Disposal, 60 Percent Off for 60Minutes, or a special offer or gift card. New promotions receive 100 percentof our effort. If it doesn’t work, we have no “what ifs?” Every event must havea substantial return on my time and monetary investment, or we won’t run itagain. We also use radio year-round. Everyone has had an event that wassuccessful. You might try repackaging it with a new name and running it twicea year, say in April, and then six months later in October. New name with thesame mechanicals. What doesn’t work for us? In the past five years, I haven’thad success with remount sales, trunk shows, two-to-three-day diamondevents, or anything that highlights an individual vendor’s merchandise.

July 18


JewelConnect to launchupgrade that allows storecustomizationJEWELCONNECT.COM, the RJO-exclusive Internet marketingsystem grew 350 percent inpageviews during the past 12months, from June 2013 to July 1, 2014. This increase iseven more impressiveconsidering that two years ago,the pageview increase showed550 percent growth.

“The growth is due to twothings really,” says AndrewBoundy, JewelConnect’smanager. “Namely, weoptimized the site better withour 2.0 roll-out, but also thesite has become establishedafter more than three years,and the search engines likethat,” he continues.

With around 600 RJO Retailerson the system and more than50,000 pieces of easily

searchable jewelry, theJewelConnect system also hasgrown in functionality, perhapsanother reason for the higherusage.

“The site is fully mobile, allowsinventory upload, diamondretailing, blogging,customization and muchmore,” says Thomas Roethling,JewelConnect’s data manager,adding, “but we’re developingmore functions all the time,”

Also, at the upcoming BuyingShow in Minneapolis, Boundysays that JewelConnect teamwill be announcing“JewelConnect Custom,” asystem allowing an RJOmember full control over allaspects of their store’s website,providing a totally custom suiteof look, function and ability.

RJO SponsoredTrips 2014

Hosted by Liz Schlauch and Jeff HorlacherAntwerp: October 4-9Idar-Oberstein: October 9-13

Hosted by Connie & Steve MatsenAntwerp: October 11-16Idar-Oberstein: October 16-20

When you take advantage of thisoutstanding opportunity, you’llqualify for these incentives:

• First-time travelers receive $500toward travel expense

• Free 19-inch TV/DVD player,with Antwerp Advantage DVD

• Personalized DVD filming at FallBuying Show

• Overseas hosted dinners• “How To” marketing guide• Entry into a drawing for 1ct tw.

diamond studs

Hosted by Randy Pedersen and Jennifer ZachariasOctober 24 - November 1

In addition to providing amarketing DVD and posters, RJOand sponsoring vendors willprovide stores with these perks:

• $250 travel voucher with anypurchase in Israel (checksmailed following the trip)

• a 2 percent discount on allpurchases made in Israel


July 18

By Kate Dickens, Herteen & Stocker Jewelers, Iowa City, IA

Will you get me a cup of coffee!?!?

THIS WAS ONE OF THE MANY questionsparticipants were asked during our time at the firstannual RJO Next Generation Experience. It had usall scratching our heads a bit: “How did asking for acup of coffee have anything to do with what we doevery day?” It’s a simple, general question, butwhat we learned is if we don’t specify exactly HOWwe want our coffee, we may not get exactly whatwe want. How many times do we ask someone aquestion without first fully explaining what wewanted to know? It made us realize we need totake the time to fully engage our employees andco-workers, to make sure that we arecommunicating what we really want from them.We also need to ask our store owners the clarifyingquestions to ensure we will do the task correctlyand to their satisfaction … in turn, getting thatperfect cup of coffee!

Another eye-opening question was posed aboutasking ourselves “The Why.” So many of us werethinking backwards, in regards to WHAT we sell,HOW we sell it, and finally getting to the WHY wesell it. We learned that we need to reverse the wayour minds think. We need to step back and thinkabout the WHY; why are we selling this piece ofjewelry to this customer? Starting with the why, welearned, will help us transition to HOW we sell it,how we engage our customers and how we createan experience for them every time they step footin our store. This will then lead us to the WHAT; thepiece of jewelry they came into the store to buy. Ifwe only show the what, we miss out on the whyand creating the ultimate experience for ourcustomers.

After we drank our coffee and asked ourselveswhy, it was time for some answers. We had thechance to really break down, focus, and discusshow we can all sell diamonds better. We weregiven seven simple steps to work through whenthe engagement customer walks into the store.Today’s consumers are educated; they have somany ways to research and gather information

before walking into our stores. We need to realizethat it can be an intimidating feeling walkingthrough the door, and if we take a moment, slowdown, and listen, we have a greater chance ofproviding the optimal experience—and in-turn—making the sale … every time. You will have a veryhappy soon-to-be engaged customer, who walkedin a bit timid, but will walk out with you as theirtrusted jewelry resource.

This Next Generation experience was incredible! I got the opportunity to network with so many newpeople, as well as visit with my old RJO friends. Theexperience allowed me to no longer feel alone, andI realize there are so many of us facing the samechallenges and posing the same questions. Fromthe roundtable time to the few beer buckets weshared, this experience has made me recognizethat I am right where I need to be, and I shared mypassion with many of the RJO NextGen retailers. I have all the support from my peers, the RJO staff,and the vendors to succeed in this ever-changingretail world.

RJO, along with sponsoring vendors Stuller and RDI,launched the first-ever Next Generation Experience,from May 17-19, 2014, at the Hyatt Lodge in Chicago, IL.The theme was “Creating Ultimate Jewelers of theFuture.”

RJO CEO Mary Peterson with representatives from the Next GenExperience sponsoring vendors Stuller and RDI Diamonds. Left toright: Jason LeMaire (Stuller), Mary Peterson, Maren Rosen (Stuller),Andrew Rickard (RDI Diamonds), and Aubre Ford (RDI Diamonds).

First Person: The RJO Next Generation Experience


New Vendors

Diamond EmotionsEast Lansing, MIRick Gouthrodiamondemotions.comOfferings: Bridal & Anniversary,Colored Gemstone Jewelry, SilverPhone: 517-574-4209; E-mail:[email protected]

First Image Design Corp.Great Neck, NYShawn Hematianfirstimagedesign.comOfferings: Bridal & Anniversary,Colored Gemstone Jewelry,Diamond JewelryPhone: 516-498-8282; E-mail:[email protected]

Goldstar IndependentNew York, NYAmit Patelgoldstarindependent.netOfferings: Bridal & Anniversary,Diamond JewelryPhone: 212-354-0984; E-mail:[email protected]

H.J. NamdarGreat Neck, NYEffy Namdar, Michelle Magrinohjnamdar.comOfferings: Bridal & Anniversary,Diamond Jewelry, LooseDiamonds Phone: 212-398-9564; E-mail:[email protected]

Heavy Stone RingsOrem, UTChad Anderson, Shawn Clarkheavystonerings.comOfferings: Family Jewelry, Men’sJewelryPhone: 801-765-4616; E-mail:[email protected]

Imani Bros.New York, NYBenny Imani, Art Kahnimanibrosllc.comOfferings: Bridal & Anniversary,Colored Gemstone Jewelry,Diamond Jewelry, Sells MostCategoriesPhone: 212-575-2900; E-mail:[email protected]

Jewelry Ads That WorkEdmonds, WAMichael Buleyjewelryadsthatwork.comOfferings: Media Support: TV,Print, Radio, Billboards, Signage,Direct Mail, Online Ad MaterialsPhone: 800-733-9350; E-mail:[email protected]

Keep Me ConnectedEdmonds, WATiffany Gonzalezkeepmeconnected.comOfferings: Social MediaMarketing Support: Facebook,Pinterest, E-mail Marketing,Graphic Support, ConsultingPhone: 206-316-6909; E-mail:[email protected]

Kit HeathProvidence, RIChad Mollica, Steven Verduccikitheath.com, kitheathretailer.comOfferings: Chains & Necklaces,Gifts, SilverPhone: 401-276-0300; E-mail:[email protected]

Landstroms–MT Rushmore JewelryRapid City, SDBrandon Keyserlandstroms.comOfferings: Colored GemstoneJewelry, Silver, Black Hills Gold,Sells Most CategoriesPhone: 800-343-0157; E-mail:[email protected]

Merit Diamond CorporationHollywood, FLErik Kaplanmeritdiamond.comOfferings: Diamond Jewelry,Branded Collections: SirenaCollection, Juno Lucina, The MfitCollectionPhone: 954-883-3660; E-mail:[email protected]

Midas ChainBergenfield, NJSam Samuel, Mark Dorismidaschain.comOfferings: Chains & Necklaces,Silver, Sells Most CategoriesPhone: 201-244-1150; E-mail:[email protected]

Premier Fashion BrandsMinneapolis, MNClaudio Garcia, Mike Marroutisento-milano.com, mi-moneda.comOfferings: Chains & Necklaces,Colored Gemstone Jewelry,Diamond Jewelry, SilverPhone: 786-763-2211; E-mail:[email protected]

Rapaport InternationalNew York, NYEzi Rapaport, Ziggy Spindlerrapaportauctions.comOfferings: Auction service forsellers and buyers. Memberssend goods direct to Rapaport tosell for them.Phone: 646-572-8556; E-mail:[email protected]

Star SolitaireNew York, NYVimal Shah, Pady Shahstarsolitaire.comOfferings: Loose DiamondsPhone: 212-704-4188; E-mails:[email protected],[email protected]

Learn more about each of these vendors and their discounts in the Vendor Directory at rjomembers.com These vendors also will be showing in Minneapolis.


Show LocationMinneapolis Convention CenterHall D1301 Second Ave South612-335-6035 • Fax: 612-335-6694

Complimentary Three Nights’LodgingAll qualifying members of RJOreceive up to three consecutivenights’ lodging, compliments ofRJO. Located in the heart of downtownMinneapolis, the newly renovatedHyatt Regency is in the center ofthe city’s many attractions – butwith a chic restaurant, granitebaths, a heated pool and a sauna.

EASY ONLINE RESERVATIONSave time by reserving your roomat RJOMembers.com. If you’ve lostor don’t have a username andpassword, call RJO at 800-247-1774.

You may also register by phone:Call 888-421-1442 and ask for theRJO block.

The negotiated RJO rate of $164applies to non-qualifying membersand/or stays longer than three nights.RJO will not cover suite upgrades oradditional persons in the room.Reservations must be made directlythrough the hotel or online to qualify.You are responsible for making yourown reservations.

Meet 10 New Vendors!Just introduce yourself to ten RJOvendors you’ve never spoken withor used before. Ask for theirbusiness card. Then, return yourVendor Challenge envelope to astaff member at the registrationdesk by noon Monday, August 18.Then ... win cash prizes!

RULES: 1. Business cards received must

be from a vendor you haveNEVER purchased from before.

2. You must have 10 cards from10 different vendors, notrepresentatives.

3. You do not need to be presentto win. Prizes will beannounced at the CashGiveaway Farewell Reception.

CASH PRIZES:• First Prize: $750 • Second Prize:

$500 • Third Prize: $250

The Splendor ofPurchase Vouchers!Vouchers can give qualifyingmembers up to 2 percentadditional savings on everythingpurchased from our vendors atthe show, based on your store’s2013 purchase total. Your storetotal will be available to you onceyou’ve checked in at the show.

2013 Purchase Total AdditionalDiscount on All Show Purchases

$100,000 - $149,999.99: 1%

$150,000 - $199,999.99: 1.5%

$200,000 or greater: 2%

Important: You must complete yourPurchase Voucher Record, located inyour registration packet, and return itto RJO prior to the end of the buyingshow. To find out what yourpercentage will be before the showbegins, call the RJO office at 800-247-1774. Show voucher termsare six months.Q

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RJO Buying Shows are famous for recharging your spirit, relighting your fire, refreshing your approach to selling, and rekindling old friendships and making new ones.

And Minneapolis will be no different.

With a beautiful metropolitan downtown setting, Minneapolis has all the character you’ll wantto enjoy a weekend that’s sure to help you and your customers. In addition to the deals on the

Buying Show floor, the valuable seminars, and the training opportunities, you’ll have down-timeas well, including a scavenger hunt in the largest mall in the country.

July 18

Member Registration Deadline: July 18, 2014

Cancellation Notice If you have registered for the show and are unable toattend, you must notify RJO at least seven business days before the event (August 6) to avoid event charges. We also ask that you notify RJO at least sevenbusiness days in advance if you are unable to attend any seminars, outings orother events you registered for, but still plan to attend the rest of the show.Hotel cancellations must be made 24 hours prior to arrival.


EducationalSeminars

SaturdayAugust 16

FRIDAY, AUGUST 15Half-day Bench Training Session,1 – 5 p.m. Mall of America Scavenger Huntand Sea Life Aquarium Walk-through,* 1 – 4 p.m.RJO Golf Tournament,1 p.m. (Shotgun Start Early)Member Show Registration,4 – 6 p.m. Idea Share Meetings, 7 – 8:30 p.m.Abbott Users’ Meeting,7 – 10 p.m.

SATURDAY, AUGUST 16Seminar Attendee ContinentalBreakfast, 7:30 – 9 a.m.Seminar/Show Registration,7:30 a.m. – 12:30 p.m.Seminars, 8:30 a.m. – 12:20 p.m.Show Registration, 12:30 – 7 p.m.General Membership Meetingand Luncheon, 12:30 – 2 p.m.Keynote Address, 1:15 – 1:55 p.m.Buying, 2 – 7 p.m.RJO Idea Center, 3 – 7 p.m. Welcome Reception, 5 – 7 p.m. Antwerp Trip Video Filming,7 – 9 p.m.Overseas Buying Trip Reception,7:30 – 8:45 p.m.

SUNDAY, AUGUST 17Member/Vendor Breakfast andRoundtables, 8 – 9:30 a.m.Show Registration, 8:30 a.m. –5:30 p.m.Buying, 9:30 a.m. – 6 p.m.RJO Idea Center, 10 a.m. – 5 p.m.Press Release Photos, 1 – 3 p.m. Antwerp Trip Video Filming,1 – 5 p.m. Israel Trip Video Filming,2 – 5 p.m. Happy Hour, 5 – 6 p.m.Sunday Evening Gala, 6:30 – 10 p.m.

MONDAY, AUGUST 18Minneapolis ExperienceDiscussions and Breakfast, 8 – 9:30 a.m.Show Registration,8:30 a.m. – 2 p.m.Buying, 9:30 a.m.– 3 p.m.RJO Idea Center,9:30 a.m. – 12 p.m.Farewell Event, 2 – 3 p.m.Night at the Ballpark,*6:30 p.m.

* Cost of optional excursions is theresponsibility of the participant

Show and Event Schedule


Come to the RJO Idea Center to take a break from the buying roombuzz and share ideas, brainstorm or put your feet up with fellowRJO members. This will be a great location to gather and haveinformal roundtable discussions. RJO will have some points-of-interest and response cards on the tables to spark someconversation. It will be open throughout buying show hours. Thisdesignated area on the show floor will be the home to:

July 18

FRIDAY: MALL OF AMERICASCAVENGER HUNT AND SEA LIFEAQUARIUM WALK-THROUGHHead to the Mall of America (MOA) for theultimate competitive adventure. Test yourknowledge of the MOA with a 32-questionchallenge. Go behind the scenes and gain anexclusive look at a day in the life of anaquarist. Travel above the tanks to see manysea creatures up close and personal. Bus leaves the Hyatt at 12:30 p.m. Tourstarts at 1 p.m. and ends at 4 p.m. Busleaves MOA at 4:15 p.m.Cost: $62 (all-inclusive)*

SUNDAY: GALA AND AWARDSPRESENTATIONWelcome to an evening sparkling with theglitz and glam of old Hollywood! The night’sentertainment will begin with a classicorchestra playing during dinner whilemember and vendor winners areannounced, transitioning into a Big Band.Continue the night of star treatment at thedressing room-style glam station for himand her makeovers. Afterward, have one ofthe artists sketch you in a famous moviescene!6:30 – 10 p.m.

MONDAY: GAME DAY EXPERIENCEEnjoy a trip to Target Field, home of theMinnesota Twins. An open-air ballpark,Target Field was built in 2010 and seats39,021. Take in a breathtaking view of theskyline from the opening of the stadium.The Minnesota Twins will be taking on theKansas City Royals for an All-American nightto remember.Bus leaves Hyatt at 6:30 p.m. Game starts at7:10 p.m. Shuttle service starts at the 7thinning stretch.Cost: $50 (all-inclusive)*

Fun and Games

One-on-One Social MediaTraining

Saturday: 2 – 5 p.m. Sunday: 10 a.m. – 4 p.m.Monday: 9:30 a.m. – noon

Beginning Social Media Users 1:1Intermediate Social Media Users 1:1Advanced Social Media Users 1:1

Chat with RJO LeadershipSaturday: 4 – 5 p.m.Sunday: 1 – 3 p.m.Monday: 10 – 11 a.m.

Here is your chance to sitdown and chat with RJO’s chiefexecutive officer MaryPeterson. Bring yourquestions, ideas and/orconcerns and Mary will bethere to discuss them withyou.

NEW RJO Idea ShareMeetings

Friday: 6:30 – 8:30 p.m.I Learn Best from Other JewelersFacilitated by: Barbara Hight-Randall, Kate Peterson andCharlotte PrestonIn these professionallyfacilitated sessions, RJOjewelers have the opportunityto be paired with stores of asimilar size to share ideas,best practices and discuss hottopics. These will be highlyinteractive sessions in whichthe participants choose thediscussion topics.

NOTE: Participants must indicate anemployee phrase on the registrationform to attend this session. RJO willuse this information to assign yourroom.

IDEA CENTERTOPICS

LEARN FROM OTHER TOPINDUSTRY PROFESSIONALS

Many of the RJO seminar presentershave made themselves available in

the Idea Center for one-on-onetraining and individual discussions.Be sure to review the topics below:

Social Media Training:Beginners/Intermediate/Advanced

MarketingMultigenerations in One Store

Sales Training & HiringBusiness and Taxes

Chat with the RJO LeadershipSpecial Events

LeadershipAll Things Shop/Bench/PricingMistakes and Lessons at Retail


Jeweler Profile

Marks of Design: The Marks of Excellent DesignLocated a little more than an hour from New York City isShelton, CT, home to Marks of Design. Kathleen “Kate”McNichols-Marks is the owner of the 15-year old store, adream come true, she says. A metalsmithing graduate ofState University of New York, McNichols-Marks has beenworking at the bench in the jewelry industry for nearly30 years.

“While in school, I began work in a jewelry store onNantucket Island,” says McNichols-Marks, “where I metmy future husband, Chris Marks. The store owners wereRJO’s very own Gary and Kelli Trainor, of Jewel of the Isle.Although they hated to see me go—I think—after sixyears, they became my biggest supporters when myhusband was transferred to Connecticut.” “I’ve workedfor large widely known jewelry designers, as well as smallindependents,” says McNichols-Marks, “until I finallyachieved my goal in 1999 of owning my own store.”

McNichols-Marks is the only jewelry store owner in thearea who is a true metalsmith/jeweler and designer. Shesays she approaches jewelry design differently than hermale counterparts.

“I wear jewelry, I pay attention to fashion trends, and mystore does not have your typical jewelry store feel to it,”she says. “My art background tends to show through,aesthetically. The inventory is eclectic. Some classics, butmostly unusual. We often hear our customers saying,’I knew I could come here and find something different!’”

McNichols-Marks says that all work is done on premises,trying her best to accommodate customers needs.

“I try to stay connected to the community as best I can,” saysMcNichols-Marks. “I do a lot of volunteering, and am amember of many area boards. Being in the public eye is whatcontributed to making my business successful.” A strong supporter of RJO, McNichols-Marks was recentlyselected to the Merchandise Review Committee (MRC).

I was thrilled to be asked to join the MRC, she says.” Thecommittee was very welcoming, and enthusiastic. As anewbie, I learned a lot on my first ‘assignment.‘”

“I am looking forward to adding lines from the newvendors we just signed on in Vegas!” she continues. “Itwas great listening to their presentations, learning thebackgrounds of their companies. Midas, MeritDiamond—they were all wonderful, and each hadsomething entirely different to offer our membership.Make no bones about it, your MRC is working hard,negotiating the best contracts for our members in RJO.Each member has their own style, and skill set.”

McNichols-Marks is also a fan of RJO-sponsored trips,having traveled to Antwerp annually for the last decade.

“This is one of the best opportunities to take advantageof,” she says. “The experience of being in the ‘hub’ of thediamond district, a European country, the culture, in andof itself is enough reason to go. I wrote a local articleabout my Europe trip, and I had a gentleman walk inand purchase a $25,000 diamond, as he was impressedby my personal knowledge, and that I had actuallytraveled for diamonds at the source. That alone saysvolumes. And of course, consistency helps; ten years oftraveling to Antwerp is great marketing!”

Marks of Design is located at 500 D Howe Ave in Shelton, CT.Phone: 203-924-0030. Website: www.marksofdesign.comKate McNichols-Marks, and her husband, Chris.


July 18

Corwin’s JewelersTimothy CorwinSouthhampton, NY

Eric Michaels Fine JewelryEric PaulStuart FL

Leon G JewelersGary GeisenLansing, MI

Marthaler Jewelers IncAlexander (Andy) MarthalerAshville, NC

referred by Aubre Ford, RDI, Rochester, NY

Mees JewelryBrian WheelerChillicothe, OH

Robins JewelryCathy and Dennis RobinsCollierville, TN

Sam Taylor Fine Jewelry Bob ThurberWillard, OH

NEW MEMBERS

Thank you to the jewelers referring new members to our group. These jewelers will receive a $1,000 finder’s fee for their referral, payableafter a new member has been in good standing for at least six months.

Paul Norman Borel, IT manager and a watch parts expert for 40 years at Jules Borel & Company inKansas City, MO, died May 24. He was 61.

Donald H. Pedersen passed away June 1 at the age of 90, and Barbara Jo Pedersen passed awayJune 12 at the age of 87. Donald and Barbara Jo are the parents of Randy Pedersen, owner of TheDiamond Center in Wayne, NE. Randy also is a dedicated member of the RJO Merchandise ReviewCommittee and host of the RJO-hosted buying trips to Israel.

Our thoughts go out to each and every family.

MILESTONES

“WITH MORE THAN 400 USERS and 18,000 page viewson our inaugural buying show app, this show’s app isbound to top that!” says Mary Peterson, RJO CEO. “We’vefound this to be a great way to get vital showinformation to RJO show attendees!”

This application, built for the iPhone, iPad or Androiddevice, is the 2014 RJO Buying Show Information Center.This official event app has everything attendees need tonavigate, sync, schedule, and discover all the upcomingRJO Buying Show has to offer:

• Browse all seminar sessions, speakers and exhibitors• Build your own conference schedule• Build a personalized map of the RJO vendors• Connect with other attendees and share contact info• Download all seminar presenter documents• Know what’s going on with the “What’s On” feature• Complete event surveys• And much more

As this issue of In The Loupe goes to press, the app isstill awaiting approval for the Apple App Store; it shouldbe available soon. If you have questions about the RJOEvent App, please contact: Sarah Streb, RJO COO, at:[email protected]

The RJO Buying Show App is ready for Minneapolis!


FREE CLASSIFIEDS

JULY 2014

All payments must be received in RJO office

Retail Member Show Registration deadline

All invoices must be received in RJO office

The Ultimate Jeweler Resource

AUGUST 2014

All payments must be received in RJO office

RJO Buying Show, “There’s No Business Like ShowBusiness,” in Minneapolis, MN

All invoices must be received in RJO office

LOOKING FOR PERIOD JEWELRY: Consistent buyer of genuine period jewelry (with or without stones), filigreestyles, old European-cut diamonds. I will pay at least 30 percent above scrap for mounting and full wholesalefor center diamond. Immediate payment. RJO member references available. If you prefer to send a package, Iwill make an offer within 24 hours of receipt. E-mail: [email protected]

WANTED: Career retailers! If you truly love what you do, but are looking for growth, development andappreciation AND are ready to be a long-term, important part of a respected, quality-focused organization, send your resume to: Diamonds and Gold International, Inc., St. Louis Park, MN. E-mail: [email protected]

To place your FREE classified advertisement in the next issue of In the Loupe, send your items by September 1, 2014, to Christopher Greenvia e-mail: [email protected]; or via mail: RJO, P.O. Box 1045, Newton, IA 50208.

PRST STD US POSTAGE

PAIDBRAINERD MNPERMIT NO 472

CALENDAR

In the loupe july 14

Documents

Transcript of In the loupe july 14