DID YA KNOW?RJO, along with sponsoringvendors Stuller and RDI,will launch the first-everNext GenerationExperience, from May 17-19, 2014, at theHyatt Lodge in Chicago, IL.MORE ON PAGE 2

BUYING SHOW

REGISTRATION

QUESTIONS?If you’re a jeweler member,call Kristi Nelson in the RJOoffice at 800-247-1774 or e-mail: kristi@rjomembers.comwith any questions. If you’rea vendor member, youshould contact Mary Hargerat 800-247-1774 or e-mail:mary@rjomembers.com withany questions.

I N T H ELOUPE

December 2013 � Issue 53

RJO RETURNS TOSAVANNAH

THIS JANUARYFOR SOUTHERNSPLENDOR—

THE RJO SPRINGBUYING SHOW

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

The Ultimate Jeweler Resource

Lots MoreInformation

on Pages 7-9!

Register Early for

Some Great Perks!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO, Stuller, and RDI are extremely excitedto announce the launch of:

The Next Generation Experience: Creating Ultimate Jewelers of the Future

RJO, along with sponsoring vendors Stullerand RDI, will launch the first-ever NextGeneration Experience, from May 17-19,2014, at the Hyatt Lodge in Chicago, IL.

Our Vision:

Create an impactful curriculum of hands-onlearning and interactive dialogue to aid thenext generation of retail jewelers inpreparing for the future of our industry andtheir business.

Engage participants to ensure continuedlearning occurs after the initial gathering.

The Experience:

Logistics:

The goal is to have a minimum of 30 storesrepresented by one next-generation owneror manager of an RJO store.

No registration fee required.

RJO, RDI, and Stuller will take care of alllodging and meal expenses. Participantsonly need to pay for their travel to theexperience.

Two-Day Event Dates:

Saturday, May 17, 2014Program begins at 3 p.m. Event runs through Monday, May 19, 2014,at noon.

The Curriculum: The Next Generation Experience willconcentrate on three major areas:Personal Development Skills• Becoming a Strategic Thinker• Preparing for Change

• Making Choices: Choosing what to do andwhat not to do

• Managing Yourself and Others• Dealing with Conflict

Business Development and Design forthe Future• Annual Operating Plan• Inventory • Store Design and Display• Vendor Relations and Buying• Marketing to the Younger GenerationThe Future of the Industry• Trends• Fashion and Product Design• Continued Learning

If you are interested in attending theinaugural Next Generation Experience, pleaseemail maryp@rjomembers.com. Registrationfor this exciting experience will be on a firstcome, first serve basis, so get your name onthe list today!

In the Know with RJO by RJO CEO Mary Peterson

Did ’ya know?

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

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(www.rjomembers.com) hosts a variety ofinteresting discussions each month. Here’s anedited post—and responses to it—that can befound in the RJO Jeweler Business area, under theheading “Our competitor is using a gimmick forholiday sales, how to counter?”

Post: Our main competitor is advertising “Stop in to find out how to get yourChristmas gifts for free.” They say if it snows six inches from noon to midnighton New Year’s Day, all purchases made from now until Christmas will be free(Farmers’ Almanac says it’s not going to snow).My question is “How do we counter that?” In general, we’ve been known bycustomers to have far more variety and better prices in our store. I would just like to know some ideas on what we could do as far asadvertising, so this doesn’t hurt our holiday sales? I’m not big on gimmicks; I’drather just give the best prices and have the best service! Any thoughts?

Response One: This promo has been around for years. Tell your clients thatthe Farmers’ Almanac indicates no snow. Tell your clients that most of theseevents are insured, and they will probably be paying higher prices to coveryour competitor’s premiums. Tell your clients that your selection and pricesare the best—would you really buy something you don’t want and possiblypaid too much for—because it might snow? Tell your clients that, in many ofthese promotions, they can’t bring the merchandise back for a full refund. Tellyour clients that many states don’t allow for a refund of the sales tax portionof their purchase. Be careful not to bend your clients’ ears on all of the above.Instead sell them some jewelry! You might also consider taking that page outof the Farmers’ Almanac and enlarging it to 18 x 24 inches, mount it onFoamcore, and put it on the counter. Have a profitable Christmas.

Response Two: I’ve done this promotion two times. It hit both times, and Ipaid out over 300K to my customers. I’m doing it again right now throughDecember 18th. The increase in sales of over 50 percent means one does nothave to increase one’s prices to cover the cost of the promotion. Running thatpromotion shows good will to our customers, and they love it. Over 70percent of the customers who participate will spend the money with you if ithits. There are no premiums or advertising fees associated with the refundmoney they spend. Competitors definitely do not like it at all. Most do exactlywhat you suggest, but the premise is false. That is why I address thosestatements on my website. You could always do “Wow” cards if you don’t feelthat’s a gimmick. The bottom line is that your core customers will come toyou no matter what your competitor is doing.  Any well-run promotion will getsome new people in the door, but the only reason they will come is if theydon’t have an established jeweler or they are upset with their establishedjeweler. I hope this post is read as informative. That is my intent. I hopeeveryone has a very profitable season. 

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

DIVIDEND CHECKS

COMING SOON! As the year comes to anend, RJO will be calculatingyour 2013 patronagedividend percentage andsending you your dividendcheck! Only RJO pays itsmembers cash dividendsbased on everything theypurchase from ourworldwide, brand-namevendors. It can amount tothousands of additionaldollars of discretionaryincome each year whichcan help make everythingflow a little easier. Watchthe mail for your check,which will be mailed thelast week of January 2014.

AN UPDATE ON

ONLINE BILLINGRJO leadershipcommittees have beentesting the online billingfeature for the past fewmonths. The current planis that RJO membersshould be able to paytheir bill online by the endof the year.

Rave reviews still coming in fromRJO’s overseas buying tripsIN THE OCTOBER ISSUE OF IN THE LOUPE, a number of travel diaryentries were run from RJO members who took advantage of theannual overseas buying trips. More accolades have come in sincethen, and here are some highlights:

Delightful dinners, tours, and diamond prices provided by participatingvendors were all highlights of the trip. We hope all RJO jewelers willconsider taking the Israel trip. You will find Israel to be a pleasantlyamazing country to visit.

- Kathy and Earl Butler, K E Butler & Co Jewelers

Having been to both Antwerp and Israel now, I can see how different thetwo are and why they have their different strengths. The Israel diamond

exchange had such a “buzz” going on. We sawmany absolutely incredible diamonds. It helpsremind us about the “wow factor” we can giveour customers. In Israel, we always felt safe,the weather was perfect, and the beach wasstunning! The perfect blend of business andpleasure! I would absolutely recommend it.

- Keena McArthur (pictured), McArthur Jewelers

Stuller’s Bridge conference attractsnearly 50 attendees from RJOSTULLER, INC. HOSTED ONE OF ITS POPULAR BRIDGECONFERENCES this past October 7 in Lafayette, LA, and more thanfour dozen RJO members were in attendance. Geared toward ownerswho want to be “tomorrow’s jeweler,” the conference reviews Stuller-designed structured solutions that include new in-store sellingtechnologies, customization tools and expanded virtual inventory.

Renie Mroczenski, manager of WickershamJewelry in Rothschild, WI, attended theconference.

“I was very impressed  with the Stuller Bridgeevent,” says Mroczenski. “They held a sensationalevent from the beginning to the end. The visionof the company—and their unrelenting focus—is amazing. There areso many things I like, but the employees and their pride and respectfor Stuller—as well as Stuller’s respect for their employees—is at thetop of my list.”

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Just in time for the holiday:Marketing your private label credit card programFOR MANY CONSUMERS, the flexibility topurchase what they want, when they want it—evenif they prefer not to use cash or a bankcard to doso—makes applying for and using a private labelcredit card a very attractive prospect. However,retailers can—and should—leverage the power oftheir private label credit card programs by activelymarketing them to potential and existingcardholders alike.

“Contrary to what merchants may assume, theinnate appeal of private label credit cards, while verystrong, needs a strategic marketing push,” saidPatrick Housel, Vice President, Marketing at TD RetailCard Services (TDRCS), which ranks among NorthAmerica’s largest private label credit card companies.TDRCS provides a private label credit card solutionfor RJO members in the form of its L.J.C. (Luxury,Jewelry, Class) card, a full-featured, revolving privatelabel credit card created specifically for independentretailers of jewelry and other luxury items. Considerthe following strategies:• Offer special financing plans, such as zero

percent interest on purchases for six months.Such plans can increase salesduring slow months andencourage shoppers to spendmore in peak periods, such as theholiday season.

• Send out promotional mailings. Mine yourstore’s database for the names of cardholderswho have not patronized your store recently,and then create a targeted direct mail promotionbased on previous purchases. Targeted mailingssent to select consumers who do not hold yourprivate label credit card, but may be interestedin applying for it, can also be effective inincreasing your account base.

• Communicate via monthly customer statements.Bundle inserts into monthly statements thatfeature a special offer or a description of newmerchandise that cardholders can purchase withtheir private label credit card.

• Involve sales associates. Train sales associates inhow to effectively promote your private labelcredit card to shoppers, and provide incentivesfor signing successful applicants.

“Marketing your private label credit card program isan investment," Housel noted. Some private labelcredit card companies—including TD Retail CardServices—offer marketing assistance and collateralto promote the program to the customer.

For more information on the LJC program or the holidaypromotion specials available now to RJO retailers, contactKarel Feinsinger at karel.feinsinger@td.com; 201-818-4000,extension 3128.

Meet the RJO Staff: RJO DATA ENTRY CLERK SHEILA SWARTS has been moving RJO forward since she started in March of2000. Swarts performs a variety of functions in addition to data entry at the RJO main office in Newton,IA, including processing the mail, filing, and occasionally helping out at a buying show.

Like all of the staff profiled thus far, Swarts is a native Iowan, growing up in Moulton, and now living inMonroe, IA. She has been married for 47 years. She and her husband, Vernon, have three children and

nine grandchildren.

When she’s not at RJO, Swarts enjoys bowling, singing in her church choir, andwhen possible, traveling. Among her travels was her first RJO Buying Show in DesMoines. “As a child I remember looking at wedding rings,” she says, “so when Iwent to my first show in Des Moines, I was in awe.”

Swarts has celebrated a number of events during her time with RJO, but onestands out. “For my 65th birthday, they decorated my cubicle with 65 Diet WildCherry Pepsi cans and 65 Sheila B’s Butter Popcorn packets.”

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Vendor Profile

silver and gold extraordinaireA CALL TO FREDERIC DUCLOS IN SUNNYCALIFORNIA will get you a sunny personality aswell. Karen Duclos is cheerful and upbeat, and sheis honored to share the story of how she and herhusband have become successful jewelrydesigners and vendors. Karen offers that the “s” inDuclos is silent: “classical French,” just like herhusband, she says.

Like many family-owned businesses, FredericDuclos has a past of several evolutions. “In 1992,Frederic Duclos became a brand of AG Artwear,Inc., a corporation owned by both Frederic andme,” says Karen. “AG Artwear specialized in sterlingsilver electroform jewelry and gift items,manufactured under its own roof in Westminster,California.”

After running their own domestic production formore than 10 years, they decided to diversify andmove some of their production to Europe, to allowFrederic access to a broader range ofmanufacturing methods. By working exclusivelywith small-scale, family-owned studios throughoutEurope, “Frederic is able to maintain his qualityand design integrity.” Today, the staff comprises 12 employees and 12 sales representatives.

The company has won numerous design awards,including two JCK Jewelers Choice Awards in 2013. “Our jewelry is exclusively European made.” saysKaren. “It is designed for the independent jewelrystore and is not offered to the mass markets. We are focused on our stores and do not competewith them online or with our own retail stores.Also, we do not sell on television or to majors. We are truly geared to the independent store withindependent being the key word.”

“Our specialty is sterling silver,” she continues. “It has been Frederic’s metal of choice for nearlythirty years, and he is constantly mixing new andinteresting materials and unusual finishes tocreate great fashion pieces. Frederic evolves hisdesign and updates his collection twice a year withmore than 200 new designs. New combinationsinclude rose gold, ruthenium, and rhodium plating,and a rainbow of color will be added to thecollection, thanks to enamel accents. We also areexpanding our line to include a new men’scollection.”

While a relatively new vendor to RJO, FredericDuclos participates in both spring and fall buyingshows, having attended the last four. This providesFrederic the opportunity to showcase more than120 new designs at each show.

“Our core philosophy has been to offer value toour retail partners by providing well-madeproducts that we stand behind, as well asoutstanding service.” says Karen. “We provide ourretailers with free, branded displays, gift boxes,brochures, duratrans, advertising images, and in-store events.”

Despite her pride in the growing business they’vecreated together, Karen also takes pride in theirability to work together as well. “After nearly 30years in business together—being a 24/7 couple—we are still married!” she says. “We’re going on 27years.”

Frederic Duclos is located in Huntington Beach, CA 92649.Phone: 714-898-3636. Website: www.fredericduclos.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Complimentary HotelRoom for You All qualifying members of RJOreceive up to three consecutivenights’ lodging compliments ofRJO.

Located in the heart of the SavannahRiver district, the The WestinSavannah Harbor Golf Resort & Spaprovides beautiful surroundings andeverything you require of a luxuryresort. Rest and revitalize at the world-renowned Greenbrier Spa, play around on the Westin’s challengingPGA golf course, or simply relax in theproperty’s southern charms.

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.

OTHER WAYS TO RESERVEBy phone: Call 912-201-2227 andask for room reservations in theRJO block.By email: Contact01169_reservations@westin.comwith your reservation request.

Your complimentary reservationincludes a Westin resort charge thatcovers self-parking; in-room high-speed Internet, on-resort shuttletransportation; fitness club access;use of tennis racquets and courts; useof the chipping and putting greensand driving range; and access to theprivate beach located at The WestinResort on Hilton Head Island. It doesnot include suite upgrades,additional persons or hotel amenitiesnot included in the cost of the room.

Meet-A-VendorChallenge is BackJust 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, January27. Then ... win cash prizes!

RULES: 1. Business cards received must befrom a vendor you have NEVERpurchased from before.2. You must have 10 cards from 10different vendors, not representatives. 3. Prizes will be awarded pendingverification from the RJO Officeregarding purchase history. 4. You do not need to be present towin. Prizes will be announced at theCash Giveaway Farewell Reception.

CASH PRIZES:• First Prize: $750 • Second Prize:$500 • Third Prize: $250

The Splendor ofPurchase Vouchers!Vouchers can give you up to 2percent additional savings oneverything you purchase fromour vendors at the show, basedon your store’s 2013 purchasetotal. Your store total will beavailable to you once you’vechecked 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 terms are sixmonths.

Quick Look � Quick Look� Quick Look� Quick Look SAVANNAH

JANUARY 25-27

RJO heads to Georgia in January, where the Spring Buying Show will be held the last week of that month. Referred to as the "Hostess City,"

Savannah is known for its southern charm and hospitality.

When you’re not on the buying floor, we’ll offer sessions to help you expand your customer baseand revenues. We’ve got speakers and conferences lined up to make the most of your

promotions, advertising ideas, social media, staff and inventory.

When the buying floor is closed, we’ve got optional entertainment planned that includes a ghost tour, movie tour and haunted pub crawl. Remember to register for the Southern Splendor show by December 27. You’ll not only guarantee your spot

at the show, but earn a $250 travel voucher from our vendors.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

EDUCATIONAL

SEMINARS

SATURDAY

JANUARY

26

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

FRIDAY: SAVANNAH MOVIE TOUROn this small-group, climate-controlledluxury coach tour, we’ll visit over 68 movielocations while viewing movie clips of thesame locations while we’re there. We’ll seewhere Forrest Gump sat on his bench,Paula Deen’s Lady & Son’s, Clary’s Cafe,Leopold’s Ice Cream, the Mercer Housefrom Midnight in the Garden of Good and Evil,and the Six Pence Pub from Something toTalk About, just to name a few. Cost is $48per person. Departure time from Westin is2:15 p.m. Duration: 90 minutes.

FRIDAY: GHOSTLY NIGHTS AND PIRATES’HOUSE TOUR & DINNERJourney into the dark side of America’s“most haunted city” on the Historic HauntsTrolley. In addition to a paranormal ghosttour, this package includes a tour anddinner at the legendary Pirates’ House. And,for the first time in many years, enter intothe Rum Cellar, entryway to the tunnels.Cost is $70 per person. Departure timefrom Westin is 6:20 p.m. Duration: 2.5hours, with the trolley tour portion takingapproximately 90 minutes.

MONDAY: SAVANNAH HAUNTED PUBWALKING TOURLike the paranormal? Like to toss one backnow and again? The Haunted Pubs WalkingTour was made for you. Tour the besthaunted pubs and bars in Savannah, knownas the “most haunted city in America.” You’llhear stories that span three centuries ofhistory, with a special emphasis on thearea’s ghosts, pirates and inexplicableoccurrences. It’s Savannah’s favorite tour!Cost is $36 per person. Departure timefrom Westin is 7 p.m. Duration: 90 minutes.

New at this show, the RJO Idea Center is a place to hone skills and share ideas that increase sales, make you a bettermanager, and get you to think in new ways. The RJO Idea Center is located on the sales floor and is open during buyinghours. Drop by any time to brainstorm, or attend the scheduled sessions on putting social media to work for your store.You’ll be able to learn from top industry professionals, as they’ll make themselves available for one-on-one training andindividual discussions.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Jeweler Profile

Fernbaugh’s Diamonds and Fine Jewelry:Making every moment count

ESTABLISHED IN 1933 BY EARL AND GERALDINEFERNBAUGH, Fernbaugh’s Diamonds and FineJewelry started out as a small jewelry repair shopin Logansport, IN. It eventually grew into a fulljewelry store, with a repair shop in-house. Thestore changed ownership after the owner’s death;since 1982, the store has been owned andoperated by Oris and Sally McGuire. Their son,Derek, daughter Lori VanDuyne, and son-in-lawBrian VanDuyne bought the Logansport location in2005 and opened a second, stylish Plymouth, IN,location at 206 North Michigan Street in 2006.

While she grew up in jewelry retail, Lori also has adental school background. Brian comes to thebusiness after selling Mac tools. The couple hasbeen married for 27 years, and they have adoptedtwo boys: Chase, 14, and Noah, 8.

“We like to have fun in our store,” says Lori. “Fromthe events that we run, to dressing up for holidays.

We try to pass that feelingon to our customers aswell. We like to help ourcustomers celebrate the‘moment’ in life that theyare in. For instance, oneof our favorite stories isabout a 90-year-old younglady who came in topurchase a pair ofdiamond earrings to

celebrate her birthday. We had such a great timewith her, and wanted to celebrate the milestonewith her, so we sent her a big bouquet of flowersfor her special day!”

Fernbaugh’s promotes the notion that whateverstage in life a person may be at, or whatever acustomer’s heart desires, Fernbaugh’s has aselection to inspire. They offer diamonds, coloredstones, detailed gold, bridal sets, unique birthdaygifts, anniversary bangles, add-a-pearls, andkeepsake gifts for graduation, among theirselection.

Currently, Brian says, their best-selling items arefrom the Rhythm of Love Collection, fromGemsone. “We ordered it in early,” he says, ‘andhave been re-ordering since.”

Lori and Brian are active RJO members, attendingboth buying shows each year. “Our favorite part ofthe show is being able to get away for an adulttrip,” says Lori. “We consider an adult trip being ‘no kids.’ We get to talk with other jewelers aboutbusiness ideas, and we tend to find out thateveryone has the same problems that we do, butthey usually have a different solution to try. Wealso get great ideas from the classes, too.”

More recently, the couple embarked on their firstRJO-sponsored overseas buying trip. This pastOctober they traveled to Antwerp.

“We were out to eat with our group in Antwerp,and decided to walk back,” says Lori. “We wantedto go to a bar called the Statue Bar. It ended upbeing closed, and we wandered around to theother side, and found a very small bar. We endedup joining a group of 20 Americans, includingcollege students. A young college girl was thebartender. She played old American music for us,and she just loved having us there to make herThursday night. We left having a great time; I’msure they thought we were just crazy Americans.”

Back stateside, Fernbaugh’s looks forward to itssuccessful Inventory Liquidation Sale. “We moveold merchandise out of the store during this sale,”says Brian. “We send postcards out with MailAmerica, and customers come in to have the cardscanned to see what dollar amount they willreceive off of their purchase. They also can registerto possibly win a $5,000 shopping spree. We usethis to close out lines that we are not stockinganymore and to reduce slow-selling merchandise.”

Fernbaugh’s Diamonds and Fine Jewelry is located at 206N. Michigan in Plymouth, IN. Phone: 866-681-1577. Website: www.fernbaughs.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Marketing Matters

A great investment right in front of youWOULDN’T IT BE GREAT if someone would offeryou a free (or greatly discounted) trip to a warmdestination this winter? What if a free hotel roomwould be included AND it would be a proven boostto your business in 2014 and beyond?

And the icing on the cake? There would be twotrips each year!

One of the true perks of your RJO membership isthe RJO Buying Shows. Your RJO team works hardall year long to put on these trips to help you getbetter at what you do and to help you grow yourbusiness.

I’ve had the pleasure of attending (and presentingat) several of these shows, and I can tell you thatthey are very well-run, and the sessions seem tobe extremely well-received. I also can attest thatthe shows in Phoenix, Kansas City and Savannahwere an overall great time!

So, if your hotel is paid for, your travel heavilysubsidized, and the trips are proven to be a boostfor your business, why aren’t you going as often asyou can?

Let me guess ... you are busy. As a business ownermyself, I can readily identify with that excuse, and Ihave more than likely used it myself a few times.I’ve had the good fortune to see the behind-the-scenes work that goes into these buying shows,and I can assure you that they are put togethercompletely with members in mind: the vendors,the activities, the meals and entertainment and—most importantly—the sessions where you canlearn and interact with other members.

The sessions are short, sweet and highlyinformative. Whether they deal with marketing,social media or industry-specific topics, thesessions are well-attended and praised. I alwaysfigure that if I can come away from a session withone good idea, that session (and most likely thetrip) would have paid for itself.

For marketing, it should be easy to make thesebuying trips events in your store. Have customers

come to you with a Wish List of things they’d liketo see you bring back. And why not host a cominghome party with details on what will be arrivingsoon in the store? Tweets or Facebook posts fromthe trip (with photos!) would heighten interest inwhat you were seeing and what was going to beavailable in your store.

These buying shows are for your benefit, and ifyou aren’t taking advantage of them, you areprobably missing a great opportunity to boostbusiness.

If you are a regular attendee, good for you! You’vemost likely already found out how important thesecan be for your bottom line.

If you haven’t been to a buying show ever—or for a while—I strongly recommend that you take achance and go to the next show. I think that youwill be surprised at how much fun you will haveand how much you will get out of the sessions andinteraction with other RJO members.

If you have never been, take it from me (and manyother RJO members) that you are missing a hugeopportunity.

Maybe we’ve stumbled upon a New Year’sresolution here, one that you can stick to? Go to atleast one RJO buying show in 2014, and see whatyou have been missing!

Have a happy, healthy and prosperous 2014!

Michael C. Woody is Presidentand Chief Idea Officer of CapitalIdeas. He has nearly 30 years of

experience in televisionadvertising and loyalty

marketing. Phone: 515-556-5373.

E-mail: MichaelC@ideas2burn.com Website: www.ideas2burn.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

NEW MEMBER

DECEMBER 2013

All payments must be receivedin RJO office

All invoices due in RJO office Toqualify for 2013 PatronageDividend

RJO office closed: Christmas Eveand Christmas Day

Retail Member ShowRegistration deadline

The Ultimate Jeweler Resource

JANUARY 2014

RJO office closed: New Year’sDay

All payments must be receivedin RJO office

All invoices must be received inRJO office

RJO Buying Show, “SouthernSplendor,” in Savannah, GA

FEBRUARY 2014

Groundhog Day

All payments must be receivedin RJO office

All invoices must be received inRJO office

House of Ling, Inc (d/b/a Mangan Jewelers)Thomas Mangan, Ailenda ManganMcLean, VA

PRST STD US POSTAGE

PAIDBRAINERD MNPERMIT NO 472