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Join us in glorious Phoenix! Register by Tuesday, January 20 for Golden Hour — RJO’s Winter Buying Show to receive a $250 travel voucher for each dues-paying store. To qualify, your RJO account must be in good standing, and your registration must be received by the deadline. This exclusive travel voucher is proudly sponsored by our generous RJO vendors.

At 60 AS RJO BEGINS TO CELEBRATE ITS FIRST 60 years— and plan for the next 60—it seems like a good time to review some of what I have learned about RJO and its members since our founding. These are just my impressions, but I’d be interested to hear your thoughts as well. Relationships Matter When I see a truly successful independent jeweler, I notice they listen well and remember customers’ preferences, life events, and budgets. They focus on creating long-term relationships rather than one-time transactions, helping customers feel confident buying emotionally significant, high-value items from them. Entrepreneurship Thrives Retail jewelers are comfortable with risk. Among RJO members, however, I see risk reduced through thorough planning and discipline. During our Weekend Experiences and Buying Show sessions, I consistently hear from members who are looking for ways to diﬀerentiate their stores—by oﬀering custom designs, carrying niche brands, or providing onsite services. Like successful entrepreneurs everywhere, our jewelers invest time and money into improvements, even when results are uncertain or not immediate. Self-Care Is Important In the early years of our Buying Shows, there was a sense of constant busyness, with members trying to cram “everything, everywhere, all at once” into a single weekend. During the past few decades, we’ve smoothed out the schedule, compartmentalized areas of interest, and even begun promoting the Shows as opportunities for members to relax, recharge, and restore. Because of this approach, I believe the future of RJO and its members has never been stronger.

Willingness to Change Is Valuable The jewelry business has a reputation for changing slowly, but it does change. I continually see RJO jewelers adopting new technology (POS, CRM, digital marketing) and adjusting their merchandising and marketing to attract new generations and respond to unexpected buying behaviors. I strongly believe our members are better at learning from mistakes and pivoting than clinging to “how it’s always been done.” Integrity Is Key Nearly every RJO-member marketing eﬀort and website highlights the store’s reputation—and for good reason. It is one of the independent jeweler’s most valuable assets. Whether the focus is honest pricing, transparent policies, or ethical sourcing, I have no doubt our members are willing to walk away from a sale rather than damage the trust they’ve built. While it may be surprising, none of the observations noted above deal with the nuts and bolts of running a store, it’s not the least bit surprising, each one involves the character of the people behind the business. It’s this personal approach that makes RJO so successful, its growth so consistent, and its future so bright. I look forward to seeing you next month in Phoenix (and for years to come),

Sarah Streb RJO CEO P.S. A special congratulations is in order! Witt’s Jewelry in Wayne, NE, has oﬃcially become RJO’s 1,200th retail member. We’re proud to celebrate this milestone—read more about it here.

RJO Board News

THE RJO BOARD OF DIRECTORS, along with RJO leadership, expects RJO’s 2025 Dividend to be announced the week of January 19. The Board wishes to thank our jeweler members for their patronage, our vendor partners for their support, and all RJO members for the relationships they have built over the years. RJO CEO Sarah Streb notes, “Thank you to everyone—it's the people who make this organization.” Important: Your account must be paid in full and in good standing for your dividend check to be processed and sent. Please take a moment today to verify your account status. Watch RJO’s Facebook Exclusive page and your inbox for more RJO Dividend information.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

REGISTRATION DEADLINE . TUESDAY, JANUARY 20

From RJO’s Facebook Page

SERVICES Centralized Billing

THE MEMBERS-ONLY RJO EXCLUSIVE PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here is an edited exchange from late last year:

Patronage Dividend RJO Website (rjomembers.com) Buying Shows (Summer/Winter)

In the Loupe – RJO’s newsletter RJO Exclusive on Facebook Educational Seminars (at the Buying Shows)

Member-to-Member Incentive Program (Recruitment Program)

Organized Buying Trips to Antwerp RJO Directory Travel Vouchers at Shows (offered at varying times)

Free Hotel Room Incentive (at the Buying Shows)

Reply One: We love them. This event brings sales and over-the-counter buys! Reply Two: They are the best! Reply Three: Glad you had a great event. How is the event advertised, and what did you make on the buy? Reply Four: Do they buy mostly jewelry? What’s the benefit of not just buying it all yourself and melting it or reselling it at a higher profit? I understand there is marketing involved, but that is actually very easy for gold buying. Or maybe it’s that not every store has up to $250K just laying around to pay out? It sounds like the event was a huge success and everyone made money. I am curious, though, how it works and what they buy. Reply Five: I’m the Event Coordinator at Beneficial Estate Buyers and would be happy to answer some of your questions. I would say the reason stores don’t do buying events themselves comes down to time and money. We do all the work for you at no cost. We handle all the marketing, set up in your store for three days, and spend time with each customer to give them the best price offer. Once the offer is accepted, we write a check to the customer, and at the end of the three days, we pay you 10% of what we purchased. We also make it easy for customers to schedule appointments by providing links and QR codes, as well as offering online scheduling. We can set up a scheduling phone system with knowledgeable staff who can answer most customer questions. Once we leave your store, our buyers are only a phone call away if a customer comes in to sell something you do not want to buy— just contact our office.

RJO Informational Email Blasts Purchase Vouchers (at the Buying Shows)

RJO Membership Certificate RJO Succession Experience and Management Development Program RJOmeet.me, and RJOCustomHatch Scholarship Opportunities (from the RJO Foundation)

Original Post: We just ended our first Beneficial Estate Buyers event. Huge shout-out to them for coming out! In three days, they bought just shy of $250,000—by a couple hundred dollars. I highly recommend using them for an estate buying event.

We buy gold, platinum, and silver jewelry; precious and semi-precious stone jewelry or loose stones; antique jewelry; high-end watches and fine timepieces; sterling silver flatware, tea sets, and candlesticks; gold and silver coins and bars; and paper money (pre-1928). We had a fabulous event at the original poster’s store. This was his first buying event with Beneficial Estate Buyers, although they have been hosting estate trunk shows with us for years. His store is in a great area and has an excellent reputation in the community. People trust the jewelers they know, which is key when hosting a buying event. If you have any further questions, be sure to stop by our booth at the Phoenix Buying Show!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO Foundation News

S. Vinodkumar Endowment Scholarship Announced THE RJO FOUNDATION IS pleased to announce the S. Vinodkumar Endowment Scholarship, which was created this past December. S. Vinodkumar, Inc.—or SV Group, as it is known to many—has pledged $25,000 to the Foundation over the next 10 years. SV Group is a second-generation, family-owned business based in New York City. The company’s

supporter of the RJO Foundation since 2022.

focus has always been on delivering high-quality diamonds and fine jewelry, supported by a global presence. SV Group has been an RJO vendor and an avid

“This is an incredibly generous and supportive commitment to the RJO Foundation,” says RJO CEO Sarah Streb. “This marks the first promotion of this named scholarship. The Foundation Board looks forward to meeting in February to discuss the award process and prerequisites.”

RJO Has You Covered with Buying Show Tees & More RJO’S BIANNUAL SHOW FUNDRAISER is back for the upcoming Winter Buying Show in Phoenix. Colorful tees featuring the logo for the Golden Hour Show are available for purchase. While the shirts serve as a great memento of each Buying Show, all sales proceeds benefit the RJO Foundation. RJO asks all members and vendors to wear their shirts on Sunday during Buying Floor hours. Oﬃcial RJO Buying Show tees are available for purchase in the RJO apparel store, along with more than a dozen RJO-customized items, including totes, sling bags, sweaters, and shorts. The RJO Foundation provides scholarships throughout the year to RJO members and vendors to further their education in the jewelry industry.

Orders must be placed before noon (CST) on January 21. The store link is available here.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

REGISTRATION DEADLINE . TUESDAY, JANUARY 20

GIA Training Studios at the RJO Winter Buying Show RJO IS OFFERING TWO HANDS-ON continuing education seminars through an exciting partnership with the GIA Training Studio. Led by expert instructors from the Gemological Institute of America (GIA)—the global leader in gem and jewelry education—these exclusive sessions will take place on Friday, February 20, during the RJO Winter Buying Show in Phoenix. Each seminar is limited to 30 participants, and preregistration is required. The cost is $175 per attendee, per seminar, and includes all course materials, supplies, and a Letter of Attendance.

Don’t miss this opportunity to elevate your expertise and deepen your product knowledge.

Seminar Schedule Session One: The Big Three — Ruby, Sapphire, and Emerald Friday, February 20 1:30–2:30 p.m. Session Two: Understanding Diamond Value Factors Friday, February 20 3:00–4:00 p.m.

Sign Up Today: Walk Away with a 30/60/90-Day Action Plan ONE OF THE MOST VALUABLE components of the RJO Owner’s Academy is its powerful blend of peer collaboration and guided action planning. This intensive, hands-on workshop is designed specifically for independent jewelry store owners and ensures you leave with clarity, focus, and a practical roadmap you can put to work immediately. Taking place on Friday, February 20, from 1:00 to 4:30 p.m., the Owner’s Academy creates a space for shared conversations that uncover new perspectives, reveal potential blind spots, and allow you to learn from peers facing similar challenges. The experience culminates in a guided 30/60/90-day planning session, turning insights into concrete, actionable next steps for your business. The cost to attend is $149 per person, and space is limited to maintain an interactive, high-impact experience. This is your opportunity to begin 2026 with a clear plan, renewed confidence, and momentum you can sustain long after the session ends. Register today to secure your seat—availability is limited.

Register Today: RJO Foundation Charity Golf Tournament TEE IT UP FOR A GOOD TIME while supporting a great cause in Phoenix this February. Join us for a four-person, best-ball scramble at the iconic Arizona Biltmore Golf Club, where great golf meets great company—all for a meaningful purpose. The tournament takes place on Thursday, February 19, with a 12:30 p.m. shotgun start. For your convenience, complimentary transportation will depart from the Sheraton Downtown Phoenix Hotel

at 11:00 a.m., making it easy to arrive relaxed and ready to play. The $275 per player entry fee—or $1,100 for a foursome—includes transportation, lunch, an 18-hole best-ball scramble with cart, a goodie bag, an awards reception,

and opportunities to win exciting hole prizes. Best of all, 100% of the proceeds benefit the RJO Foundation, helping support its mission and impact. Spots are limited, so don’t wait to sign up. Registration deadline is January 23, and retailers and vendors must register separately— click the appropriate link below to secure your place on the course and be part of this unforgettable event. Retailer Registration Vendor Registration

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

For RJO Retailers

Update to Stuller Partnership Agreement RJO WOULD LIKE TO SHARE AN UPDATE to the RJO–Stuller partnership agreement regarding the billing of 24k casting grain and bullion SKUs. Current Agreement Under the current agreement, Stuller submits invoices for 24k casting grain and bullion SKUs to RJO, with the purchase amount noted in the “Miscellaneous” field. While RJO allows these items to be billed through the group, the purchase amount does not apply toward the year-end patronage dividend. Updated Agreement (Eﬀective February 2) Beginning with all invoices dated February 2 and after, RJO will allow 24k casting grain and bullion SKUs to be billed through the group, subject to a daily billing limit of $10,000 per member. • 24k casting grain and bullion SKU orders totaling $10,000 or less per day may be billed through RJO as usual. • 24k casting grain and bullion SKU orders that cause a member’s daily total to exceed $10,000 will be blocked from group billing. In these cases, the member must place the order directly through a standard, non-RJO Stuller account. For assistance with non-RJO accounts, please contact Stuller’s Customer Administrative Team at 1-800-877-7777, ext. 500. Please note: Consistent with the current agreement, purchases of 24k casting grain and bullion SKUs will not apply toward the year-end patronage dividend, regardless of billing method. RJO believes this update provides clarity and consistency while allowing continued access to group billing for smaller transactions. If you have any questions or would like to discuss how this change may impact your business, please do not hesitate to contact the RJO team.

NEW VENDORS Calusa Marketing Alex Phillips, Jon Riggleman, Jorge Giroud, Mike Giroud, & Tom Ris St. Petersburg, FL (727) 999-3122 www.calusamarketing.com Full-service incentive marketing company specializing in travel incentives, rewards, and promotions. Avalon Solution Vivek Pandya, Sanjay Pandya, & Rajeev Pandya New York, NY (800) 622-2744 www.avalonsolution.com Avalon Solution helps jewelers succeed online with branded websites, product feeds, and marketing designed to increase traﬃc, engagement, and sell-through.

Jocalio Group Val Katayev New York, NY (212) 439-5657 www.jocal.io Jocalio’s goal is to make every client the most successful jeweler in town. The Jocalio platform provides marketing, product, and technology solutions to empower independent jewelers. Luxe Software Val Katayev, Amiraj Dhawan, & Adam Larrabee New York, NY (212) 439-5657 www.luxesoftware.com Luxe Software is a modern, cloud-based operating system for jewelers, unifying POS, sales, inventory, repairs, custom jobs, CRM, clienteling, and payments into one seamless platform.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

REGISTRATION DEADLINE . TUESDAY, JANUARY 20

Vendor Profile

Premion: Built with the Power of Local AS ADVERTISING VENUES FOR retail jewelers have shifted over the years, one option growing in popularity is the use of connected TV (CTV) services, which oﬀer a powerful way to reach high-intent, local customers with visually rich advertising. Because jewelry is highly visual, CTV ads allow a store to showcase sparkle, craftsmanship, and luxury through full-screen video. These ads can be tailored for key seasons (such as holidays and weddings) and are especially valuable for brand building. RJO vendor Premion is a premium CTV advertising platform launched in 2016 that provides curated, brand-safe access to top-tier streaming publishers, with the scale to reach audiences across all 210 designated market areas (DMAs) in the United States. Premion is owned by TEGNA and led by President Daniel Spinosa. “Today, we’re focused on solving one of the biggest challenges facing local, regional, and SMB advertisers: navigating the complexity and fragmentation of streaming TV,” says Peter Jones, Vice President of Revenue for Premion. “With a local-first, endto-end solution, we simplify planning, buying, targeting, and measurement across premium CTV environments—supported by fraud-protected inventory, unified reporting, and a consultative team of CTV experts. In 2024, we acquired Octillion Media, which further strengthened our diﬀerentiated position in local CTV. That acquisition enhanced our demand-side capabilities and reinforced our ability to deliver full-funnel results for brands and

agencies through smarter targeting, stronger optimization, and clearer measurement.” Jones says Premion helps RJO members grow foot traﬃc and sales through premium streaming video and audio advertising, using data-driven targeting to reach local consumers who are inmarket for jewelry, engagement rings, and milestone purchases— both at scale and with full transparency. “What sets Premion apart,” he says, “is our deep experience at the local level and our singular focus on driving real business outcomes — not just impressions. Few vendors can match our track record of executing tens of thousands of local CTV campaigns across diverse markets. We didn’t retrofit a national platform for local use; we built Premion from the ground up to help local and regional advertisers succeed in their home markets. For jewelry marketers, that local-first approach matters. Our platform combines premium, fraudprotected streaming inventory, advanced audience targeting, and unified measurement to connect jewelers with high-intent shoppers.” “CTV is no longer just a big brand’s game — and that’s by design,” he continues. “Premion has leveled the playing field by making sophisticated targeting, attribution, and performance tools accessible to businesses of all sizes. The result is smarter media planning, more eﬃcient spend, and measurable impact— especially for local jewelers competing in crowded, highconsideration markets.”

Jones says his favorite part of being an RJO vendor is the sense of community among vendors and jewelers alike, citing the “genuine and inspiring” camaraderie he sees among the jewelers. He says RJO has built an incredibly supportive network where members truly want to see one another succeed. “I would absolutely recommend RJO to other vendors,” says Jones. “RJO oﬀers vendors a unique opportunity to engage a single, highly focused vertical that spans hundreds of local markets nationwide. Beyond the scale, RJO is built on a foundation of collaboration and community, which creates an environment that genuinely supports long-term growth for both vendors and members.” While his professional relationship with RJO is as a vendor, Jones recently found himself in the role of a customer. “I recently got engaged over the holidays with the help of an RJO member,” he explains. “When it came time to propose, I worked with an RJO jeweler to design the ring, and the experience was incredible. The level of care, expertise, and personal attention really stood out—and it made the whole moment even more meaningful. It’s a great reminder of how powerful trusted partner relationships can be, especially for life’s biggest milestones.” Premion is located at 485 Lexington Avenue, 27th Floor, in New York, NY. peterjones@premion.com Website: www.premion.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Outlooks and Opinions This new feature is dedicated to sharing the voices, insights, and perspectives of RJO members from across the industry. The articles featured here reflect the experiences and viewpoints of individual retailers and vendors and are intended to spark thought, conversation, and connection within our community. While these opinions may not necessarily represent the views of RJO leadership or staff, they offer valuable perspectives from those working in our industry every day.

My Two Cents: The Market Shift Nobody’s Talking About (But Should Be) LET ME GET STRAIGHT to the point: While everyone has been busy debating natural versus lab, natural diamond prices— specifically melee—have quietly dropped hard over the last two months. Rough is cheaper. Polished is following. And the math is already showing up in supplier pricing. We’re talking about a 7%–20% decline in polished natural diamond melee prices in the last 60 days for the stones that go into the jewelry you’re buying right now. That’s not noise. That’s real. At the same time, gold has done what gold always does when nobody’s ready for it—it’s up roughly 10% over that same period. The net eﬀect is natural diamond jewelry prices should

stay flat. In a market where everything from packaging to labor keeps going up, that kind of price stability is rare—and valuable.

And here’s the bigger question nobody wants to ask out loud: Does natural diamond jewelry suddenly look like the smarter value proposition?

Now let’s talk about the other side of the counter.

For the first time in a while, natural diamond jewelry oﬀers: • Stable pricing • Lower diamond input costs • A material story consumers already understand

Lab-grown jewelry has been on a rocket ship: rapid adoption, expanding assortments, a big marketing push. But here’s the inconvenient truth that’s starting to surface: In quality lab-grown jewelry, gold accounts for 70%– 80% of the total cost of the piece. And now gold is meaningfully more expensive. On top of that, lab-grown melee prices have jumped 15%–25% in a very short window. That combination is not sustainable without price increases. Call it what it is: labgrown jewelry is getting more expensive—fast. On average, I would expect around a 15% increase across many lab-grown programs. This isn’t about margins expanding; it’s about costs catching up with reality. So now the industry hits a fork in the road.

Amish M. Mehta

Do retailers: • Move to lighter gold weights to protect price points? • Reposition assortments as “more design, less metal”? • Or quietly raise prices and hope the consumer doesn’t notice?

Meanwhile, lab-grown jewelry is facing price inflation, not deflation—exactly the opposite of what fueled its explosive growth in the first place. Does that mean lab-grown slows down? Does natural regain share? Do consumers push back when “aﬀordable” starts looking less aﬀordable? I don’t pretend to know how this whole scenario plays out. What I do know is the next 6–12 months won’t be driven by marketing narratives—they’ll be driven by cost structures. Retailers who understand that now will make better buying decisions than those who figure it out after price lists reset. I’d love to hear how you’re thinking about this in your store. Just my two cents.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

— Amish M. Mehta Amipi Inc RJO vendor amish@amipi.com

Member Registration Deadline: January 20 SHOW LOCATION Phoenix Convention Complex North Hall 4 & 5 (Lower Level) 100 North 3rd Street, Phoenix, AZ

$250 TRAVEL VOUCHER Register by January 20 to receive one $250 travel voucher for each dues-paying store. Note: To qualify, your account must be in good standing with RJO, and registration must be received by the deadline. This voucher is provided to members by RJO vendors. Important!

PHOTO ID REQUIRED FOR ALL ATTENDEES To ensure the safety of all our members and vendors, a photo ID and business card will be required at registration check-in. These items must be presented to receive your badge for access to the Show Floor and any sponsored events held at the host hotel.

HOTEL INFORMATION

PURCHASE VOUCHERS DISCOUNTS

RJO will cover up to three (3) nights’ stay at the base rate for qualifying retailers. Qualifying nights may include Friday, Saturday, Sunday, or Monday night stays only. RJO does not cover suite upgrades or additional guests.

Purchase vouchers will be in effect during the Show and apply to all purchases from participating vendors for qualifying stores. Your specific voucher percentage—up to an additional 3% off each purchase—will be based on your store’s 2025 purchase total. This information will be available at the Show Registration Desk, or you may contact the RJO office.

Our two original host hotels— Sheraton Downtown Phoenix & the Westin Phoenix Downtown— are currently sold out. The Hilton Garden Inn Phoenix Downtown and the AC Hotel Phoenix Downtown are showing availability, or you may stay at a hotel of your choice. Check with the RJO oﬃce after the Show regarding submitting a detailed bill for reimbursement.

2025 Purchase Total Additional Discount on All Show Purchases $1,000,000 or greater: 3% $750,000 - $999,999.99: 2.75% $500,000 - $749,999.99: 2.5% $200,000 - $499,999.99: 2% $150,000 - $199,999.99: 1.5% $100,000 - $149,999.99: 1% Important: All vouchers must be completed by you and submitted to the RJO Registration Desk prior to the end of the Buying Show. Show voucher terms are six months.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Golden Hour Show & Event Schedule February 19 — Thursday RJO Foundation Charity Golf Tournament See page 5 for times & details. Registration required

February 20 — Friday RJO Owner’s Academy 1 - 4:30 p.m. See page 5 for times and details. Registration required GIA Training Studio Session One: The Big Three: Ruby, Sapphire and Emerald 1:30 - 2:30 p.m. Registration required GIA Training Studio Session Two: Understanding Diamond Values 3 - 4 p.m. Registration Required Vendor Affiliate Meetings 2 - 6:30 p.m. See Registration Packet for times & details. RJO Management Development Program Meeting*** 4:30 - 6 p.m. Early Retailer & Vendor Registration 5 - 8 p.m. New Member Reception*** 5:30 - 6:30 p.m. Next-Gen Meet & Greet 5:30 - 6:30 p.m. RJO Kickoff Reception & Tower Displays: Golden Hour 6:30 - 8 p.m.

February 21 — Saturday Educational Seminars Continental Breakfast 7:30 – 9 a.m. Seminar Attendees Only Retail Member Show Registration 7:30 a.m. – 12:30 p.m. Sheraton Hotel ** Pre-registered event, ticket required

Educational Seminars 8:30 a.m. – 12:20 p.m. General Membership Meeting Luncheon 12:30 – 2 p.m. Member Show Registration 1 – 7 p.m. Convention Center Buying Floor Grand Opening 2 – 7 p.m. Buying Floor Welcome Reception 5:30 – 7 p.m. Rock Tour Reception 7 – 8:30 p.m. Next-Gen Night Out! Arizona Wilderness DTPHX** 7:15 p.m.

February 22 — Sunday Moments of Reflection: A Non-Denominational Event 7:30 – 8 a.m. Retailer & Vendor Joint Breakfast** 7:30 – 9:30 a.m. RJO Brain Gain Breakouts 8:15 – 9:30 a.m. Buying Floor Opens 9:30 a.m. – 6 p.m. Buying Floor Happy Hour 5 – 6 p.m. Dinner & Theatre Comedy Night: Drunk Shakespeare** 6:30 – 9:30 p.m.

February 23 — Monday Sharing the Best of Your Show Experience & Continental Breakfast 8 – 9:30 a.m. Buying Floor Open 9:30 a.m. – 3 p.m. Farewell Event 2 – 3 p.m. *** Attendance invitation only

Monday Funday Enjoy these fun games designed to encourage your participation on the Show Floor—you won’t want to leave the show early!

JEWELER'S JACKPOT! Who wants to win a Buying Show shopping spree on RJO’s dime? RJO will hold a drawing for retailers, awarding three lucky winners a JACKPOT to spend at participating vendors’ booths on the Show Floor Monday only. The winners will be announced Monday at 12:30 p.m. Drop off your raffle ticket at the registration desk to be eligible to win. Sponsored by participating RJO vendors— you won’t want to miss out!

RJO BINGO

Your registration packet holds your official RJO BINGO card— one card per store, with no extras available. Collect stamps during the show by completing sponsor activities to earn BINGOs. Each BINGO earns entry ticket(s) toward a drawing for one of three $1,000 travel vouchers for the 2026 Lexington Buying Show. Cards must be returned to the registration desk by noon. Winners will be announced after the Jeweler’s Jackpot and must be present to win.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

REGISTRATION DEADLINE . TUESDAY, JANUARY 20

GIA TRAINING STUDIO — Friday

RJO OWNER’S ACADEMY — Friday

AN RJO PARTNERSHIP WITH the GIA Training Studio oﬀers RJO members two hands-on continuing education seminars led by instructors from GIA. Seminars will be held on-site at the Buying Show in Phoenix. Sessions are limited to 30 participants and require pre-registration. Session fee includes all course materials, supplies, and a letter of attendance. See page 5 for details.

THE RJO OWNER’S ACADEMY is a handson workshop for independent jewelry store owners. Led by Edge Retail Academy, the session provides tools and strategies to improve financial performance, leadership eﬀectiveness, and long-term planning. Participants will gain insight into key business metrics, develop systems supporting high-performing teams, and leave with an actionable roadmap. See page 5 for details.

Educational Seminars Schedule — Saturday

8:30 9:20 a.m.

9:30 10:20 a.m.

TRACK ONE

TRACK TWO

TRACK THREE

TRACK FOUR

TRACK FIVE

YOUR SELF

YOUR TECHNOLOGY

YOUR INVENTORY

YOUR STORE

YOUR TEAM

Transition with Confidence: Building on Your Store’s Legacy

Staying Ahead of Crime: Modern Threats and Smart Security Solutions

Best Practices for Managing a Watch Repair Counter

Chuck Frey Charles Frey & Associates

Jewelers Mutual

Breakout to Buyout: How to Maximize and Sell Your Breakout Diamonds — Fast & Smart

From Staff to Stars: Building a High-Performance Team in Your Jewelry Store

Diamonds Are Forever- But You Aren’t: Estate Planning for the Average Person

Creative AI Tools to Transform Your Social Media Strategy

Smarter Inventory Decisions: Turning Data into Actionable Growth

Stronger Together: How Local Collaborations Boost Business

Shreya Mehta Amipi

*Panel Discussion*

Scott Kaufman & Ryan Kaufman Allison Kaufman Co.

Facilitated by Buzz Advertising

Jason Champion & Jason Ziegenbein AWCI

Ankur Savani Palak Diam

Patrick Conner Husch Blackwell Attorneys at Law

Bhavin Mehta NUNU

Hire, Wire & Inspire: A 60-Minute Playbook to Find ’Em, Train ’Em, Keep ’Em John Daughtery Collected Concepts

Sponsored by Federated Insurance

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

Leading Through Change: What Successful Store Owners Are Doing Differently in 2026 Becka Johnson Kibby & Sherry Smith Edge Retail Academy

AI Isn't Coming ... It's Already Here! Nick Failla Collected Concepts

P&L 101 — Looking at Your Bottom Line: Understand the Real Consequences of Discounting and Short Mark-Up

LIVE DEMO: Pulse Arc Welding Demystified Melissa Muir Sponsored by Gesswein

Guy Kramer Optimum Retail Solutions

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Recruiting, Training and Retaining MultiMillion-Dollar Writers William Jones Jewelry Sales Academy

Jeweler Profile

Cline Jewelers: Forever Home in Edmonds, WA THE HISTORY OF CLINE JEWELERS IS one of reinvention and relocation. According to current owner Andrew “Andy” Cline, the business was founded in 1980 in Edmonds, WA, by his father, Jerry. It was originally known as Cline Manufacturing Jewelers, a full-service trade shop serving retail jewelers throughout the Pacific Northwest. In 1992, the business expanded into retail while continuing to operate the original trade shop. In 1999, the retail store relocated and continued to focus on growing that side of the business. In 2009, Jerry retired, and Andy purchased the business from his father. A year later, Cline Jewelers moved again into a new location, which led to “significant growth, along with its share of challenges.” In November 2023, the jeweler relocated just a few doors down, into what Andy now considers its forever home. “The new store is more than triple the size of our previous space,” says Andy. “We’re positioned well for future growth.” Today, Andy owns and operates the business alongside his wife, Kristen Cline. “Our greatest diﬀerentiator from our competitors is our in-house custom design and repair capabilities,” says Andy. “We currently have six jewelers on staﬀ and complete all work on-site, including CAD design, casting, finishing, repairs, and restorations of all kinds. In addition, we have a strong team of sales professionals and bench jewelers who are continually building and expanding their skill sets, allowing us to deliver a truly personalized customer experience.”

Andy was recently elected to the RJO Board of Directors, and he credits the organization with playing an important role in his success. Last year, Cline Jewelers celebrated its 25-year anniversary as an RJO member. “I’ve learned an incredible amount from other jewelers within RJO,” says Andy. “I have built connections that have helped me grow as both a leader and a business owner. I have a genuine passion for RJO and for helping others in the group. Serving on the Board allows me to give back and share any insights that may be helpful to fellow members who are open to learning and collaboration. My favorite aspect is connecting with jewelers from around the country and openly sharing both struggles and successes. The ability to exchange ideas in a supportive environment is invaluable.” “On top of that,” he adds, “the RJO dividend and the quality of vendor relationships make membership an easy decision.” Cline Jewelers is located 100 5th Avenue North in Edmonds, WA. Phone: (425) 673-9090 Website: www.clinejewelers.com

“We ended 2025 with a 15 percent increase in sales,” says Andy. “One of the biggest bright spots over the past two years has been adding key leadership positions, including a shop manager and a sales manager. This has allowed me to spend less time on the sales floor and more time focused on business development.” “Working hard and staying focused during COVID was a key factor in our growth,” he says. “That period of dedication and persistence allowed us to reinvest in the business and ultimately made our move to our current location possible. Additionally, our workshop is running more eﬃciently thanks to Kristen initiating and implementing new software to better manage larger shop projects and custom orders.”

The Clines: Kristen, Andy, Kenzie, & Lexi at the 2025 RJO Winter Buying Show in Phoenix, AZ

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REGISTRATION DEADLINE . TUESDAY, JANUARY 20 Optimum Retail Solutions

One Size Does Not Fit All: Assessing Talent for Fit EXPERTS CONSISTENTLY AGREE prioritizing fit in the hiring process improves employee retention, increases job satisfaction, and strengthens overall organizational performance. When organizations assess candidates beyond technical skills— considering alignment with the role, organization, supervisor, and team—they make higher-quality hiring decisions that support long-term success. Fit for the Role Eﬀective hiring begins with clarity. Hiring managers who thoughtfully evaluate long-term fit often uncover opportunities to improve internal processes and role design. By clearly defining the skills, knowledge, and experience required for success—and documenting them in a well-crafted job description—managers can ask more targeted and meaningful interview questions. This intentional approach ensures candidates understand expectations and allows interviewers to better assess alignment with the role. Fit for the Organization Alignment with organizational values, vision, mission, and work environment is equally critical. Research shows a significant percentage of job seekers investigate company culture before accepting an oﬀer. Leaders should therefore assess whether candidates will thrive within the organization’s environment. Questions such as, “Describe the work environment where you are most productive and fulfilled,” provide valuable insight. Conducting interviews on-site can further support alignment by allowing candidates to observe operations and culture firsthand. Strong candidates should also demonstrate genuine interest in the organization. Asking, “Why are you interested in this role?” reveals motivation, preparation, and cultural alignment. Candidates who

reference their knowledge of the research they’ve done regarding company values, products, or services show initiative and a desire to contribute meaningfully. Fit with the Immediate Supervisor The relationship between an employee and their direct supervisor is one of the strongest predictors of productivity, engagement, and retention. As the adage goes, people often leave managers—not organizations. Evaluating compatibility between leadership and work styles is therefore essential. Interview questions that explore relationships with previous supervisors can help determine fit. Asking candidates to: • Describe the best and most challenging managers they have worked with • Explain communication preferences and frequency with direct supervisors • Identify the management styles that enable peak performance Comparing these responses with the supervisor’s own approach helps predict long-term compatibility. Fit with the Team Most roles require collaboration. Understanding current team dynamics and future needs enables managers to assess how a candidate will contribute to team growth and cohesion. Asking candidates to describe their roles and contributions within previous teams provides insight into collaboration style, adaptability, and interpersonal eﬀectiveness. Leaders who assess both competence and fit are best positioned to make strong, lasting hiring decisions. By taking a holistic approach to evaluating candidates, organizations build engaged teams that perform well and remain committed over time. — Dayna Brown, SHRM-SCP

Does RJO Have Your Most Up-to-Date Email Addresses? If you’ve changed your email address lately or would prefer to receive RJO communications at a different address, please let us know. Address updates & changes can be directed to Erin Sharp in the RJO office at: erin@rjomembers.com FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Clientbook

Why Appointments Are Your Jewelry Store’s Secret Weapon WALK-IN TRAFFIC ISN’T COMING BACK. The jewelry stores thriving today aren’t waiting for customers to show up; they’re bringing them back on purpose. The best way? A structured appointment strategy. The Shift: From Foot Traffic to Intentional Visits For decades, jewelry retail operated on a simple model: unlock the doors, turn on the lights, and wait for customers. That era is over. Today’s luxury customers research online, compare options, and are intentional about where they spend their time. The question isn’t whether customers will shop in physical stores—84% of retail sales still happen in person (MIT). The question is whether they’ll shop with you. Why Appointments Convert Better Than Walk-Ins Scheduled appointments convert at 2–3 times the rate of walk-in traﬃc. Someone who books time is signaling real buying intent. They’re proposal shoppers, anniversary planners, and upgrade buyers ready to make a decision.

How to Drive More Appointments to Your Store First, implement a proper scheduling system. Stop relying on email or phone calls and invest in a tool that makes booking frictionless. Then put your booking link everywhere: email signatures, text templates, business cards, receipts, and social media bios. Place QR codes in your store window and at checkout. Train your team to book appointments in the moment. The best time to schedule a follow-up is while the customer is still excited: “You loved that piece, so let me book you for 20 minutes next Tuesday.” Create urgency with appointment-only shopping hours, trunk shows, or VIP consultations. Finally, follow up quickly. If someone visits but doesn’t buy, send a text with a booking link: “I’d love to show you a few more pieces. Here’s my calendar.” What a Good Appointment System Looks Like All appointment requests should flow into one centralized system

with clear ownership. Your associates should be able to see the full client story before customers arrive: purchase history, preferences, budget notes, and wishlist items. Confirmations and reminders should be sent automatically to reduce no-shows. Most importantly, you should be able to track which appointments converted, what they sold, and which appointment types drive the most revenue. The Bottom Line Your existing customers already spend more and convert at higher rates than new prospects. Appointments bring them back intentionally instead of hoping they remember you. The stores winning today are turning casual interest into committed calendar time—and then turning that time into tracked revenue. Stop hoping customers come back. Start bringing them back on purpose. — Meg Spencer Customer Success Manager

Walk-ins require associates to start from scratch, but appointments give your team time to review customer history, pull relevant pieces, and prepare. The conversation shifts from “What are you looking for?” to “I pulled the three pieces you loved, plus two others that match your style.” Walk-ins also compete for attention on a busy floor, while appointments receive dedicated time that builds trust and creates personalized experiences.

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REGISTRATION DEADLINE . TUESDAY, JANUARY 20 Jewelers Mutual®

Prioritize Security to Ensure a Successful Year SAFEGUARDING YOUR JEWELRY business is essential to its success. By implementing robust security measures, you can significantly reduce risk and protect your team, customers, and valuable inventory. Let’s explore essential strategies to achieve this goal. Create a Culture of Security Security isn’t a one-time effort—it’s an ongoing commitment. Fostering a culture of vigilance and preparedness will help you protect your store, staff, and customers effectively. • Conduct regular training on security protocols and emergency procedures to ensure everyone is prepared. • Foster a security-conscious atmosphere where your team takes ownership of security and feels confident sharing any suspicious activity. • Acknowledge and reward team members who demonstrate exceptional attention to security to keep everyone motivated. Fortify Your Existing Security Systems Your alarm and camera systems are the backbone of your store’s security. Ensure these systems are fully operational and installed correctly. Regular maintenance and testing are critical to their effectiveness. • Test alarms regularly to confirm they’re connected to monitoring services and functioning as intended. • Review camera placements to ensure they cover all critical areas, such as entrances, display cases, and storage rooms. • Verify recording capabilities to confirm cameras are capturing clear footage and storing it

securely for later review if necessary. Update Call Lists and Define Roles Make sure everyone knows their responsibilities and who to contact. Quick, coordinated action is critical in a crisis. • Keep your emergency contact list current. • Define roles for all team members and assign specific responsibilities. • Establish clear emergency procedures and conduct regular drills to ensure everyone is prepared. Respond to All Alarms Alarms should never be ignored, regardless of the time or day. Immediate action is essential: • Always contact local law enforcement when an alarm signal is triggered, even if it’s a communication failure. • Avoid entering the premises without law enforcement present. They will inspect the property and surrounding areas to ensure it’s safe to proceed. Partner with Law Enforcement Building relationships with local law enforcement and mall security can enhance your store’s safety: • Inform security personnel and law enforcement of your store’s unique vulnerabilities and request increased surveillance and patrols. • Invite them to tour your store to familiarize them with the layout, identify potential security risks, and better support you in case of an incident. Build Relationships A collaborative approach to security can benefit everyone in your immediate vicinity:

• Strengthen relationships with neighboring businesses and local or mall security teams. • Share information about suspicious activity to foster a vigilant community prepared to respond to threats collectively. Vigilance Is Key to Prevention Even with robust systems and procedures, human vigilance remains a critical layer of defense. Train your staﬀ to recognize and report unusual activity, such as: • Individuals loitering near the store or acting nervously. • Suspicious vehicles, especially those with out-of-state or temporary tags, parked nearby for extended periods. • Unusual construction work in or near the store. • People walking around with earpieces, possibly coordinating a group. • Individuals carrying devices or cases with antennas that could potentially disrupt local communications. Encourage staﬀ to trust their instincts and report any concerns immediately. A quick response to potential threats can prevent incidents before they occur. A well-secured jewelry business is not only a significant deterrent to criminals but also a reassurance to your team and customers their safety is your top priority. Start the year strong with a robust security plan and stay prepared to handle any challenges that come your way. Contact the expert Asset Protection team at Jewelers Mutual Group® at assetprotection@jminsure.com with any questions about your specific store security needs.

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Building a High-Performance Team in Your Store Bhavin Mehta NUNU IN THE JEWELRY BUSINESS, BRILLIANCE does not shine only through diamonds and gold. It shines through people. Behind every successful jewelry store stands a team that does more than sell products. They build trust, create memorable experiences, and represent the brand with confidence and pride. Products may attract customers, but people build brands. This belief sits at the heart of every highperforming jewelry store. When team members grow into brand ambassadors, business performance rises naturally. Many jewelry stores face a familiar situation. The products are premium. The location is strong. Marketing efforts are consistent. Yet growth begins to feel steady rather than exciting. Walk into such a store, and the reason becomes clear. The gap is not in inventory. The gap is in energy. Sales staff perform tasks, but they do not fully own the brand. High-Performance Teams Are Built, Not Hired The real shift begins when business owners stop seeing staff as transactional roles and start viewing them as long-term partners. Jewelry is an emotional purchase. Customers remember how they felt during the buying journey far more than price tags. A confident and informed salesperson can turn a simple visit into a lasting relationship. Leadership sets the tone for this transformation. Training Beyond Products Training plays a key role, but not in the way most people think. Training is not a one-time activity; it must be ongoing and layered. Product knowledge forms the foundation, but it cannot stand alone. Teams must understand the story behind every design. Why was the piece created? What moment does it celebrate? How does craftsmanship add meaning and value? When staff understand the reason behind what they sell, confidence grows naturally. Confident conversations build trust, and trust drives sales. Ownership Creates Excellence Ownership is the next important step. High-performing jewelry teams thrive when leaders trust them with responsibility. Clear roles, measurable goals, and defined boundaries give team members the confidence to act. When staff can handle client conversations, resolve concerns, and make thoughtful decisions, they step up with pride.

Micromanagement limits growth, while clarity encourages performance. Excellence then becomes consistent rather than accidental. Culture Is the Silent Differentiator Culture quietly shapes everything. In stores where teams perform at their best, culture is visible on the shop floor. Team members celebrate wins together. They share learning openly. They support each other and take pride in the brand they represent. Incentives matter, but recognition often matters more. A genuine word of appreciation, acknowledgment of effort, or an opportunity to grow can motivate far beyond commissions. People give their best when they feel valued. Leadership Sets the Standard Leadership behavior matters deeply. Teams reflect what they see. When owners and managers demonstrate discipline, ethical selling, and a customer-first mindset, teams naturally follow. Consistency at the top creates confidence on the floor. When leaders stay aligned with values, staff feel secure and motivated to do the same. Visible Growth Paths Build Commitment Visible growth paths turn roles into careers. A salesperson who sees a future as a senior consultant, store manager, or category specialist invests more in today. Skill development, mentorship, and exposure to responsibility help team members grow professionally. Clear progression transforms daily work into a meaningful journey. At NUNU we believe the true sparkle of jewelry retail does not come only from showcases. It comes from people who believe in what they sell and who they are becoming. The story of every great jewelry store is ultimately a people story. Products open the door, but teams create loyalty. When staff become stars, performance stops feeling like a target. It becomes a culture—and that is where lasting growth truly begins.

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REGISTRATION DEADLINE . TUESDAY, JANUARY 20 COVER STORY

Balancing Act Personal relationships, craftsmanship, and trust remain the foundation—now strengthened by thoughtful innovation. By Christopher Green

As editor of IN THE LOUPE for more than two decades, I’ve had a front-row seat to the evolution of independent jewelry retail. In profiling hundreds of RJO members, one truth has remained consistent: the most successful jewelers are those who master a delicate balance. They preserve the personal services and craftsmanship that define independence, while simultaneously adopting modern tools that strengthen—not replace—the human experience. This balance is not accidental. It is intentional, disciplined, and often passed from one generation to the next. In this cover story, I’ll highlight the most common threads I see among RJO members who have made their customers happy for generations. I’ll then explore which technologies are being adopted by jewelers, aided by tech expert Andy Boundy, principal at RJO vendor VRB Internet Solutions and a frequent contributor to In the Loupe. What follows is a listing of the most common personal qualities and services oﬀered by the jewelers I’ve profiled. I’ve made no attempt to place them in any order, and I’m comfortable knowing throughout RJO stores, these qualities are delivered regularly and with a high degree of skill.

Long-Term Personal Relationships I continually write about how jeweler–customer relationships are built over years—often decades— rather than through transactions completed in

minutes. Most RJO jewelers know their customers by name, remember important milestones like engagements, anniversaries, and graduations, and provide continuity through consistent, familiar faces. This deep trust often extends across generations of families, creating a sense of loyalty and connection. I am frequently told how sharply this contrasts with the higher staﬀ turnover and limited personal engagement common in chain stores.

Emotional and Milestone-Driven Experiences Because of these long-term customer connections, RJO jewelers specialize in life’s most meaningful moments, from engagements and weddings to anniversaries and memorials. They approach emotionally significant purchases with sensitivity and care, often assisting with proposal planning or surprise celebrations.

Transparency and Trust Along with long-term relationships and meaningful moments comes trust. Jewelers often tell me it is the cornerstone of their business. Many members say they are candid with customers regarding sourcing, pricing, and craftsmanship. Some invite customers to view CAD renderings, wax models, or works in progress. Others say they are known for oﬀering honest advice—even when it results in a smaller sale— because their success depends on reputation and long-term relationships, not sheer sales volume.

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COVER STORY

On-Site Custom Design and Heirloom Expertise Many RJO jewelers specialize in evaluating, restoring, and reimagining vintage and family jewelry. Their knowledge of historical styles, old-cut diamonds, and period-specific techniques allows them to honor the original character of a piece while adapting it for modern wear. Customers can see and understand how their pieces are revived, repaired, and designed, often receiving real-time explanations that build confidence and appreciation. This in-house expertise allows for greater care with delicate or sentimental items and is frequently cited as a key diﬀerentiator from competitors.

Education-Focused Sales Experience A number of RJO jewelers mention how proud they are of their commitment to customer education rather than simply making a sale. They take the time to explain diamonds, gemstones, metals, and craftsmanship, tailoring recommendations to each customer’s lifestyle, budget, and values. The result is a relaxed, pressure-free environment that encourages informed decision-making and often becomes one of the stepping stones to the long-term relationships noted earlier.

Community Connection and Local Identity Another consistent theme among jewelers I’ve interviewed is the importance of community involvement. Most RJO jewelers actively support local causes, events, and charities and many further strengthen that connection by oﬀering collections that reflect regional tastes and cultural influences.

Flexibility and Creative ProblemSolving I’ve interviewed members who have been hit hard—by floods, COVID, and the Great Recession of 2007–09. It’s always eye-opening to see how these stores thrive through adaptability. But this flexibility doesn’t surface only during major events; it plays out daily in customer interactions. Whether readily accommodating special requests, unusual sizes, rare stones, or tight timelines, I never tire of hearing how members go above and beyond. While they may occasionally break a sweat, they rarely let the customer know.

Many of the qualities highlighted here might be described as “old school.” Yet RJO jewelers have proven that tradition and innovation are not opposing forces. The question is not whether technology belongs in independent retail, but how it can be applied in ways that enhance trust, elevate service, and reinforce the instore experience—rather than dilute it? For that, we turn to Andy Boundy, who suggests examining advances in marketing is a good place to start. “From a digital perspective,” says Boundy, “the key to eﬃcient marketing is content quality and reach. Writing good-quality content in the form of blogs and posts allows search engines and AI to crawl your site and pick up ‘knowledge.’ If the content is relevant and well written, it encourages systems that direct digital traﬃc to your resources. In terms of reach, having multiple channels—website, social media, Google and Yahoo profiles—up to date and current also increases your chances of being found by search engines and AI models like ChatGPT and Copilot. Concentrate on what your store does best and what your customers ask for. This will attract like-minded customers who are more likely to do business. Focus on your local area, particularly with ‘Shop Local’ messages. Talk about trust, expertise (e.g., store owner, certified jeweler), longevity, and choice. You already know your customers, so speak to their concerns—something corporate stores often cannot do, as they must remain generic.” For those who engage in this type of marketing, Boundy says there are clear ways to measure its value. “Reviews in the digital world,” he says, “are key to strong search positions and customer feedback. Ask your customers to leave a Google review—the primary review platform today. Consider having a QR code to your review page at the counter and asking customers for a five-star review. From the back end, reply to reviews by de-escalating negative ones and thanking customers for positive feedback. Never argue. Always promote your store, remembering you’re not just talking to the reviewer—you’re talking to everyone who sees the review. Sometimes even negative reviews highlight problems or opportunities, so ask yourself, ‘Can we improve what we do based on this feedback?’” Boundy also notes embracing technology doesn’t always involve resistance or a significant barrier to entry.

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REGISTRATION DEADLINE . TUESDAY, JANUARY 20 COVER STORY “Digitally speaking,” says Boundy, “consumers like to feel empowered. That empowerment comes through information. Providing customers with a repository of information they can use to make decisions builds confidence and can lead to loyalty and trust. This can be done on your website, on social channels, and instore through personal expertise. Many of these platforms are free or inexpensive, creating a techbased opportunity to offer additional service.” Return on investment is always a consideration, and Boundy says new technology can be especially attractive in this regard. “Digital marketing offers an impressive return on investment,” he says, “because it is relatively inexpensive and can drive real sales. I’m cautious about counting website hits, followers, and likes; I’m more interested in what actually affects sales. You can run campaigns and promote products in ways that allow you to determine whether your efforts increase bottom-line results. You don’t get paid for hits or likes, so be sure to compare sales results on items or services you’ve recently marketed to accurately assess return on investment.” When asked about specific technological advancements being presented to jewelers, Boundy shared his perspective on several.

Virtual Try-On and Augmented Reality (AR) “While there is an attraction to this as ‘cool tech,’ my feeling is if a store is focused on local traﬃc rather than outside-area e-commerce, it’s not critical. Many RJO stores use marketing to drive in-store sales, so employing technology designed to replace the in-store experience can be counterproductive. For stores seeking sales beyond the in-store experience, it could be interesting—though potentially expensive and somewhat generic in terms of product availability and management tools.”

E-Commerce with AppointmentBased Selling “I strongly endorse appointment-based selling. Oﬀering an appointment system through digital marketing channels is a great idea, and some options—such as Calendly—are even free. Since most RJO stores emphasize the in-store experience, using

technology to bring qualified leads into the store makes sense. My views on e-commerce are well known: the store’s unique selling point is the store experience itself. Systems that encourage local customers to bypass the store dilute that USP and place the jeweler into a highly competitive e-commerce pool. In short, e-commerce strategy and in-store retail strategy often conflict, so stores must decide which they want to prioritize.”

Digital Education and Content Platforms “Everyone loves content. Search engines and AI systems consume it to answer consumer questions, which can lead traﬃc back to your marketing channels. Customers feel empowered by information, creating opportunities for contact, loyalty, and sales. Any time you add information about your business, services, products, or the industry, you increase opportunity. Stores can be both providers and consumers of digital education and content.” Stepping back from Boundy’s observations, it’s clear, when implemented thoughtfully, technology does not replace human expertise—it amplifies it. The most eﬀective tools strengthen craftsmanship, transparency, and personal connection, allowing RJO jewelers to compete not on scale, but on meaning. In doing so, independent jewelers continue to prove the future of this industry belongs not to those who are biggest, but to those who are most trusted.

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CALENDAR January 2026

F February 2026

19 Martin Luther King, Jr. Day

10 All payments must be received in the RJO oﬃce

21 Last day to order RJO Foundation Winter Buying Show t-shirts and apparel

14 Valentine’s Day

22 Last day to qualify for $250 travel voucher by registering for the 2026 RJO Winter Buying Show Golden Hour, in Phoenix, AZ 23 - All invoices must be received in the RJO oﬃce - Last day to register for the RJO Foundation Charity Golf Tournament

16 Presidents Day 19 RJO Foundation Charity Golf Tournament, in Phoenix, AZ 20-23 2026 RJO Winter Buying Show Golden Hour, in Phoenix, AZ 23 All invoices must be received in the RJO oﬃce

NEW MEMBERS Abernathy Fine Jewelers Michael Abernathy Pell City, AL

Referred by Shawn Clark, Heavy Stone, Vineyard, UT, and Mike Handley, Legend Jewelry, Renton, WA

Amore’ Jewelers William Skidmore Bonita Springs, FL

Ashland City Jewelers & Pawn (Second Location) Andrew & Christine Schmidt Ashland City, TN Colonial Jewelers Loren Van Dorp St. Michael, MN

J. Tabor Jewelers Tabor & DeeDee Clarke Baker City, OR

Referred by Doug Tremble, Allison Kaufman, Van Nuys, CA

Sky Diamond Jewelers Isreal Morales New Windsor, NY Witt’s Jewelry Maria Wittler Wayne, NE

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