In the Loupe September 2026 Edition

I N TH E

LOUPE

INSIDE Bosses That Rock! Buying Show Photos The Jeweler of the Future

S eJ pa tneum ab r ye r2 02 2062 6• • I s Issus eu 1e2 152 9

Off the Charts! Lexington Delivers The Biggest Buying Show In RJO History

472

STORES IN ATTENDANCE

245

VENDORS/ EXHIBITORS

4,550 PURCHASES

521

NEW ACCOUNTS FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

In the Know with RJO

Sixty-One FOR THE PAST YEAR, WE’VE SPENT A LOT OF TIME talking about 60. We’ve celebrated RJO’s history, recognized the people and relationships that helped build our organization, mapped our geographic reach, and enjoyed more than a few opportunities to look back at how much we’ve grown and thrived. After our amazingly successful Summer Buying Show in Lexington, though, I’ve found myself thinking much more about 61. Going into the weekend, the Lexington Show was intended to be a celebration of RJO’s first 60 years, and it certainly was. From our anniversary dinner and events, to the stories and memories shared throughout the weekend, there were plenty of reminders of the incredible history we’ve built together. But somewhere along the way, our celebration of the past became a pretty remarkable statement about RJO’s future. The numbers are dizzying. Our members set a new attendance record, with 472 stores making the trip to Lexington. More than 4,500 orders were placed, totaling nearly $35 million in sales. That’s more than $10 million above our previous record. And 521 new accounts were opened between RJO retailers and vendors. Those are impressive numbers. But what I find most encouraging is what I believe they represent. • Every order placed in Lexington represents an independent jeweler investing in his or her business. • Every new account represents a relationship that didn’t exist before the Show. • And every RJO vendor purchase strengthens the partnerships that make our organization work. Together we can accomplish some pretty great things! We’ve spent much of our 60th anniversary talking about the relationships, trust, and creative cooperation that have sustained RJO for 60 years. In Lexington, we had the chance to see those same qualities at work today.

That seems especially meaningful at a time when there are plenty of reasons for independent retailers to be cautious. Our members continue to navigate changing consumer expectations, new technology, rising costs, staffing challenges, and a business that continues to evolve. Yet nearly 500 RJO retailers came to Lexington ready to learn, connect, and invest in what comes next. Our vendors showed the same confidence. They arrived with new products, ideas, and opportunities. Just as important, members and vendors spent four days talking with one another, renewing longtime relationships, and beginning new ones. I don’t know if any of us could have planned a better way to conclude our first 60 years. Anniversaries naturally encourage us to look backward. They give us a chance to remember where we started, appreciate those who helped us get here, and recognize milestones along the way. Those things have been important parts of our celebration, and I’m grateful we took the time to do them. But organizations don’t remain successful for 60 years simply by celebrating what they’ve already accomplished. They remain successful because people continue to believe there is value in what they can accomplish together. Lexington gave us plenty to celebrate. More importantly, I think it gave us plenty of reasons to be optimistic about what comes next. So, after spending a year looking back at 60 wonderful years, I’m ready to turn our attention forward. I hope you’ll join me. Here’s to 61 and everything that follows.

Sarah Streb RJO CEO

RJO Board News LEADERSHIP MEETINGS OCTOBER 12–14. RJO’s Board of Directors and Merchandise Review Committee will meet. Members with topics, concerns, or ideas for RJO leadership may email sarah@rjomembers.com. APPLICATIONS ARE NOW BEING ACCEPTED for open positions on two RJO leadership boards: RJO Foundation Board of Trustees (1 seat; retailers and vendors may apply); and Next Gen Board (4 seats). Applications are due October 5. Foundation Board appointments will be made the week of October 12, and Next Gen Board appointments will be made at the Fall Meeting on October 14. There are no openings on the Merchandise Review Committee (MRC) or Vendor Advisory Committee (VAC) for 2027.

2

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

From RJO’s Facebook Page

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

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

Member-to-Member Incentive Program (Recruitment Program)

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

Free Hotel Room Incentive (at the Buying Shows)

RJO Informational Email Blasts

Original Post From RJO CEO Sarah Streb: Today, on her last day at RJO, we celebrate someone who has been such an important part of RJO for an incredible 26 years ... Kristi Nelson! Kristi, I truly don’t know an RJO without you. You have been a constant presence, a trusted colleague, confidante, advisor and, most importantly, a wonderful friend. From our late-night show shenanigans and countless memories on the road to our cherished Wednesday conversations, you have brought so much laughter, loyalty and heart to my life and to the entire RJO family. Your dedication to our members and this organization has left a lasting mark that will never be forgotten. While I am going to miss you more than words can express, I am so excited for you as you begin this well-earned new chapter. May retirement bring you endless happiness, wonderful adventures and plenty of time to enjoy everything and everyone you love most. Congratulations, Kristi! Thank you for 26 remarkable years and for being such an important part of RJO’s story. We love you, and we will miss you tremendously! Congratulation One: Kristi, thank you for always welcoming us to the shows with your amazing smile and vouching for us at check-in. We will miss you! Congratulations on retirement! Congratulation Two: Happy, happy retirement! Enjoy every minute. We shared 21 fun years together at the RJO office. Wonderful memories. Love all the pictures. Love you.

Purchase Vouchers (at the Buying Shows)

RJO Membership Certificate RJO Succession Experience and Management Development Program RJOmeet.me, and RJOCustomHatch

Congratulation Three: I’m so excited for you, Kristi! Although I know I haven’t known you long, I have seen how much of an impact you leave on everyone you interact with, and I cannot wait to see how you continue to do that outside of RJO and into your next chapter of life. You will be dearly missed and will forever be loved by the RJO family. Congratulations, Kristi! Enjoy your travels and future adventures. You deserve them! Congratulation Four: What a beautiful journey. The pics do tell the story. Thank you for all you have done for RJO, and happy retirement!

Scholarship Opportunities (from the RJO Foundation)

THE MEMBERS-ONLY RJO EXCLUSIVE PAGE ON FACEBOOK hosts a variety of interesting discussions every day. Here is an edited exchange from August 28.

For more about Kristi’s retirement, her time at RJO, and some favorite photos, see page 7.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

3

RJO Foundation Fundraising Tops $29,000 in Lexington RJO MEMBERS AND VENDORS HELPED raise $29,622 for the RJO Foundation through four fundraising efforts during the Summer Buying Show in Lexington. The Mike Doland Art Silent Auction brought in $7,525 from 13 pieces of art offered at the Show. Raise Your Spirits raffle ticket sales for bourbon bottles raised another $4,040. Winners are shown below. Proceeds from this raffle benefit the Mike Pribyl Endowment Fund. A Bourbon Tasting envent was promoted as a ticketed RJO Foundation fundraiser during the anniversary celebration, featuring a curated flight of Kentucky bourbons. The event during Sunday night’s 60th Anniversary Celebration generated $8,800. Two other Show promotions gave retailers opportunities to win prizes: RJO Bingo awarded three $1,000 travel vouchers for the 2027 Grapevine Buying Show, while the Jeweler’s Jackpot offered $2,000, $3,000 and $5,000 shopping sprees to be spent with participating vendors.

Lillian Kern RJO Office

4

Parks Diamond Jewelers

Tammy Benda Buzz Advertising Agency

Arthur Back Quality Gold

Here is a list of winners:

RJO Bingo $1,000 travel voucher to the 2027 Grapevine Show Kathy Lyons (Zembar Jewelers) $1,000 travel voucher to the 2027 Grapevine Show Doris Butler (Butler Diamonds and Fine Jewelry)

$1,000 travel voucher to the 2027 Grapevine Show Rochelle Klieger (Ruby Jewelry Co.) Jeweler’s Jackpot $2,000 shopping spree David Lorenz (Michael & Son’s Jewelers) $3,000 shopping spree Rochelle Kai (Noe’s Jewelry) $5,000 shopping spree Ashok Taank (A&J Jewelers) A Tower Display competition was held, and the winning display belonged to Global Liquidators. Apparel sponsorships, presales and T-shirt sales at the Show added $7,797. Adding to the final total was $5,500 from the affiliates meeting.

John Marchell Signature Jewelers

Harold Ingram Haywood’s Jewelers

Yorum Danker Ancora Designs

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Doug Meadows David Douglas Diamonds

Paul Reiniger Reiniger Jewelers

Meet Katherine Hargis RJO Foundation Coordinator & Administrative Assistant EDUCATION FOR SERVICE. THOSE WORDS were what first drew me to my first university, and four years later, they are the same ideals that led me to RJO. My name is Katherine Hargis, and I am excited to be the newest member of the RJO staff, serving as the Administrative and Foundation Coordinator. In this role, I help with a little bit of everything around RJO headquarters, from answering phones and collecting the daily mail, to attending our Buying Shows. However, my primary focus is supporting the RJO Foundation and its mission. Outside of my time at RJO, I am also a full-time student working toward my bachelor’s degree in communication with a concentration in business foundations. Service has always been an important part of my life. Throughout my time as a student, I have participated in a variety of service projects through Student Senate and personal volunteering efforts. These experiences have included working with first graders, spending time with residents living in nursing homes, and implementing student-life improvement initiatives, including in-dorm gyms and the rebuilding of the campus restaurant.

Receiving these opportunities has given me a deep appreciation for philanthropy and the incredible impact that collective giving has. I have seen firsthand how scholarships can remove barriers, create life-changing opportunities, and help people achieve goals that may otherwise feel out of reach. That is why I am so excited to step into my role with the RJO Foundation. This position is a meaningful combination of my passions and purpose, and I am honored to support an organization that creates opportunities for RJO members to grow, learn, and achieve their goals through education. Education for Service will continue to guide me in this new chapter. I look forward to growing alongside the Foundation, helping expand its impact, and contributing to the next decades of growth and opportunity. I cannot wait to see what the future holds for the RJO Foundation, for our members, and for me.

My commitment to service began long before college. I grew up volunteering alongside my grandparents at the Iowa Barn Foundation booth during the Iowa State Fair and helping with projects throughout my local community alongside my parents. Whether it is lending a hand at a community event, working at my local library, helping someone in pit row at a racetrack (did I mention I have a passion for racing!), or simply returning a stranger’s shopping cart, I believe even the smallest acts of service can make a meaningful difference. My experiences as a student have also given me a personal appreciation for the impact of scholarships. I have been fortunate enough to receive several scholarships throughout my education, each of which has helped make my educational journey possible. One of the most meaningful opportunities I received was a travel scholarship that allowed me to participate in a course abroad. That experience broadened my perspective, challenged me to step outside my comfort zone, strengthened my professional development, and left me with lifelong memories.

Katherine Hargis is RJO Foundation Coordinator & Administrative Assistant Phone: (641) 792-3507 Email: katherine@rjomembers.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

5

Rock Tour 2026

Deepest Gratitude: Celebrating Our Sponsors and Partners Diamonds are forged under pressure, but our industry’s strongest bonds are forged through travel, shared discovery, and global connection. FROM SEPTEMBER 20–25, 2026, RJO retail members will embark on an extraordinary journey of collaboration and insight. The success of the RJO Rock Tour will be made possible by the incredible hospitality and partnership of our Antwerp Diamond District hosting sponsors and custom design partners, who will serve as RJO ambassadors for the Belgian city. From unforgettable rooftop receptions to exquisite culinary experiences, our sponsors will elevate every moment of the RJO Rock Tour. We extend our heartfelt appreciation to each of the hosts who will make our 2026 Antwerp itinerary so spectacular. 2026 Daily Event Hosts & Evening Receptions Monday, September 21 The Welcome Reception will be hosted by Fischler Diamonds at the stylish Hyllit-Emerald Bar, setting the perfect energetic tone for our arrival in the diamond capital. Dinner will be generously sponsored by Star Solitaire, providing a wonderful evening of networking and fine dining. Tuesday, September 22 A Happy Hour Reception will be hosted by Bentelli, bringing vibrancy and elegance to our Tuesday afternoon in its first year on the tour. Dinner will be sponsored by Horizon Diamonds at the exceptional Restaurant Cavalieri, treating our attendees to a worldclass culinary experience.

Wednesday, September 23 A special thank you goes to EverSpark for fueling our morning as our on-site Breakfast Sponsor and inspiring us throughout the week as a vital custom design partner. A rooftop evening reception will be hosted by IGC Jewelry Group, offering breathtaking panoramic views. EverSpark will be bringing the group back together to end their day with a sponsored dinner,, ensuring our guests enjoy an extraordinary dining experience. Thursday, September 24 The evening’s Happy Hour Reception is hosted by Shivani Gems, adding sparkle and spectacular engagement to our schedule. Dinner is hosted by VEER, providing the grand finale of our evening events. An event of this size is only possible when our industry members and partners unite. We are so grateful for the vision and year-round support of our Rock Tour vendor partners: Bentelli, Diamond Expressions, EverSpark, Fischler Diamonds, Guild & Facet, Horizon Diamonds, IGC Jewelry Group, Shivani Gems, Star Solitaire, and VEER. Thank you to Greg from Greg Lynn Jewelers for cohosting the trip this year, and to Erika Godfrey of Hawthorne Jewelry for your unwavering commitment to RJO Rock Tour excellence.The 2026 Antwerp Rock Tour will be an unforgettable milestone, and we are thrilled for our next brilliant global collaboration: Antwerp & London 2027! 2027 details and dates will be announced soon!

New Risk Management Academy Set for November 3-5 FEDERATED INSURANCE is inviting RJO members to participate in its new Risk Management Academy, a complimentary 2½-day program designed to help business owners strengthen risk management practices and long-term business performance. Scheduled for November 3–5, 2026, in Owatonna, MN, the academy will feature interactive sessions led by experienced risk management professionals.

6

Topics include developing a risk management culture, evaluating workers’ compensation risks, improving employee retention, and planning for business succession. Participants will also learn about using telematics technology to manage vehiclerelated risks. Attendees can network with fellow business owners facing similar challenges and share ideas for strengthening their operations.

Federated Insurance is covering the cost of the academy. Participants are responsible for travel, lodging (available at a discounted rate), and incidental meals. Space is limited, so members are encouraged to register early. Additional information and registration details are available through Federated Insurance.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Celebrating 26 Years of Kristi Nelson After 26 years of dedicated service, we are celebrating the retirement of our dear friend and colleague, Kristi Nelson. Kristi’s last day in the RJO office was Friday, August 28, and while we are excited for her to begin this next chapter, her absence will certainly be felt. Throughout her time at RJO, Kristi has done a little bit of everything. She has worn many hats, taken on countless responsibilities, and always found a way to help wherever she was needed. Her years of service have left a lasting mark on RJO and on the people who have had the privilege of working alongside her. Kristi, thank you for your dedication, your friendship, your willingness to jump in and get things done, and for all the great memories along the way. You have been such an important part of the RJO family, and we are so grateful for the time we have shared with you. We would also like to thank everyone who sent cards, gifts, and well wishes to help celebrate Kristi’s retirement. Your kindness helped make this milestone even more special. RJO wishes Kristi all the best as she begins this exciting new chapter. We will miss you, Kristi, but we are so happy for you and all that lies ahead!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

7

Vendor Profile

Berco Jewelry: A Century of Helping Jewelers Grow FOR BERCO JEWELRY, 2026 MARKS a rare milestone: 100 years in business. The Chicago company traces its history to 1926, when Sol Berliner founded Berco as a watch company. In the 1950s, the business expanded into jewelry under the leadership of Vince Innocenti Sr., who later acquired the company and brought his brother, Al Innocenti, into the business. Today, Berco remains family-owned. Vince Innocenti Jr. serves as president, while David Innocenti and Bill Innocenti are executive vice presidents. Over the course of a century, the company has seen consumer preferences change, jewelry trends come and go, technology reshape the industry, and retail itself evolve. Berco says one principle has remained constant throughout those changes: helping independent retail jewelers grow, adapt, and thrive. “A century in business has taught us change is not the exception; it is the constant,” says Vince. “Longterm success requires the willingness to listen, adapt, and invest in what our retail partners need, while remaining grounded in enduring principles: strong relationships, dependable service, and trust.” That combination of tradition and adaptation is reflected in the products and services Berco offers RJO members today. The company carries a broad selection of bridal, diamond, and gemstone fashion jewelry in gold and silver at multiple price points. Most pieces are manufactured in Chicago, and current pricing is available on Berco’s website. The company also offers responsive service and no minimum-order requirements. Berco has also developed a number of programs intended to help independent jewelers reach customers beyond the sales floor. Personalized holiday flyers can be created and distributed for retailers, while a library of social media content gives stores ready-made material for their own channels. Berco can even manage posting for jewelers who want a consistent online presence without adding another task to an already busy schedule.

8

In bridal, the company’s Design Studio allows customers to mix and match shanks and settings to create an engagement ring. Berco’s Celebration Band Kit includes 35 diamond bands customers can try on and compare, helping them determine the style and diamond size that works best for them. Both programs are designed to make the buying experience more interactive while giving jewelers additional tools to guide the sale. Berco’s decision to become an RJO vendor grew from a similar emphasis on relationships. “RJO’s model of bringing independent jewelers from across the country together twice a year was immediately appealing to us,” says Vince. “Berco has always believed strong, long-term relationships are the foundation of our industry.” The Buying Shows, he says, provide an opportunity to meet jewelers face-to-face, learn more about their needs, and share products and programs that may help their businesses. Those business relationships have often grown into something more personal. “Our favorite aspect of being an RJO vendor is the relationships we have built,” says Vince. “It has been incredibly rewarding to see connections that began as traditional vendor-customer relationships grow into genuine personal friendships over the years. That sense of community and partnership is what makes RJO so special to us.” A century of experience has also given the company a long view of what ultimately matters in business. Products, technologies, and selling methods will continue to change, says Vince, but trust and dependable service remain at the center of lasting partnerships. “That balance, of embracing change without losing sight of who we are, is perhaps the greatest perspective 100 years can provide.” Berco Jewelry is located at 29 E. Madison St. in Chicago, IL. Phone: (800) 621-0668 Website: www.bercojewelry.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Pancis Opens Vault on 50 Years in the Diamond Business AFTER NEARLY FIVE DECADES IN the diamond business, RJO member Jeff Pancis is sharing the stories, experiences, and lessons behind his career in a new memoir, Unveiling Rarities: A Lifetime in Diamonds, History, and Resilience. Founder of Pancis Gems, Pancis entered New York City’s Diamond District in 1976 and went on to build a career buying, selling, and sourcing rare diamonds and gemstones. His book takes readers behind the scenes of his experiences in the diamond trade, recounting international travel, multimillion-dollar transactions, challenging negotiations, encounters with royalty and noted diamond experts, and the friendships and business relationships he developed along the way. Pancis’ story, however, begins well before his own entry into the jewelry industry. The son of Holocaust survivors, he writes about his family’s survival during World War II and their arrival in America in search of a new life. Their experiences helped shape the values

of hard work, honesty, perseverance, and integrity Pancis says guided him throughout his career. The memoir also recounts one of his most difficult professional experiences: a 1999 robbery that nearly destroyed his business. Pancis describes the challenges of rebuilding afterward and continuing to earn the confidence and trust of customers and colleagues. Part jewelry-industry memoir and part family history, Unveiling Rarities offers readers a look at the people, risks, relationships, and memorable experiences behind a 50-year career in the diamond trade. The book, Pancis’ first, will be available through Amazon in hardcover, paperback, and Kindle editions.

NEW VENDORS Ariha Jewels Dhairya Shah New York, NY (212) 575-5570 www.ariha.co.th Ariha is a third-generation manufacturer of 18K diamond and colored-stone jewelry, serving retail partners worldwide from its Bangkok manufacturing facility. Dia-Co Jewelry Arpit Bhanderi, Amit Bhanderi, and Ramesh Bhanderi Los Angeles, CA (213) 622-9608 www.Diacocustom.com Custom fine jewelry manufacturer specializing in high-quality production, fast turnaround times, and order organization; proudly made in the USA.

Dilamani William Dilamani, George Dilamani, Elliot Dilamani, David Dilamani, Joshua Dilamani, and George Liu Great Neck, NY (516) 466-6767 www.dilamani.com DILAMANI is a design-driven fine jewelry company creating innovative collections and highquality creative content for retail partners. Its fine jewelry features natural diamonds and gemstones in design-forward collections. Elysian Designs Mitesh Davariya, Miq Torrente, and Arun Gupta New York, NY (212) 644-2191 www.elysiandesignsinc.com Elysian Designs offers a comprehensive, retailer-focused assortment of bridal and fashion jewelry featuring both lab-grown and natural diamonds.

IRYS Group Rohit Karnik, Nikhil Kanitkar, Ean Beye, and Priyanka Parmar New York, NY (716) 309-4797 www.irysgroup.com RFID for Jewelry and Diamonds— Intelligent Reconciliation of Your Stock. Irys bridges the gap between physical inventory and digital intelligence, offering an integrated ecosystem designed exclusively for high-value asset tracking. For 16 years, we have focused on one outcome: turning daily stock checks and full inventory visibility from an operational dream into a daily reality on the sales floor.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

For terms and discounts, visit RJO’s online Vendor Directory

9

Jeweler Profile

Blase DeNatale Jewelers: From New York City to Forked River THE STORY OF BLASE DENATALE JEWELERS stretches back nearly 120 years and four generations, beginning in New York City and continuing today in Forked River, NJ. The family business began in 1908 with the opening of DeNatale Jewelry Company at Mulberry and Grand Streets in New York City. The next generation continued the tradition when Blase and Peter DeNatale, the father and uncle of current co-owner Blase DeNatale, opened DeNatale Brothers at Maiden Lane and Broadway in the city’s financial district.

our lifetimes and become generational heirlooms themselves.” That perspective becomes especially clear when a customer who once purchased an engagement or promise ring returns years later with a son or daughter shopping for an engagement ring, or when a grandmother’s mine-cut diamond comes back to the store to be reset into a pendant for a granddaughter’s graduation. “It’s always about the relationship, not the transaction,” says Blase.

The brothers eventually pursued separate businesses, with Blase retaining the original location and DeNatale Brothers name, while Peter and his sons opened Peter DeNatale Jewelers across the street.

That philosophy extends to the DeNatale family itself. With three fourth-generation family members now involved in the store, Blase says one lesson has been to recognize family members can be treated fairly without expecting them to be identical.

One particularly memorable chapter in the family’s history came in the early 1950s, when Blase DeNatale Sr. was commissioned to create crowns for statues of the Madonna and Baby Jesus at Regina Pacis Church in Brooklyn. Parishioners, thankful for the safe return of family members from World War II, donated family heirlooms for the project. Gold was melted down and diamonds, rubies, sapphires, and other precious gems were fashioned into the crowns. Blase Sr. and his wife later took the crowns to Rome, where they were personally blessed by the Pope.

“Different but equal,” he says. “Specialties, passions, strengths, and weaknesses are all unique and need to be nurtured as such. They aren’t all equally passionate or skilled at every discipline, but the balance is often beautiful and complementary.”

Today, Blase and his wife, Pat, are co-owners of Blase DeNatale Jewelers in Forked River. Blase represents the third generation of the family business, while their children Michelle, Taryn, and Marc are now its fourth generation. For Blase, however, the value of nearly 120 years in business isn’t simply longevity. “At the end of the day, it isn’t just about how long we’ve been here,” he says. “It’s about what that experience means for our customers.” That experience includes weathering changing trends, technologies, and plenty of ideas, both good and bad. More importantly, Blase says, it has reinforced the importance of relationships over individual transactions. “Jewelry is personal,” he says. “It marks moments, milestones, and memories. The best pieces outlast

10

In fact, the family atmosphere extends beyond those whose last name is DeNatale. Customers sometimes assume everyone working in the store is related. One longtime employee is routinely called Blase’s “little sister,” while a manager of 10 years has become his “other son.” Blase DeNatale Jewelers is a relatively recent RJO member, but the family says the organization has already found fans throughout the business. “We nearly check all of the reasons off,” says Blase, citing savings, convenience, education, peer-sharing, community, vendor relationships, and consolidated billing among the benefits. And after nearly 120 years in the jewelry business, the DeNatales still see value in learning from others. Unless an independent jeweler has nothing left to learn about the industry, products, customers, trends, promotions, or technology, Blase says, RJO is something they should strongly consider. Blase DeNatale Jewelers is located at 11 Lacey Rd. in Forked River, NJ. Phone: (609) 693-5068 Website: www.blasedenatale.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

RJO Summer Buying Show 2026 SHOW PHOTOS ( Click on the photos below to have larger versions pop up in a new window )

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

11 9

( Click on the photos below to have larger versions pop up in a new window )

2026 VENDORS OF THE YEAR

12

•

2026 VENDORS OF THE YEAR

•

2026 VENDORS

Finished Goods Allison-Kaufman

Finished Goods Heera Moti

Loose Colored Stones Darling Imports

Loose Diamonds GN Diamond

Service/Specialty Products Edge by Abbott

Watches/Clocks Citizen Watch

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

S OF THE YEAR

•

2026 VENDORS OF THE YEAR

•

2026 VENDORS OF THE YEAR

New Vendor of the Year

New Vendor of the Year

Sales Rep of the Year

Diasun Fine Jewelry

Essential Lab Grown Diamonds

Jeff Liebich Allison-Kaufman

Rising Star

Rising Star

Rising Star

EverSpark

JAS Diamonds

Shivani Gems

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

13 9

( Click on the photos below to have larger versions pop up in a new window )

14

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Edge Retail Academy

The Best Business Decisions Aren’t Made Alone RUNNING A RETAIL BUSINESS CAN be surprisingly lonely. You might have a team around you, vendors calling every day and customers walking through your doors, but when you have a difficult decision to make, who do you actually talk to? Should you take on that new product range? How do you deal with an employee who isn’t performing? Is your advertising actually working? Should you renovate the store? Raise prices? Open another location? Move more of your business online? Too often, the person making all those decisions is also the only person thinking about them. And that’s where you can put yourself at a disadvantage. One Brain Has Its Limits You’re good at what you do. You wouldn’t have survived in jewelry retail otherwise. You know your customers. You understand your products. You know your numbers, your competitors and the day-to-day realities of your business. But familiarity can also create blind spots. When you’ve been staring at the same problem for days, you can become convinced there are only two possible solutions. Someone else can look at exactly the same problem for five minutes and come up with a third option you hadn’t considered. That’s the real power of having other people to call on. It’s not necessarily about finding someone who knows more than you. It’s about finding people who think differently from you.

Imagine Having a Team of Brains on Call Now imagine having a small group of experienced mentors or a business coach you could call on, experts who have dealt with these decisions time and time again. You might discover one person solved a similar staffing problem six months ago. Another has already tested the advertising strategy you’re considering. Someone else knows a product line you haven’t come across. Another might tell you the seemingly brilliant idea you’re considering is actually a complete waste of money because they’ve seen it tried before. That’s incredibly valuable. You aren’t just getting advice from one person. You’re getting access to other people’s experiences without having to pay the ultimate price of making all the mistakes yourself. You don’t want a group of people who simply tell you every idea you have is brilliant. You want people who are prepared to challenge you. If you say, “I’m thinking about spending $30,000 renovating the store,” you want someone to ask, “Why?” If you say, “I think we need to discount this product,” you want someone to ask, “Have you looked at whether the problem is actually the price?” The good news is you don’t need a massive network. The right people can make an enormous difference. You just need to tap into a team of people who have dealt with these situations over and over before. Suddenly you’ve got several real-world experiences to consider. As a jewelry store owner, you’re probably used to being the person who has to make the final decision. That’s not going to change. But being the decisionmaker doesn’t mean you have to be the only thinker. The next time you’re wrestling with a problem, don’t immediately close the office door and try to solve it yourself. Reach out to your support person or support team for help. You may not take their advice. You don’t have to. But you might see the problem differently. And sometimes that’s all you need. — Becka Johnson Kibby Edge Retail Academy has been an RJO vendor since 2008. Phone: (877) 569-8657 becka@EdgeRetailAcademy.com www.edgeretailacademy.com

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

15

GIA: Gemological Institute of America

The Incredible Natural Diamond Story DIAMONDS HAVE BEEN AVAILABLE IN the jewelry trade for more than a century, and many jewelers work with them almost every day. One might ask if these frequent encounters cause us to forget how amazing diamonds actually are. This article is intended to provide ideas for talking with consumers about natural diamonds. Diamond is one of the most chemically pure minerals (99+% carbon). It is a rare mineral and an exceptional gemstone. The tightly bonded arrangement of carbon atoms gives rise to many of diamond’s distinctive physical properties and crystal shape. Diamonds were formed and preserved deep in the earth, and they retain a “signature” of this long geological history which cannot be replicated by synthesis or treatment processes. Based on studies of mineral inclusions, it is now known diamonds can form in two environments in the earth: in the lower lithosphere at depths of about 100 miles and, on rare occasions, much more deeply in the upper mantle at depths of about 250–450 miles. In these environments, they likely form “rather quickly,” but they are kept at high temperatures and pressures for millions of years. The extended residence time under these conditions creates a unique “geological signature” in the diamonds which can be detected with scientific instrumentation. Diamonds are the oldest objects you will ever hold in your hand—up to 3.6 billion years old, or 80% of the age of the earth. Most diamonds formed in the earth more than 540 million years ago, while most diamond-bearing kimberlite and lamproite magmas erupted after this time. Once at the surface, these magmas solidify into igneous rocks in the form of narrow, tapering volcanic pipes found exposed in ancient, geologically A diamond crystal in kimberlite host rock stable parts of the earth’s from South Africa. Photo by Robert continental crust. Weldon, copyright GIA.

16

These cratons are the target areas for diamond pipe exploration and mining. Once at the surface, these volcanic rocks decompose by weathering, releasing diamonds into the surrounding environment and river systems, where they can be transported long distances. Almost 7,000 kimberlite pipes have been examined since 1880, but only about 60, which is less than 1%, have had sufficient diamonds to make mining economically viable. Diamonds are produced today in about 20 countries, with the major sources being Angola, Botswana, Canada, Namibia, Russia, and South Africa. Over the past 20 years, average worldwide production from all mines has been about 140 million carats per year. Diamonds are forever but are also rare. During a visit I made in 1992 to the De Beers Premier (now Cullinan) mine in South Africa, the senior geologist told me “we never see a diamond in the mine and only at the final step in the ore processing.” The number of diamonds in one tonne of kimberlite ore (2,204 pounds) varies between localities but is often very low, about 0.01 carat of diamond per tonne of ore. Annual world production of 1+ carat diamond crystals from all mines would fill a typical exercise ball, while production of 5+ carat crystals would fill a basketball. Based on present scientific understanding, determining where polished diamonds come from is not possible since they display no distinctive “geographic signature,” only a “mantle signature” produced where they formed deep in the earth. Gem diamond market values are based on quality factors of the “4Cs”: carat weight, color, clarity and cut, and not on their geographic source. The GIA Laboratory offers an “origin” report service where diamonds are characterized before and after faceting, and if a match can be made, the report contains a statement of the mine source as reported by mining companies participating in this program. — Dr. James Shigley GIA has been an RJO vendor since 2025. Phone: (760) 603-4200 www.gia.edu

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Jewelers Mutual®

How to Ship Jewelry, According to JM Shipping Experts FOLLOW THESE NINE STEPS WHEN shipping jewelry to ensure your item ends up at its destination safe and sound. 1. Document the jewelry first Before packing, take clear photos of the item from multiple angles. Save any proof of value, such as a receipt, appraisal, or item description. Keep a record of the recipient’s address, carrier, tracking number, and shipping receipt. 2. Layer it Wrap the jewelry securely and place it inside a small box or padded envelope. Then place that package inside a slightly larger box. Double-boxing helps protect from damage and keeps the contents concealed if the outer package is compromised. 3. Keep it snug and secure Use packing material and heavy-duty shipping tape to seal the exterior box. Make sure the jewelry is packed tight to avoid shifting and damage in transit. 4. Keep the package discreet Never reveal the contents on the outer label, return address, or packaging. Avoid words like “jewelry,” “diamonds,” “gold,” “gems,” or any business name that could suggest the package contains valuables. Use new, carrier-branded or plain, nondescript packaging.

7. Require a signature Always request a signature upon delivery. Let the recipient know when the package is expected so they can plan to receive it. 8. Be aware of shipping scams Be cautious of unexpected texts or emails about delivery issues, payment requests, or address confirmations. Use JM Shipping Solution or the carrier’s official website or app to check tracking and avoid clicking suspicious links. 9. Understand your coverage Carrier limits of liability are not always the same as insurance or dedicated shipping protection, and declaring a value may not guarantee full reimbursement. JM Shipping Solution offers jewelry businesses access to protection designed for highvalue shipments, while Jewelers Mutual Group policies can help protect individuals shipping finished jewelry or loose stones. Interested in protecting your shipments? Learn more here and contact a JM Shipping Solution representative today. Jewelers Mutual has been an RJO vendor since 2005. Phone: (800) 558-6411 www.jewelersmutual.com

5. Do not use a drop box or third-party location Never use a drop box or delivery service to send your package. Personally take the concealed package to a carrier-staffed location and get a receipt with the tracking number. 6. Choose a secure, trackable shipping method Select a shipping method that includes tracking and allows you to monitor the package until delivery. Sign up for delivery alerts and share tracking information with the recipient.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

17

NUNU

The Customer Who Walked Out Was Not Always Lost A CUSTOMER WALKS INTO A JEWELRY STORE, spends twenty minutes looking at products, asks a few questions, and eventually leaves without buying. The immediate conclusion is usually simple: “They were just looking.” But what if they were not? In retail, not every customer who walks out without making a purchase has said no. Sometimes, they simply have not been given enough reason to say yes. The Sale Does Not Always Happen at the Counter Jewelry is rarely an impulse purchase. For many customers, there is emotion, money, family opinion and personal significance attached to the decision. A customer may leave the store today and return next week or even next month, when they are finally ready to buy. The question is whether your business has given them a reason to remember you when that time comes. This starts with the conversation inside the store. Did the salesperson understand what the customer was actually looking for? Did they learn enough about the occasion, preferences or budget to continue the conversation later? Did they know what information would be useful for a follow-up? Most importantly, was the follow-up personal, or was it simply another message saying, “Just checking if you are interested?” A customer who does not buy today can still become tomorrow’s sale, but only if the relationship continues beyond that first visit. The Difference Between Following Up and Continuing the Conversation There is a big difference between asking a customer, “Have you decided?” and saying, “You were looking at diamond necklaces in the X–Y range. We received two new pieces this week that reminded me of what you were looking for. Would you like me to share them with you?” The first is a sales follow-up. The second shows the salesperson actually listened. That distinction matters because customers do not necessarily

18

remember every product they see during a visit. They remember how well the business understood what they wanted and whether the interaction felt relevant to them. What Happens After the Customer Leaves? This is where jewelry businesses can look beyond the immediate sale and examine what happens after a customer walks out of the store. How many inquiries are followed up? How quickly does the follow-up happen? What information is recorded about the customer’s requirements? How personalized is the communication? And how many customers actually return after their first visit? There is another question that may be even more important: does your team see a customer who did not buy as a failed sale, or as an unfinished conversation? That mindset can change the way a store approaches its sales process. The objective is not to pressure customers into buying before they are ready but to make sure a genuine buying opportunity does not disappear simply because the customer needed more time. A Jewelry Business Should Measure More Than Today’s Sales Revenue tells you what happened. Your customer journey can often tell you why. If customers are walking into your store but not converting, the answer may not always be more foot traffic. There could be opportunities hidden in how customers are being approached, understood, followed up with and brought back into the conversation. A business may spend considerable time and money bringing customers into the showroom, only to lose potential sales because there is no clear process once that first interaction ends. Your Next Step If customers are walking into your store but not always walking out with a purchase, it may be time to examine what happens throughout the sales journey. At NUNU, we help jewelry business leaders identify gaps in their sales processes, strengthen their teams, and turn more opportunities into sustainable business growth. NUNU has been an RJO vendor since 2022. Phone: (954) 686-8458 www.nyou.in

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

Optimum Retail Solutions

Why Retail Jewelry Stores Need Managers WEEKLY, FOR THE LAST FEW MONTHS, I HAVE been listening to the owner of a medium-sized jewelry store tell me all the things the new sales manager did wrong during the previous week: how they had to get involved because he didn’t do this or unsuccessfully did too much of that. Every week, we discuss how to address these shortfalls, clarify his expectations, and allow the manager to do his job, which is the most important job in the store, especially since the owner realizes he does not want to be tied up with sales floor activity, plus he doesn’t like to directly manage people’s performance. And that pretty much summarizes why every jewelry retailer over a certain sales volume needs managers to facilitate their businesses. Every jewelry store leader should have objectives and a mission as to their purpose and direction, a dream to help their communities, a passion for the jewelry business with personal strengths or skills. These businesses exist because they are able to make money. As business owners, we are most successful when we are financially thriving AND fulfilling our objectives. Achieving these objectives requires more than talented employees. It requires coordination, consistency, and direction from a leader, an implementer, a manager. Without effective management, even highly capable employees drift to working independently rather than collectively. Individuals develop their own methods, and priorities won’t always align with the business, resulting in performance that varies greatly from person to person. Over time, these inconsistencies start to look like chaos. I call it “herding cats,” where everybody is too busy, and nobody’s organized. Important team efforts like event preparations suffer; no one has time for basics like thank-you notes or satisfaction follow-up.

Managers provide the “how.” How will there be an effective structure that guides individual efforts into becoming organizational performance? They serve as the connection between the company’s strategic goals and the daily activities required to achieve them. Managers understand the priorities of the business and turn them into results: • Establish clear standards • Develop employee capabilities • Monitor progress and give feedback • Take actions to maximize opportunities • Take actions when performance falls short In a jewelry store, this responsibility extends beyond supervising the sales floor. Managers influence nearly every aspect of the business, including customer experience, sales performance, client relations, inventory presentation, communication, staff development, operational execution, and culture. Their effectiveness is reflected not only in the results achieved each day, but in the organization’s ability to continue producing those results over time. In the end, I’m confident the sales manager at the store I consult with will be okay. He has a great attitude, he is still learning but is willing to work hard, and is committed to improving results. He can be a capable leader if he and the store owner understand the importance of the manager’s role to the business and the owner supports him as he fully develops into that role. — Guy Kramer Optimum Retail Solutions has been an RJO vendor since 2023. Phone: (630) 699-6336 guy@optimumretailsolutions.com www.optimumretailsolutions.com

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.

19

VRB Internet Solutions/MyStore.Jewelry

Could Digital Concierge Be Your Future? THE JEWELER OF THE FUTURE MAY not think of their website as a shop window at all. Instead, it could become something proving more valuable: a digital concierge. A concierge doesn’t simply present a selection of options and ask you to choose. They listen, remember, make recommendations and help you find something that feels right. For a jewelry business, that distinction matters. Jewelry is rarely just a product purchase. It can be deeply personal, often connected to a milestone, a relationship, a celebration or a story. The opportunity for the modern jeweler is to bring some of that personal expertise into the customer’s digital experience. The challenge is most websites still treat every visitor as though they are the same customer. Everyone sees the same collections, the same navigation and essentially the same sales message. But an independent jeweler’s greatest competitive advantage may be the opposite: knowing customers are not the same. A good jeweler remembers what a client bought previously, understands their taste, knows their partner, remembers an important anniversary or has learned they prefer something understated rather than obviously luxurious. That knowledge is valuable, and it doesn’t have to disappear simply because the customer is interacting with the business online. Imagine a digital experience where the jeweler has already done some of the thinking. Rather than asking a customer to navigate hundreds of pieces, the store could curate a selection based on what it knows about them. Perhaps three pieces have been chosen because they fit their style, budget and previous purchases. Perhaps a client who bought a particular designer last year is shown something new from that designer. Maybe someone looking for an anniversary gift is presented with a considered

selection assembled by a member of the team, based on local tastes and traditions. The technology is simply the delivery mechanism, and the intelligence behind the recommendation remains human. That distinction could become increasingly important. As digital experiences become more sophisticated, there is a danger businesses will confuse personalization with automation. But showing someone something because an algorithm predicts they will click on it is not necessarily the same as understanding them. True curation comes from taste, experience and context—and although AI can do this, the jeweler can make a connection between a piece of jewelry and a customer’s personality or story. This changes the role of the website. Rather than trying to answer every question or complete every transaction, it can become a bridge between the digital and physical worlds. A customer might discover a curated selection online, save a few pieces, read the jeweler’s thoughts about why they were chosen and then arrange a private appointment to see them. The website has not replaced the relationship; it has strengthened it. For jewelers, this approach also offers an opportunity to rethink what customer data actually means. Data doesn’t have to be an impersonal collection of clicks and browsing behavior. Some of the most valuable information may be what the retailer and their sales team already know: the customer who always chooses yellow gold, the couple who are celebrating a particular anniversary, the client who loves unusual gemstones, or the person who only buys jewelry with a story behind it. Bringing that knowledge into the digital experience can make a huge difference. Perhaps then, the successful jeweler of the future is not the business with the most automated AI-type website or the largest digital audience. It may be the one that uses digital tools to make its human expertise more visible, more useful and more personal. A great concierge doesn’t overwhelm you with choices; they narrow them down. — Andy Boundy VRB Internet Solutions/MyStore.Jewelry has been an RJO vendor since 2017. Phone: (905) 329-5155 http://vrb.ca

20

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

COVER STORY

Five Years Out Five years can bring a lot of change, especially in an industry already navigating new technology, shifting consumer expectations and evolving products. As RJO begins its next 60-year journey, In the Loupe asked RJO vendors to look ahead and share how they believe being an independent jeweler will be different five or so years from now. Their answers reveal both challenges and opportunities on the horizon.

AMIPI

AvayGray Designs/ Henderson Legacy

Shreya Mehta New York, NY

Ann B. Gieser

Five years from now, AI will be essential for independent jewelers. It will help retailers work smarter, from inventory and pricing to marketing and customer service, all while giving them more time to build personal relationships. At AMIPI, we believe those who embrace AI will become stronger, more efficient retailers; those who don’t risk being left behind. The future is high-tech, but still high-touch.

Charlotte, NC Over the next five years, I think one of the biggest changes independent retail jewelers will see is the need to become even more intentional about what makes them different. Consumers will continue to have more and more choices, so having beautiful jewelry in the case will not be enough, as it hasn’t been

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

21

COVER STORY

for a while now. The stores that continue to thrive will be the ones that combine unique product with personal service, storytelling, and a continued and deeper understanding of their customer. Technology will continue to play a larger role, from social media and digital marketing to AI, inventory management, and communicating with customers. Sorry, folks, this is not going away whether you want it to or not. The more automated shopping continues to become, the more the consumer is going to value the personal relationship they get from an independent jeweler. That trust, familiarity, and personal connection are things technology can support, but never replace. Vendors who are more than suppliers will continue to be a beneficial piece of the future. True partnerships will not go away but be heightened by continued needs like the best marketing available, incredible customer support, and trust. Those retailers and vendors who have a solid relationship and work together to create continued excitement around product will be the ones best positioned for the next five years. Continuing to figure out how to make your store a destination and get beating hearts through the door is key. If you are not holding in-store events, you are truly missing out. Create reasons to make them come in if they aren’t doing so without being urged.

Buzz Advertising Agency

AI in some capacity, it truly can streamline and free up some time if you’re currently running things on your own. In that same turn, it’ll be important to determine when to use AI and when not to use AI. You won’t want to use AI to replicate your employees for a staff favorites email or to run your social media channel. You will still need your faces, your employees, and your honest opinions and expertise there. The next thing is going to be the shift into COLOR. This one we’re super excited about and is nothing new. Tastes have been trending this way for a while now, but especially with the increase of interest in lab diamonds and larger diamonds, consumers want to find other ways to stand out. Your options to stand out with color are truly endless. Many of our clients are already seeing major growth in this area, and we don’t see this slowing down soon. Lastly, lab-grown diamonds are continuing to shift in the market in terms of pricing and positioning. Looking back just five years ago, lab-grown diamonds were competitively priced, but their prices have collapsed so drastically and are selling for just a fraction of the price. Every time that price falls, the gap between diamonds as a product vs. a status symbol widens. Retailers will want to make sure they’re promoting bridal separately to those very different markets, such as the value customer looking for a bigger size at a steal vs. a luxury consumer looking for craftsmanship, quality, and a story to tell along with it. I don’t see labgrown diamonds leaving the market, but I do see a huge shift back toward natural as lab-grown diamonds continue to saturate the market.

Bailey Rebh

Charles Frey & Co.

Negaunee, MI

Chuck Frey

There are quite a few shifts I think we’re going to see in the next few years for independent jewelers, and the first and most significant will likely be the advancements in AI. I think there will be a clear distinction between jewelers who were early adopters and jewelers who were late or still not on the ball. Looking back on just the last five years and those advancements in tech, from social media and marketing to streamlining standard business processes and even the AI used for custom design purposes, it’s incredible and somewhat intimidating to witness and conceptualize. If you’re not already using

Mount Pleasant, SC

22

As a firm that specializes in store closing and retirement sales, we have a front-row seat to some of the trends shaping the industry; both the forces driving jewelers out of business and the opportunities emerging for those who remain. A growing number of independent jewelers are reaching, or have surpassed, traditional retirement age. Many are ready to step away, but the challenge is finding a buyer willing to pay what the store is truly worth. Even when a family member or

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

COVER STORY

long-term employee is willing to take over, financing the transition is a major obstacle. These trends point to a future with fewer retail jewelers overall. In many towns where two or three jewelers once operated, only one remains. For those who continue, this consolidation creates larger market areas. Reaching those customers is the new challenge. Brick-and-mortar retail has fundamentally changed. The hometown jeweler is no longer competing only with other local stores; they’re competing with the entire internet. Labgrown diamonds have reshaped margins, cash flow, and customer expectations, while more stores rely on custom design and CAD/CAM work, with less emphasis on showcase inventory. Trust has always been the defining attribute of independent jewelers. It will matter even more in the coming years. We’ve worked with many jewelers who retired from day-to-day retail, closed their stores, and successfully transitioned to “by appointment only” custom design businesses. That shift is only possible when a strong, loyal customer base already exists. It has been said the future is nothing more than the decisions made today—and the most important decision jewelers face is how to use technology to stay in front of their customers. Today’s customers must be reached everywhere digital media can take you: social platforms, email marketing, website engagement, digital advertising, online reviews, and video content. Those who embrace technology, strengthen customer relationships, and evolve their product mix will be positioned to thrive, even as the number of independent jewelers continues to decline.

DiaExpressions Prashant Mehta New York, NY I believe the most significant transformation, already slowly happening, is in the combination of virtual and real experiences. Lab diamonds have already made

the industry reconsider prices. In the future, with virtual try-on technology, people will start to become more comfortable buying expensive items without feeling them first, which will revolutionize the industry. In five years, those who survive will be those who use technology, such as virtual try-ons, 3D images, and social networks, not to get rid of the instore experience, but to ensure clients come already educated. If you don’t introduce technology into your business today, you will lose the younger generation to Internet competitors from day one. Another shift I see is the shortage of skilled personnel. Bench jewelers, goldsmiths, and gemologists are aging out without any younger generation coming up after them. In five years, independent jewelers who can still offer custom work will be in a great position because online sellers won’t be able to offer such services. Lastly, the need for sourcing transparency is another trend set to become very important in the future. More and more younger customers are interested in whether the precious stones and metals they wear are being ethically sourced, and those jewelers who can not only explain but also ethically provide the origins of their products are going to resonate with the younger generation a lot more.

GN Diamond Asaf Herskovitz Philadelphia, PA I believe in five years there will be a change in wealth accumulation among consumers, which will have many positive effects for independent jewelers. The wealthy/affluent customer will be more comfortable spending $10,000–$100,000 on diamond jewelry. They will be more interested in rarity, craftsmanship, and building unique pieces of diamond fashion jewelry. They will layer in gold jewelry and family heirlooms as well. There will always be customers who are more sensitive to cash flow yet still crave the emotional experience of luxury. These customers will be buying smaller natural diamonds or warmer, larger-sized diamonds.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

23

COVER STORY

Jewelry will always be a way to celebrate milestone occasions like weddings, anniversaries, birthdays, graduations, and lifelong achievements. This always creates a tremendous opportunity for independent jewelers, especially when it comes to custom-made pieces. As AI creates the imagery for consumers, one-of-a-kind pieces will become an even bigger trend, featuring unusual craftsmanship with exceptional natural diamonds. The jeweler becomes the person who helps a family translate wealth into objects that carry their family story forward. With the growth of custom designs comes growth in repair work as well. Another big change I see is the lab-grown diamond business. We already see this market as becoming increasingly commoditized. Wholesale prices have fallen dramatically, while independent jewelers are steadily carrying both categories. At GN Diamond, I am continuing to educate retailers and do webinars explaining the difference between lab-grown diamonds and natural diamonds. Natural diamonds represent rarity and uniqueness, while lab-grown diamonds represent accessibility and size. At the end of the day, a sale is a sale, which may lead to additional revenue in not only bridal but other jewelry lines as well. I am confident the future will be bright for retailers and wholesalers alike. I anticipate average ticket sales will be higher, custom work will be greater, and there will be higher consumer wealth, which will result in higher spending per piece.

The second change is how jewelry will be presented and sold to the public. As the CEO of one of the largest jewelry website platforms, I have a unique perspective on watching this unfold. Omnichannel retailing is now more pertinent than ever, and customers expect utter consistency between the website and in-store experiences. They expect a seamless connection which lets them view their account information, history, wish lists, orders, repairs, and balances on the website as if they’re talking to a human in the store. The great news is the online shopper will never replace the in-store shopper. In fact, customers will continue to demand a richer and more immersive in-store experience amidst today’s AI revolution filled with digital encounters. Still, online website visitors will enjoy interacting with AI chatbots, despite some saying they will never do this or that they despise these interactions. Don’t forget these same people chat with AI every single day, and they enjoy it. So it will just take time, but online interactions will one day be fun and, and, ironically, more human than ever through AI.

Stargems Anish Desai Norcross, GA

Punchmark Ross Cockerham Charlotte, NC Over the next five years, retail jewelers will experience two fundamental changes. The first is how retailers will run their businesses. Independent jewelers are feeling more pressure to work hard without knowing how to scale or hire their way out of their workload. Technology is helping to close this gap, and overworked jewelers are proactively seeking the right software, apps, website platforms, and AI tools to assist with operations. Conversely, many jewelers are now looking to run a lifestyle business instead of striving to reach the next revenue milestone at the expense of their health and quality time with family.

24

This understanding drives technology to meet the need for jewelers to act more like passive business owners than assembly-line workers tethered to the bench.

I see five major changes ahead: AI-assisted selling will become standard; custom jewelry will become faster and far easier to produce; inventory will become increasingly virtual instead of sitting in showcases; customers will expect instant visualization and pricing; and retailers will operate with much smaller, more productive teams supported by AI and automation. Also, the next evolution will be predictive selling. Retailers will increasingly market to customers based on purchase history, preferences, anniversaries, past searches, and previous interactions. Instead of waiting for the customer to come back, the system will suggest the next likely purchase. Maybe an anniversary upgrade, matching band, birthday gift, or redesign, even before the customer starts looking. This will turn the retailer’s website from a digital catalog into an intelligent, always-on sales engine.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

SPECIAL SECTION: BOSSES THAT ROCK!

Bosses That ROCK! Save the Date! Boss’s Day is Friday, October 16th! Mark your calendars to celebrate the special bosses, managers and leaders that make an impact in your workplace.

Why My Boss Rocks Rochelle Klieger Ruby Jewelry Co., NY Submitted by Dottie D.

Ruby Jewelry has been in business since 1919 and Rochelle is third generation. Rochelle is a very knowledgeable, compassionate business owner. She spent a great deal of time helping me during a rough time in my life. I started this job as her bookkeeper, but over the years Rochelle has made certain I’m on top of things by explaining thoroughly, when it comes to sales, repairs and dealing with customers, as well as understanding the particulars of jewelry. Her knowledge and expertise keep our customers coming back. She’s trustworthy and customers admire her honesty. I am a huge fan of Rochelle and consider her a friend as well as my boss. I appreciate the way she runs her business and am honored to be her employee.

Sometimes the best ideas start with a simple phone call.

know there are so many retailers and vendors doing exactly that every day.

Late last year, an employee of an RJO retailer called our office and spoke with our Membership Director about her boss. She wasn’t calling to ask for recognition or nominate her for an award. She simply wanted to take a few minutes to tell us how incredible her boss was and how much of an impact she had made on her life, both professionally and personally.

So, we decided to celebrate them.

That conversation stuck with us. It got us thinking about the incredible leaders who make RJO special. Being a boss comes with a lot of responsibility. Behind every successful business are leaders balancing teams, meetings, customers, decisions, and countless organizational details, often making it look effortless. And across RJO, we

For this issue of In the Loupe, we asked our membership to tell us why their boss rocks. The response gave us a wonderful glimpse into the people behind the businesses that make up RJO—leaders who teach, encourage, support, challenge, inspire, and sometimes simply show up when their people need them most. To everyone who took the time to write in and share your story: thank you. Your words are a reminder that great leadership isn’t just about running a successful business. It’s about making a difference in the lives of the people around you. We are proud to celebrate a few of those incredible leaders in this issue.

The RJO Board of Directors Submitted by RJO CEO, Sarah Streb

On Boss’s Day, I am especially grateful for the RJO Board of Directors, both past and present. I have been blessed to work for an organization whose Board is genuinely supportive, collaborative, and deeply dedicated to RJO. We have honest, thoughtful, and truly meaningful discussions about the direction of the organization, and their insight and leadership are so instrumental in driving RJO’s continued success. Their support extends not only to me, but to our entire staff. We truly feel their trust, encouragement, and appreciation for what we do. I am incredibly thankful to work alongside leaders who care so deeply about our organization, and the members, vendors, and staff who make the RJO community so special.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

25

SPECIAL SECTION: BOSSES THAT ROCK!

Charlie and Wes Davis

Matt Newkirk

Skaneateles Jewelry

Midwest Closeouts

Submitted by Chip Davis

Submitted by Hebelin R.

I'm the fourth generation at 134-year-old Skaneateles Jewelry. I now work for the fifth generation—Charlie and Wes Davis (my sons). What makes them stand out, and what I appreciate is their hard work and their intelligence. In a short time our sales and profit have more than doubled and our turn has quadrupled. They are forward thinkers and have paved a path for ANOTHER 134 years. But wait! There's more: They are two of the nicest people you will ever meet. I'm blessed.

What makes Matt ROCK is the energy he brings to work every day and somehow manages to keep the energy even when things get stressful or busy. Matt is supportive, understanding and approachable. He makes everyone feel valued and appreciated. I'm really grateful to have a boss who makes it possible to work hard, laugh a lot and genuinely enjoy being a part of the team.

Georgetown Jewelers, IL

"If your actions inspire others to dream more, learn more, do more and become more, you are a leader."

Submitted by Catherine B.

—John Quincy Adams

Elizabeth Chamberland-Emery & Scott Chamberland Liz & Scott are two people worth celebrating! I truly appreciate how supportive they are of my goals. They have been the biggest cheerleaders for my continued education towards my Graduate Gemologist Degree and have celebrated all of my accomplishments along the way. They are wonderful store owners because they value all of our input, celebrate all of our achievements, and together have cultivated such a wonderful group of team members. We all enjoy coming to work and that says a lot about the kind of environment they have created.

Jeff Wynkoop Quality Gold Submitted by Rosalie F.

Jeff makes my job FUN! He is fair yet firm, funny as hell and makes the RJO shows feel like a vacation instead of work. When we attend the shows, instead of everyone wanting to go our own way, we join together as a family and enjoy the shows. Frankly, there are WAY too many memorable stories to tell. I thank God every day Jeff thought I was good enough to join the QG family.

“Leadership is not about being in charge. It is about taking care of those in your charge.”

More about Matt... Submitted by Sarah B.

Matt Newkirk is someone who consistently puts others before himself. He genuinely wants to help people throughout the jewelry industry grow and succeed. Matt has certainly made a name for himself. Mention him to almost anyone in the industry, and they know exactly who he is, and for good reason. He is incredibly generous, not only with his customers but also with his employees. When we travel for trade shows, he always makes a point of treating us to nice dinners and ensuring we feel appreciated. Matt is equally thoughtful toward others in the industry. Whether someone is retiring, or a member of the jewelry community has passed away, he makes it a priority to send flowers and let them or their family know he cares. If you know Matt, you also know he has a 10-out-of-10 sense of humor. He is genuinely fun to be around, and especially fun to work with. He is always armed with a great joke that can lighten the mood whenever things become stressful. Matt’s middle name is “Considerate”—at least, it should be! He is incredibly respectful of other people’s time, families, and health. He places a strong emphasis on quality of life and maintaining a healthy work-life balance for his employees. Matt’s kindness, generosity, humor, and genuine consideration for others are just a few of the many reasons he is so highly regarded throughout the industry and is a great leader!

—Simon Sinek

26

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

SPECIAL SECTION: BOSSES THAT ROCK!

Andrea Dunnigan Loch Jewelers, MN Submitted by Donna B.

What makes an exceptional leader? It’s not simply how they run a business; it’s how they show up for the people who make that business possible. That is exactly why my boss rocks. Andrea leads with remarkable selflessness, consistently putting others before herself. She remembers birthdays, sends a coffee gift card when someone is having a difficult day, and shows up when you need her—even when it has nothing to do with work. These small gestures show something much bigger: she genuinely cares about her people. That same heart is at the center of how she serves her customers. She listens to their stories, understands what matters to them, and makes them feel valued. She recognizes behind every engagement ring, anniversary gift, or special purchase is a person and a moment worth honoring. Her dedication is even more meaningful because of the

“She doesn’t just own a business. She carries forward a family legacy, builds lasting relationships, & creates a workplace where people know they matter.”

egacy she carries. She has worked alongside her grandmother, father, and uncle, gaining generations of knowledge and experience. Now, as the thirdgeneration owner of Loch Jewelers, she carries that legacy forward while creating one of her own. Balancing family, relationships, and business ownership is never simple, yet she gives each her best. She leads with compassion, loyalty, strength, and an unwavering commitment to others. She doesn’t just own a business. She carries forward a family legacy, builds lasting relationships, and creates a workplace where people know they matter. That is leadership. That is legacy. And that is why my boss rocks.

David Artinian Artinian Gems Submitted by Cindy H.

David rocks because he is the Boss of Rocks! He doesn’t just sell gemstones—he actually goes into the mines and sources them! He has an incredible amount of knowledge about where our gems come from, how they are mined, and what makes each stone special. There is always a story behind a gemstone, and David loves sharing that knowledge with us. What I really appreciate is he inspires us to do good. Through the Charis Project, we give back to the mining communities that are such an important part of what we do. He reminds us there is so much more to a gemstone than how beautiful it is. There are people, places, and stories behind every stone. David brings his knowledge and passion for gemstones into everything we do, and he encourages us to care about the people behind them, too.

Ulises GarciaRing Wrangler R&N Jewelers, FL Submitted by Dawn G.

Well, for starters, he may actually be part human, part encyclopedia. He literally knows EVERYTHING! His incredible knowledge is only one reason he is a great boss. He is one of the hardest working people I know and he never asks anyone to do something he wouldn't do himself. He is constantly looking for ways to make things better, solve problems and help the people around him. He appreciates hard work and makes you feel like what you do actually matters. And if you ever have a question, just ask him! If he doesn't know the answer, I'm pretty sure he will know where to find it, because he probably read about it in an encyclopedia when he was eight! Basically, he's the boss we all need and the human encyclopedia we are lucky to have!

Stacey Specht Signature Engravers Submitted by Iliana A.

Stacey creates a positive work environment, which makes a big difference in my work day! Additionally, I appreciate her guidance, clear communication, support, and overall mentorship that helps me perform at my best every day! She has helped me more times than I can count whether for work or personal reasons, and I’m glad she's my boss!

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

27

SPECIAL SECTION: BOSSES THAT ROCK!

Samantha Murray

Beth Utecht Beth’s Jewelry Shop, WI Submitted by Lexi D.

Beth is truly the Wonder Woman of the jewelry world around here! She empowers, encourages, and motivates every single one of her employees to be the best person they can possibly be. She is constantly pushing us to grow and become the best versions of ourselves. When she’s not busy running Beth’s Jewelry Shop, she’s either helping her husband run their pork business or soaking up some time with her precious grandbabies. Somehow, despite everything she has going on, both in the store and on the farm, she remains one of the kindest and most patient women you could ever meet. In the words of one of her customers, “She’s the Dolly Parton of New Richmond!” And honestly, we couldn’t agree more. We love her SO, SO much, and we truly couldn’t ask for a better boss, mentor, or person to have in our lives. She is one of a kind, and we are so lucky to call her ours!

Brandie McCoy Imperial Jewelers, NE Submitted by Lindsey M.

I genuinely couldn’t ask for a better person to work with! It’s just the two of us, and somehow we still manage to have fun and laugh our way through just about everything. I always look forward to traveling to RJO shows together, but one of the best parts of working with her is that somewhere along the way, she became so much more than just my boss. She’s become a true friend. We talk about everything—work, life, family, and all the random stuff in between—and we even choose to hang out outside of work, so I’d say that says a lot! I feel really lucky to have a boss I trust, can laugh with, and genuinely enjoy being around. She makes coming to work fun, and I’m very thankful that my boss also happens to be one of my good friends.

Jeanne Slover

Fernbaughs Diamonds and Fine Jewelry, IN Submitted by Cole J.

Samantha is so understanding and caring and is always there if you just need to talk. She doesn't only make this workplace run; she helped us make it into our own little family. We wouldn't be able to do this job without the love and care she brings to work every day.

More about Samantha... Submitted by Taelynn K

Samantha deserves to be celebrated! From being the best manager to becoming an incredible owner, one thing has always remained the same: she treats every person on our team like family. What I appreciate most about Samantha is how genuinely understanding she is. Whether we are sick, make a mistake, have a million questions, or need extra support, she never makes us feel like a burden. She listens, understands, and makes us feel supported. She balances being a caring boss with being a strong leader. She cares about our lives outside of work while pushing us to grow, work hard, and become better at what we do. She believes in us, encourages us, and gives us opportunities to learn and take on more responsibility. Since I started at Fernbaugh's, I have always looked up to Samantha. She leads by example and puts her whole heart into this business. She treats her employees and customers like family and has created a place where people feel welcomed, valued, and cared for. We are incredibly lucky to have her as our boss, our leader, and someone we can always count on.

Robert’s Jewelers, TX Submitted by James M.

“The greatest leader is not

My boss rocks because she has created a true necessarily the one who does family culture. Over the years, employees have the greatest things. They are the faced divorce, financial hardships, cancer, legal trouble, and many other challenges. She one that gets the people to do doesn’t just offer kind words of encouragement the greatest things.” —she puts herself in the thick of things and does —Ronald Reagan whatever she can to help. That may mean organizing a fundraiser, working extra hours, or connecting employees with support services in the community. She also rocks because of her 45 years of philanthropic work supporting veterans and active-duty members. She is a lifetime member of the Military Affairs Committee, served as Honorary Commander at Laughlin AFB for six years, and was recently named Grand Marshal of the Fiesta Parade in Del Rio, TX. Lastly, she has brought big-city jewelry and gemology knowledge to a small town, educating consumers and elevating the community’s appreciation for the industry.

28

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

SPECIAL SECTION: BOSSES THAT ROCK!

Tom Nelson Nelson Jewelers, IA

More ROCKIN’ Bosses

Submitted by Lauren G.

I started working for Tom when I was 17, so honestly, the fact he has put up with me for almost a decade probably deserves an award all on its own. But really, when I think about who I am today as a salesperson, a leader, and just as a person, I don't think I could tell my story without Tom being a huge part of it. He hired me when I was 17 and gave me more grace and patience than I can put into words. He believed in me when I didn't believe in myself, pushed me when I needed it, let me screw up and learn from it, and gave me opportunities I would have said I wasn't ready for. He has taught me so much more than how to sell jewelry. Tom taught me how to take care of people, work hard, lead, keep showing up when things aren't easy, and never stop learning. And the thing about Tom is, he doesn't just talk about those things, he lives them.

Larry Rodgers Lavish Jewelry Cleaner

“He doesn't just build a successful business, he builds people. I am one of those people.”

Signature Engraving Systems

Submitted by Jeni R.

Submitted by Stacey S.

Not only is he THE BEST boss EVER, he literally rocks. We have a full music studio in our office/warehouse. When things get crazy you'll find him jammin’ out!

Chris has been a phenomenal mentor to me, teaching me the ins and outs of business and sharing the knowledge he has gained throughout his career. He has always encouraged me to challenge myself, continue learning, and strive to be a better version both professionally & personally! His guidance and confidence in me have played a huge role in helping me grow into the leader I am today. I’m incredibly grateful for everything he has taught me and for having a boss and mentor who truly wants to see me succeed!

He truly treats all of us like family. From randomly walking in with BBQ for everyone, to celebrating our wins, being there when life gets hard, sending us all over the country for schooling, and finding ways to help us grow, he genuinely wants the people around him to be successful.

And somehow, running a business and taking care of us isn't enough for him. He gives back to our industry through RJO and MRC, serves on our local City Council, and is constantly giving his time to something or someone.

Chris Parent

Jessica Finch Finch Jewelers, PA Submitted by Julia C.

—Lauren G.

Tom also faced some pretty major health issues over the years. I know there have been days much harder than he ever let us see, but he has never let it stop him from showing up for his store, his community, his industry, or his people. I don't think 17-year-old me had any clue what walking into Nelson Jewelry would turn into, or that the guy who hired me would become one of the biggest influences in my life. Tom trusted me, challenged me, given me grace, probably wanted to pull his hair out because of me more than a few times, and most importantly, believed in me before I believed in myself. I think that's what makes Tom so special. He doesn't just build a successful business, he builds people. I am one of those people. Tom didn't just give me a job when I was 17. He gave me a place to grow up, a chance to become someone I didn't know I could be, and an example of the kind of leader I hope I can be someday.

Jessica is one of the most compassionate & thoughtful individuals I have ever had the privilege of knowing. I am truly grateful to work under her leadership; she has created a business where we all feel like family. I will always be thankful for the opportunity to work at Finch Jewelers and to enjoy coming into work every day. Thank you Jessica!

David Amram

Mark Doris Midas Chain

Submitted by Rebecca B.

Mark comes to work every day and is always ready to work. He has made our department very successful.

Earstuds USA Jewelry Mfg.

Submitted by Diana, Dora & Ana

We are truly grateful to have a boss who exemplifies strong leadership and genuine mentorship. Your guidance, support, and commitment to helping others succeed have made a meaningful impact on our professional growth. Thank you for leading with integrity and inspiring those around you.

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.

29

CALENDAR September 2026

F October 2026

20-28 RJO Rock Tour

4-7 RJO Management Development Program

22 First day of Fall 23 All invoices must be received in RJO office

5 - RJO Foundation Board of Directors applications due - RJO Next Gen Advisory Board applications due

29-October 2 RJO Liberty Tour

9 All payments must be received in RJO office 12 Columbus Day / Indigenous Peoples' Day 16 Boss's Day 23 All invoices must be received in RJO office 31 Halloween

NEW MEMBERS Atkins Jewelry Kenneth Atkins Logan, WV

Referred by Douglas Eavenson Dodrill Jewelers, Summersville, WV; and Don Conkey and Sons, Pittsburgh, PA

Augustus Fine Jewelers Augustus Porter and Jessica Wriedt Ocala, FL

Referred by Ryan Aiya Aiya Designs, Alpharetta, GA

Dellinger’s Jewel Shop Lew Dellinger Kings Mountain, NC

Referred by Prakash Mehta Interings, New York, NY

Maharaja’s Fine Jewelry Manu Samtani Panama City, FL Meritage Jewelers Mark & Jennifer Motes Lutherville, MD

Referred by Tim Carlson Carlson’s Jewelers, Ellicott City, MD

Michelson Jewelers Louis Michelson Paducah, KY

Referred by Pady Shah IDD USA, New York, NY; and Andy Cline Cline Jewelers, Edmonds, WA

Norris Jeweler Ryan Norris Riverside, CA

Dodrill Jewelers Douglas Eavenson Summersville, WV

Referred by Gina Renteria Ancora Designs, Los Angeles, CA

Smith Jewelers of Leesville Angela Smith Dowden Leesville, LA

Referred by Neal Bass ASHI Diamonds, New York, NY

Steel’s Jewelry Company Blake Steel Valdosta, GA

Referred by Patrick Elebash Elebash Jewelers, Pensacola, FL

Traditional Jewelers of Ridgeland David Capton Ridgeland, MS

Referred by Michael Abernathy Abernathy Fine Jewelers, Pell City, AL

Troy Vinson Jewelers Curt Vinson Granbury, TX

Referred by Mark Priest Legend Jewelers, San Angelo, TX

Doug Doggett Jewelers Douglas Doggett Cullman, AL 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.

30

FAMILY. DIVIDEND. SUPPORT. BUYING POWER.