now! - Southern Jewelry News

Transcription

Serving the jewelry industry since 1988
JULY 2014
SOUTHERN JEWELRY NEWS
“A Newspaper Dedicated to the Southern Jewelry Industry”
Vol 27 No. 7
1
July 2014
David Douglas Diamonds - Douglas Meadows success earned the hard way
By Amy Minnick
It hasn’t always been easy for
Georgia jeweler Doug Meadows.
In fact, he’s seen some pretty dark
times. Unlike other retailers who
seamlessly moved from protégé
to owner without so much as a
blip, Doug’s jewelry career took a
dip, actually several dips, that left
him questioning himself and his
future. But with the help of some
amazing industry colleagues and
Doug’s desire to make it work, he
is now reaping the rewards of his
commitment to his store, his community and this industry.
As a third generation jeweler, Doug and his brother David
Meadows grew up in an entrepreneurial family. Their grandfather,
Arthur Meadows, opened his trade
shop in 1926 as one of the first tenants in Detroit’s famous Michigan
building. Art did trade work for
jewelers and carved out a successful career in the jewelry industry.
Growing up in jewelry led to
Doug’s first retail job after high
school. Having experience with
the wholesale side of the business
through his family business made
Doug appreciate learning more
about retail. After 6 years working
in retail, Doug and his wife Mary
moved to Atlanta, GA. With an already established business partner
waiting on him, Doug walked into
an upscale retail store in a major
mall in Atlanta. As a 23 year old
man, this leap into self-employment seemed to be paying off. But
it was only two years later when
he and his partner found themselves facing bankruptcy.
“That was a really trying time
for me,” recalls Doug. “I thought
everything was going to be fine,
and then I found myself scrambling to figure out what to do.”
Turning back to his family,
Doug asked his brother, Dave, to
move to Atlanta, and in 1985 David Douglas Diamonds and Jewelry was born. This began a period of
success for Doug as he and Dave
Please see Douglas page 26
David Douglas Diamonds owner Doug Meadows (2nd from left) with family
members (l-r) Joseph, Emma, Mary & Peter.
New silver initiative salutes military vets Retailer Roundtable
(NEW YORK) - The Silver Promotion Service
(SPS) has partnered with select Savor Silver brands
in organizing a special silver jewelry collection to benefit the Jewelers for Veterans Foundation (J4V), an industry
organization dedicated to connecting
US Military Veterans with employment,
training, and education within the jewelry
industry. The collection, titled ‘Silver Salutes the Service’, currently includes jewelry
by ARIVA Living in Fine Jewelry, Cynthia
Gale Jewelry, Frederic Duclos, Phillip
Gavriel, Rotenier, The Samuel B. Collection, and Thistle & Bee.
Each brand has either designed
special pieces or dedicated patriotic
themed jewelry from
their existing collec- Jewelers for
tions. The collection Veterans pendant
by Samuel B.
was formed to intro-
duce a cause related shopping event at retail to be
held during key holidays throughout the year such as
Veterans Day, Armed Forced Day, or Memorial Day.
The SPS and J4V have collaborated to create a package of marketing collateral to support retailers that
carry these pieces in their stores, including special
hang tags, counter cards, consumer literature,
and digital materials.
Todd
Wolleman,
Jewelers for Veterans
President commented:
“The Jewelers for Veterans Foundation is proud
to be allied with the Silver
Promotion Service for this
project and many to come
in the future. It is a natural
partnership that we hope will
flourish over time and progress
Please see Veterans page 40
A remarkable week at JCK Las Vegas
(LAS VEGAS) - JCK Las Vegas held its 23rd annual Show in
Las Vegas late May through early
June, boasting strong attendance
and an overall heightened level of
success. Strong sales were reported across all categories of exhibitors, and buyers gave high marks
to the amount of new product that
was presented. JCK reported over
3,000 new buyers came to experience JCK Las Vegas for the first
time and the international community strongly supported the show,
with strong attendance from Brazil, China, India, Russia and the
United Kingdom.
JCK Las Vegas, North America’s largest jewelry show, took
place at the Mandalay Bay Resort
& Casino and featured products
from over 2,500 jewelry industry
exhibitors. Known for its extensive range and diversity of offerings, JCK is comprised of specific sections: fine jewelry fills the
SJN wants your opinion for our Retailer Roundtable. To participate simply e-mail your name, store name and location, and a
picture of yourself to [email protected]. We’ll e-mail
you a question and you e-mail us your response.
Q: “What jewelry will you be promoting this summer?”
Barry Cole (with
wife, Laura), owner
and president
Beré Jewelers
Pensacola, FL
“In June we began
promoting PANDORA’s Ring Upon Ring
jewelry. The company
is looking to promote
their rings that do well
with the stacking trend
and summer fashions.
As a Forevermark authorized retailer we’ll also be letting people know
these ideal-cut diamonds are more affordable than many in our markets
think. At the JCK Show, we found about two dozen semi-mounts that we
can set with 1/4-carat, 1/3-carat and 1/2-carat Forevermark diamonds at
retail prices ranging from $2,000 to $6,000. We recently brought on Le
Vian, Honora and Alex and Ani jewelry – three designers we’ll also be
promoting this summer.”
S JN
Southern Jewelry News
Craig Underwood, president
Underwood’s Fine Jewelry
Fayetteville, AR
“We normally don’t do product
specific advertising unless it’s for
gift-giving holidays such as Christmas, Mother’s Day and others. We
tend to do more institutional ads. This
summer we’ll continue to promote
Please see Roundtable page 22
halls of LUXURY, Elite Enclave
and the newly renamed Prestige;
luxury timepieces can be viewed
at the by appointment only Swiss
Watch; the Design Center boasts
innovative, artisan-quality jewelry; and the main JCK show floor
is home to AGTA, Watches, the
VICENZAORO Italian Pavilion,
Plumb Club, and the Hong Kong
pavilion. The product, combined
with a daily itinerary of networking events, education seminars
and entertainment, including Rob
Thomas at the JCK Rocks the
Beach concert, made the show an
exciting, must-attend event.
Please see Vegas page 39
INSIDE
FEATURED WRITERS
Industry Events.............................................................6
Atlanta Jewelry Show education lineup......................9
On the Move................................................................18
What’s New..................................................................35
JA offering Buyer Discount program........................36
E-mail list building tips..............................................42
Classifieds..........................................................45
George Prout.................14
Bob Epstein...................24
Bill Warren.....................27
Chuck Koehler...............29
Brad Simon...................30
Brad Huisken.................32
Diana Jarrett..................34
Brian Barfield.................37
Mid-America Jewelry News
AUGUST 2014
1
Serving the Jewelry Industry in America’s Heartland
www.midamericajewelrynews.com
VOL 13 NO. 8
AUGUST 2014
It’s family first at Tapper’s – and they wouldn’t have it any other way
By Liz Pinson
At Tapper’s Diamonds & Fine
Jewelry in the metro Detroit area,
it’s all about family. No fewer
than eight Tappers are actively involved, keeping the family’s three
stores running on a daily basis.
There’s Howard, the CEO
who sold his car to open the first
store in 1977, and his wife, Susan. There’s Steven, Howard’s
brother and vice president, and his
wife, Patti. There’s Barbara, sister of Howard and Steven. There
are Howard and Susan’s children,
Marla and Mark. And there’s
Mark’s wife, Leora.
“We’re all working day to
day in the business together,” says
Mark. “I try to be at all three stores
as much as I possibly can; we’re
not always in the same location,
but the majority of the time we’re
Inside Tapper’s flagship location in West Bloomfield, Michigan.
together. We work every day together, the same beautiful faces!”
Mark became president of
Tapper’s in 2011, bringing a
wealth of experience with him,
along with a deep commitment
to family and similarly close relationships with customers.
“When I came back to the
business, my father hired a business consultant to help with the
transition,” Mark says. “The four
Jewelry Innovations strikes
gold with alternative metal
Vitalium
By Liz Pinson
Alternative metals have made their mark during the past
several years in the wedding band industry – and it seems Vitalium could be the hottest of the hot.
As the developer and major supplier of Vitalium, “The Perfect Contemporary Metal,”
Jewelry Innovations of Sandy, Utah, couldn’t be happier. The manufacturer/wholesaler,
which prides itself on excellent customer service with prompt turnarounds, stunning custom designs and cutting-edge manufacturing techniques, offers other alternatives as well,
including titanium, ceramic, Damascus steel and black zirconium. Jewelry Innovations is
the company to remember for contemporary metals.
Vitalium, a composition metal, is
a brilliant pure white non-plated
color, closely resembling white
gold. Rings made from Vitalium are very scratch resistant.
Jewelry Innovations states it is
stronger than tungsten carbide,
twice as hard as cobalt chrome,
five times as hard as titanium, six
times harder than platinum, and nine
times harder than silver. It won’t
oxidize, tarnish or discolor.
The company offers the rings
Vitalium bands with cusin polish, satin and stone fintom textures, diamonds,
ishes.
ceramic and wood in-lays.
While the lower price of
(Black Zirconium with Shakudo
in-lay also pictured).
Please see Innovations page 30
major principals - myself, my father, my uncle and my sister - talked with the consultant. He asked
us each independently, all of us,
whether it was family first or business first. He said there’s no right
Historic collection in time
for cameo comeback
By Paul Holewa
training and business management consultation company, Performance Concepts, in
1997. Although the two had been industry
colleagues and friends for many years, it
wasn’t until 2010 that they collaborated to
create a “hybrid store event” that combined
estate jewelry buying, selling and trading.
These special estate jewelry events
have been hugely successful for the collaborative partners and the many retail jewel-
Estate jewelry business partners Kate
Peterson (CEO and president of Performance Concepts) and Patti Geolat (founder
and CEO of Geolat Companies) have seen
a lot in their years of serving the gem and
jewelry industry. But nothing could have
prepared them for the find of a lifetime in
February when Geolat Mondial, the event
and brokerage arm of Patti’s
business, purchased one of
the largest and most significant cameo collections of
its kind ever assembled. Retail customers were able to
view and purchase cameos
from this incredible collection at two Midwest jewelry Amedeo Scognamiglio’s Three Monkeys is hugely popular with
stores in May as part of a modern cameo fans.
unique estate jewelry event.
The story of how this massive cameo ers that have hosted them. Four years later
collection became available to vintage their extensive network of industry contacts
jewelry consumers starts with the two put Kate and Patti in touch with a Frederwomen that sourced it from a private es- ick, Maryland-based jewelry store owner
tate in February. Patti created her personal that was closing out the estate of a longproperty appraisal and jewelry brokerage time client and family friend. As the primacompany in 1985. Kate started a sales Please see Historic page 36
INSIDE
ASHI’s new
customizable
Bridal Book
• page 24
answer; some of his clients answer
one way, some the other.
“Independently of each other,
we all answered family first. As a
result, we have that as the foundation of our business. We all know
we have the same goals in mind.
As a result, we can make decisions and work together. And even
though one person’s in charge,
we can all follow that lead. It’s
worked for us.”
Tapper’s has always had a
very strong commitment and
connection to its Michigan community, Mark adds. “Community
involvement is part of our core
DNA here at Tapper’s. We believe we are fortunate and blessed
in having the business we have,
and being part of the community
has really helped us in terms of
whatever success we’ve had. We
Please see Tapper’s page 14
GIA scholarships available......................................2
Madison Jewelry Expo coming in September.......4
Retailer Roundtable................................................6
RDI’s social media posting tips.............................16
What’s New............................................................20
Dealing with an armed robbery...........................28
MJSA Jeweler’s Bench Conference preview.........32
Classifieds.....................................................38
MA J N
FEATURED WRITERS
Chuck Koehler................9
Diana Jarrett.................10
George Prout................12
Brian Barfield................18
Mia Katrin.....................26
David Brown..................33
Brad Simon...................34
2015 media materials
PRSRT STD
US POSTAGE
PAID
PERMIT #3592
ATLANTA GA
“I was really happy with the incredible response to our ad.”
- Keven Peck, Color Merchants, New York, NY
“I love your paper. I read it as soon as it comes in.”
- Sissy Jones, Sissy’s Log Cabin, Pine Bluff, AR
“We’ve had more calls on that article than anything we’ve
ever done. The results were immediate.”
- Terry Chandler, President - Diamond Council of
America, Nashville, TN
“In 32 years in the industry I have not had as much
response from our feature and ads.”
- Hayden Fisebeck, Bauman Massa, St, Louis, MO
“It’s a must read. I look forward to getting it each month. I read
it cover to cover.” - Tucker Malone, Coastal Treasures, St.
Augustine, FL
“It’s the biggest bang for your buck!” - Bob Rose, Roseco Inc.
“I always look forward very much to receiving your paper.” Robert Bailey, Pendleton Jewelry, Bristol, VA
“Several people have congratulated me on the FRONT PAGE
article in Midwest Jewelry News. It is really exciting for me
to see my name there in print, but also the positive light that
shines on WJA is really, really nice.
Thank you so much for doing such a great job on the article.
I am sure our chapter will see new members as a result of it.
Best, Julie” - Julie Schwalbe, G.G., Forever Facets, Inc.
“Great newspaper!!!”
- Jason Garvin, J&D Estate Jewelry, St. Augustine, FL
Keeping busy runs in the
family at Iowa City’s Herteen &
Stocker Jewelers. Leading the
charge is Mr. Willa Dickens, who
has worked in the store for more
than six decades and still puts in
six days a week – at the age of 85.
His son, Terry Dickens, coowns the business along with his
father and brother, Tim. Terry is a
well-known force in town, serving
his second term on the city council.
“Our family and our store are
very much integrated into the community,” Terry says. “My whole
family was born here, and most of
us stayed here. All of my kids live
in the area too. My middle daughter, Sarah Streb, is chief operating
officer for RJO. I’ve been on the
RJO Board for 24 years and president the last 12 or 13. It keeps me
busy!”
Working with the Retail Jewelers Organization is a natural as
it’s headquartered in Newton, just
85 miles west. “I didn’t hire my
daughter for her job with RJO, so
I can’t take credit, but she does a
great job,” Terry says. “And Mary
Peterson, who’s the CEO, lives in
Iowa City as well. It makes it convenient for conducting RJO business.”
The city council connection
has been an interesting experience,
Terry adds. “It can be a plus or minus. You never know who you’ll
upset with decisions, but it’s been
very rewarding. I have three and a
half years left on the council, and
I’m not running again. Two terms
is enough for anybody! But it’s
SEPTEMBER 2014
E-Fairness legislation
may soon become law
Jewelers of America’s (JA) fight for E-Fairness legislation seems
like it has been going on as long as the internet has been around. During that time, the association has produced a number of tools - including JAPAC, Jewelers of America’s Political Action Committee. After a
decade-long effort, the PAC dedicated to representing pivotal issues for
retail jewelers may see one of its top-three missions (the other two are
protection of LIFO – last in, first out – and a retroactive extension of
15-year depreciation of leasehold improvements) signed into law during
Please see Tax page 9
this fall’s projected lame-duck
(L-R) Jenny Caro, Senate Minority Leader Mitch McConnell (R – KY), Brian Mann,
Bill Farmer Jr.
Willa Dickens with his sons Tim (l) and Terry.
opened us up to new people who
have come into the store, not just
from the city, but people from all
over. Overall, it’s a lot of fun.”
And in the family store,
Terry’s youngest daughter, Kate,
keeps the social media venues
whirring, along with producing
dynamic window displays. “Kate
joined us three years ago, so we
now have three generations,” Terry says. “She did interior design
before this, which fits in with the
jewelry business. She has quite a
flair. We’re on a corner and have
10 or 11 windows, which is unusual for a jewelry store, so we
have plenty of room for display.
People are always commenting on
our windows.”
Watchmaker Patriarch
Willa, who has been with
Herteen & Stocker since 1947,
started right after watch-making
school at the American Academy of Horology in Denver. “The
school is no longer there, but at the
time there were quite a few World
War II vets there,” Terry says. “It
was one of the few schools that offered watchmaking at that time.
“Mr. Herteen and Mr. Stocker
originally worked up the street and
decided to open their own store
a block away. They were partners until my father and his partner bought them out in the early
1970s.”
Terry jokes that working six
days a week keeps his father out of
Please see Herteen page 10
How combining merchandise and
marketing turbo-charged Gems One
By Paul Holewa
In the rapidly changing environment of the past six years
many jewelry suppliers have experienced difficulties, and even gone
out of business. In these challenging times Gems One has not only
survived, but thrived. Understanding the story of how Gems One
evolved to meet the difficulties
of a post-recessionary world, in
which a tepid recovery has placed
increasing pressures on the entire
fine jewelry supply chain, provides beneficial insights for many
in the jewelry business.
“We were stuck”, says Prem
Jain, who founded the company
in 1978. “Our sales had risen to a
maximum level in 2004, but from
2005 to 2007 we found ourselves
bumping up against the same revenue ceiling. We knew we needed
to consider how to serve our customers’ needs in a new way, but
“I like it better than anything I get!” - Brenda Lauhoff,
Lauhoff Jewelry, Chillicothe, MO
“I always find something I can use. The success
stories all make us feel good. You help us do better.”
- Carlos Esquivel, CJS Jewelers, Rodeo, CA
Mid-America Jewelry News was started in 2002 after
repeated requests from our advertisers and readers to
bring the regional, down-home news format of Southern
Jewelry News to other parts of the country. Now in it’s 13th
full year of publication, over 8,000 readers look forward to
receiving Mid-America Jewelry News every month.
VOL 13 NO. 9
“I read it faithfully - more than any other industry
publication. Your features are interesting and great!”
- Arian Abel, Adamas, Inc., Minneapolis, MN
1
Iowa City’s Herteen & Stocker Jewelers: Three generations of movers & shakers
By Liz Pinson
“It’s the only one I MUST read. You guys are doing
a great job, thanks!” - Russell Criswell/Sterling
Jewelers Kansas City, MO
“Love the newspaper - don’t want to miss an issue.”
- G. Tompkins, Tompkins Jewelers, Inc., Ashland,
Virginia
“I love your magazine! Great editorials! You guys are on the
top of my reading list.”
- Chip Kuntz, Chipper’s Jewelery, Bonney Lake, WA
SEPTEMBER 2014
“The response from your publications has been
excellent-and the editorial has really made a difference!”
- James “Jimmy” West, Leading Jewelers Guild,
Los Angeles, CA
8,3
00
rea
d
ers
• 19
sta
tes
(l-r) Kal Jain, Prem Jain and George Prout, along with Anuj Jain (not pictured) have
led Gems One through a period of explosive growth.
frankly, we weren’t sure what direction to take.”
While always adhering to a
set of core principles, Gems One
had nevertheless successfully transitioned through a series of major
shifts during its first 30 years.
INSIDE
FEATURED WRITERS
David Brown...................6
Mia Katrin.....................11
Chuck Koehler..............12
Diana Jarrett.................31
Bob Epstein..................33
The company went from a small
Midwestern supplier of loose
gemstones, changing into manufacturing and supplying complete
products, and then into bridal and
higher grade diamond products.
Please see Gems One page 28
GIA Career Fair draws a crowd..............................2
JSA reports jewelry crime down, arrests up.......4
Crystal Vilkaitis’ social media tips.......................8
What’s New............................................................13
ASHI unveils Holiday Marketing Program..........20
On the Move..........................................................24
DCA’s Jewelry Career Readiness Initiative..........26
Classifieds.....................................................35
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PAID
PERMIT #3592
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@SJMAJewelryNews
PHONE: 336.389.1950 FAX: 336.389.1952 • [email protected] • www.southernjewelrynews.com • www.midamericajewelrynews.com
Welcome!
Dear Advertiser Thank you for your interest in Southern Jewelry News and Mid-America Jewelry News.
Enclosed you will find all the information needed to start marketing your company’s
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may have and we appreciate your consideration.
Chris Smith
Publisher
Bill Newnam
Editor
Elesa Dillon
V.P. of Sales
JULY 2014
Vol 27 No. 7
Established in 1988, Southern Jewelry News is
currently in its 27th year of publication, and is the only
trade newspaper dedicated to the Southern jewelry
industry. Our circulation is 12,000 +/- readers with all our
database management done in house. By updating our
mailing list monthly, we can guarantee your message will
reach your intended audience.
1
July 2014
David Douglas Diamonds - Douglas Meadows success earned the hard way
By Amy Minnick
It hasn’t always been easy for
Georgia jeweler Doug Meadows.
In fact, he’s seen some pretty dark
times. Unlike other retailers who
seamlessly moved from protégé
to owner without so much as a
blip, Doug’s jewelry career took a
dip, actually several dips, that left
him questioning himself and his
future. But with the help of some
amazing industry colleagues and
Doug’s desire to make it work, he
is now reaping the rewards of his
commitment to his store, his community and this industry.
As a third generation jeweler, Doug and his brother David
Meadows grew up in an entrepreneurial family. Their grandfather,
Arthur Meadows, opened his trade
shop in 1926 as one of the first tenants in Detroit’s famous Michigan
building. Art did trade work for
jewelers and carved out a successful career in the jewelry industry.
Growing up in jewelry led to
Doug’s first retail job after high
school. Having experience with
the wholesale side of the business
through his family business made
Doug appreciate learning more
about retail. After 6 years working
in retail, Doug and his wife Mary
moved to Atlanta, GA. With an already established business partner
waiting on him, Doug walked into
David Douglas Diamonds owner Doug Meadows (2nd from left) with family
members (l-r) Joseph, Emma, Mary & Peter.
an upscale retail store in a major
mall in Atlanta. As a 23 year old
man, this leap into self-employment seemed to be paying off. But
it was only two years later when
he and his partner found themselves facing bankruptcy.
“That was a really trying time
for me,” recalls Doug. “I thought
everything was going to be fine,
and then I found myself scrambling to figure out what to do.”
Turning back to his family,
Doug asked his brother, Dave, to
move to Atlanta, and in 1985 David Douglas Diamonds and Jewelry was born. This began a period of
success for Doug as he and Dave
New silver initiative salutes military vets Retailer Roundtable
(NEW YORK) - The Silver Promotion Service
(SPS) has partnered with select Savor Silver brands
in organizing a special silver jewelry collection to benefit the Jewelers for Veterans Foundation (J4V), an industry
organization dedicated to connecting
US Military Veterans with employment,
training, and education within the jewelry
industry. The collection, titled ‘Silver Salutes the Service’, currently includes jewelry
by ARIVA Living in Fine Jewelry, Cynthia
Gale Jewelry, Frederic Duclos, Phillip
Gavriel, Rotenier, The Samuel B. Collection, and Thistle & Bee.
Each brand has either designed
special pieces or dedicated patriotic
themed jewelry from
their existing collec- Jewelers for
tions. The collection Veterans pendant
by Samuel B.
was formed to intro-
Our unique format and very reasonable advertising rates
set us apart from all other industry publications.
Our tabloid size means your ad will be larger and more
noticeable, BIGGER IS BETTER!
duce a cause related shopping event at retail to be
held during key holidays throughout the year such as
Veterans Day, Armed Forced Day, or Memorial Day.
The SPS and J4V have collaborated to create a package of marketing collateral to support retailers that
carry these pieces in their stores, including special
hang tags, counter cards, consumer literature,
and digital materials.
Todd
Wolleman,
Jewelers for Veterans
President commented:
“The Jewelers for Veterans Foundation is proud
to be allied with the Silver
Promotion Service for this
project and many to come
in the future. It is a natural
partnership that we hope will
flourish over time and progress
Please see Veterans page 40
A remarkable week at JCK Las Vegas
(LAS VEGAS) - JCK Las Vegas held its 23rd annual Show in
Las Vegas late May through early
June, boasting strong attendance
and an overall heightened level of
success. Strong sales were reported across all categories of exhibitors, and buyers gave high marks
to the amount of new product that
was presented. JCK reported over
3,000 new buyers came to experience JCK Las Vegas for the first
time and the international community strongly supported the show,
with strong attendance from Brazil, China, India, Russia and the
United Kingdom.
JCK Las Vegas, North America’s largest jewelry show, took
place at the Mandalay Bay Resort
& Casino and featured products
from over 2,500 jewelry industry
exhibitors. Known for its extensive range and diversity of offerings, JCK is comprised of specific sections: fine jewelry fills the
Take a look at Southern Jewelry News and see why our
readers call us the “most readable publication in the
industry.”
ers
d
ea
0r
•
SJN wants your opinion for our Retailer Roundtable. To participate simply e-mail your name, store name and location, and a
picture of yourself to [email protected]. We’ll e-mail
you a question and you e-mail us your response.
Q: “What jewelry will you be promoting this summer?”
Barry Cole (with
wife, Laura), owner
and president
Beré Jewelers
Pensacola, FL
“In June we began
promoting PANDORA’s Ring Upon Ring
jewelry. The company
is looking to promote
their rings that do well
with the stacking trend
and summer fashions.
As a Forevermark authorized retailer we’ll also be letting people know
these ideal-cut diamonds are more affordable than many in our markets
think. At the JCK Show, we found about two dozen semi-mounts that we
can set with 1/4-carat, 1/3-carat and 1/2-carat Forevermark diamonds at
retail prices ranging from $2,000 to $6,000. We recently brought on Le
Vian, Honora and Alex and Ani jewelry – three designers we’ll also be
promoting this summer.”
Craig Underwood, president
Underwood’s Fine Jewelry
Fayetteville, AR
“We normally don’t do product
specific advertising unless it’s for
gift-giving holidays such as Christmas, Mother’s Day and others. We
tend to do more institutional ads. This
summer we’ll continue to promote
halls of LUXURY, Elite Enclave
and the newly renamed Prestige;
luxury timepieces can be viewed
at the by appointment only Swiss
Watch; the Design Center boasts
innovative, artisan-quality jewelry; and the main JCK show floor
is home to AGTA, Watches, the
VICENZAORO Italian Pavilion,
Plumb Club, and the Hong Kong
pavilion. The product, combined
with a daily itinerary of networking events, education seminars
and entertainment, including Rob
Thomas at the JCK Rocks the
Beach concert, made the show an
exciting, must-attend event.
Please see Vegas page 39
INSIDE
FEATURED WRITERS
Industry Events.............................................................6
Atlanta Jewelry Show education lineup......................9
On the Move................................................................18
What’s New..................................................................35
JA offering Buyer Discount program........................36
E-mail list building tips..............................................42
Classifieds..........................................................45
George Prout.................14
Bob Epstein...................24
Bill Warren.....................27
Brad Simon...................30
Brad Huisken.................32
Diana Jarrett..................34
Brian Barfield.................37
es
tat
s
14
, 00
12
“I love your paper. You have the best articles. I cut them
out for the staff to read. It’s not full of ads, it’s full of
knowledge!” - Heather Sweetser, The Diamond
Collection, Georgetown, SC
“I read a lot and I love the stories and writers! I love this
paper!” - Jim Stone, Woodward Jewelers, Tullahoma TN
“I enjoy receiving SJN newspaper. It is always well read cover
to cover. I always learn new ideas and business strategies
with each edition. Thanks,” - Marc Weiss, Denver Diamonds
& Gems
“Best bang for your buck!’ - Gene Callaway, Southeastern
Findings, Tucker, GA
“I can’t wait to get the paper every month. The best
magazine in the business, and I read them all, but SJN
is the best!” - Doron Rozen-Doron, Memphis, TN
“In the last few years SJN has really made a positive
change in the jewelry world. Better articles, information
and latest trends has put your magazine on top of our
reading material we receive each month.”
- Paul Yale, Brand Jewelers, N. Wilkesboro, NC
PHONE: 336.389.1950 FAX: 336.389.1952 • [email protected] • www.southernjewelrynews.com
SJN-MAJN MEDIA MATERIALS • 2015
3
distribution
STATE
NUMBER OF READERS
Alabama 387
Arkansas213
Florida
2472
Georgia
1023
Kentucky359
Louisiana453
Mississippi200
North Carolina
970
Oklahoma265
South Carolina445
Tennessee558
Texas
2327
Virginia703
West Virginia114
S JN
Southern States 10,489
Miscellaneous 1,772
TOTAL: 12,261
STATE
NUMBER OF READERS
Arizona 497
Colorado460
Idaho109
Illinois
1307
Indiana452
Iowa221
Kansas247
Michigan
798
Minnesota400
Missouri442
Montana102
Nebraska121
New Mexico221
North Dakota
48
Ohio927
South Dakota
69
Utah177
Wisconsin477
Wyoming 38
MA J N
Mid-America States 7,113
Miscellaneous 1,378
TOTAL: 8,491
total distribution 20,752
*
The large majority of our readers are retail jewelry establishments located in the
mid-west and southeastern United States, although we do send papers to jewelers and industry
related businesses across the country. If you need additional information, please give us a
call. We look forward to hearing from you. *As of November 2014
4
special sections + supplements + ad specials
Throughout the year Southern Jewelry News and Mid-America Jewelry News offer pre-show special sections
and/or glossy supplements to help promote your company at the tradeshows. We also offer advertising specials
and incentives throughout the year. Please contact us about our upcoming special sections, supplements and
advertising incentives.
special sections
Southern Jewelry newS
Atlanta Jewelry Show
March 8-10, 2014 | August 9-11, 2014
Atlanta. Come & Shop!
When it comes to trade shows,
retailers are always on the lookout
for what’s new, what’s selling and
what’s trending. As the premier
product source for independent
jewelers throughout the Southeastern United States, the Atlanta
Jewelry Show delivers. Year after
year, retailers give the show high
marks for its versatile selection of
top name brands, emerging artists
and unique finds.
“For more than 60 years, the
region’s retailers have looked to
the Atlanta Jewelry Show as their
primary resource for new products
and fresh ideas,” explains Carol
Young, executive director, Southern Jewelry Travelers Association
(SJTA), producers and managers
of the Atlanta Jewelry Show. “We
are constantly working to bring
on the show floor, the well-priced
buffet gives retailers the chance to
take a nice quick break before reon workshops from GemGuide,
turning their focus to the inventory the 11th annual Savannah Colneeds of their stores.
lege of Art and Design (SCAD)
Educational
Insights
Student Design Competition, ex36 Southern Jewelry newS
Education is the cornerstone hibitor-sponsored show specials,
of the Atlanta Jewelry Show’s complimentary breakfast each
buyer service offerings and the morning, buyer roundtable discuspopular Atlanta Jewelry Show U sions, and much more.
(AJS U) seminar series raises the
Show Site
bar each year by bringing togethCobb Galleria Centre
er the industry’s top presenters
2 Galleria Parkway
to lead a full roster JANUARY
of programs
Atlanta,
Georgia
February
4-9 30339
touching onJanuary
the industry’s
most
Ph:
770-955-8000
GJX
Gem & Jewelry Show
7-8
important issues,
trends
Fx:
770-955-7719
Tucson,
AZ – GJX Pavilion
G&LW
Showand chal520.882.4200
Asheville,
Cellular
lenges. In addition,
theNC-U.S.
SJTA Cerwww.cobbgalleria.com
www.gjxusa.com
Center
Asheville
tified Jeweler
Program
recognizes
Show
Organizers
601.879.8832
those dedicated
retailers interested
Carol Young, Executive DiFebruary 6-14
www.glwshows.com
in advancing
their businesses by
G&LW Show
participating in educational proTucson, AZ – Holiday InnJanuary 10-12
grams for G&LW
personalShow
growth and
Palo Verde/Holidome
development.
601.879.8832
Orlando, FL-Osceola
Retailers not listed in JBT
rector
must provide a copy of the store
Southern Jewelry Travelers
lease or a photograph of the store
Association
(inside and outside), a copy of
4501 Circle 75 Parkway,
their business license and sales tax
#C-3100
certificate, and copies of multiple
Atlanta, GA 30329
fine jewelry purchase invoices
Ph: 800-241-0399 or
from suppliers totaling a mini404-634-3434
mum of $15,000 within the past
Fx: 404-634-4663
info@atlantajewelryshow. year. In addition, each buyer must
present individual personal identicom
www.atlantajewelryshow. fication as well as store identification such as a company pay stub
com
or W-2 form. Contact the SJTA
Buyer Credentials
The Atlanta Jewelry Show is for further details. No individuals
open to the trade only. Retail jew- operating businesses from homes
elry stores that are listed in the will be admitted, nor will any inJewelers Board of Trade (JBT) dividuals under the age of 12, including2infants.
whose primary
business
is
the
purAugust 2-4
APRIL
May 29-June
TravelatAccommodations
chase 4-6
and resale of finished fiAGTA
ne
GTS Greensboro Jewelry
April
GemFair
JCK
and hotel accommodaGreensboro, NC –
jewelry Show
are required to provide
G&LW
Las Vegas, Travel
NV-Mandalay
Greensboro
Detriot,
MI-Embassy
Bay tion information is available
on
current JBT
numbersSuites
and personal
Detriot-Livonia/Novi
andAtlanta
Convention
Jewelry Show Coliseum
website, Complex
and business identification for Hotel
all the
770.410.9771
601.879-8832
Centerwww.atlantajewelryshow.com.
attendees.
Vol 27 No. 8
JANUARY 2014
2014 Trade Show Guide
your guide to trade shows and events throughout the year
www.glwshows.com
Heritage Park
601.879.8832
www.glwshows.com
new categories and designs to the
show floor. For 2014, we’re backing this growing selection with
even more educational programs
and an ever-expanding social line
up to send retailers back to their
stores energized and full of actionable ideas to boost sales.”
Fresh Looks. Fresh Ideas.
Offering a one-stop resource
for retailers, the Atlanta Jewelry
Show brings together hundreds of
companies showcasing top name
brands and up-and-coming companies representing virtually every product category. For 2014,
retailers can expect to find fresh
new looks on the show floor. All
jewelers are invited to stroll the
entire show, exploring the cutting
edge styles in the popular Point of
View: Designer Gallery and discovering new jewelry designs and
the best sellers from the exhibitors in the Promenade and general
booth sections.
2014 also welcomes the return of Handcrafted Studio, a
small, intimate grouping of jewelry designers showcasing one-ofa-kind artisan pieces in a range of
price points and styles.
To maximize their time while
at the show, attending buyers are
invited to enjoy a gourmet lunch
buffet for only $5. Conveniently
located in the Market Place Café
February 8-10
About
The Show Jewelry &
GTS Greensboro
January 11-13
Accessories
Expo
JCK
Las Vegas
is the jewelry
Jewelers International
Greensboro,
–
industry’s
most NC
comprehensive
Showcase (JIS)
Coliseumbuying,
event,Greensboro
offering exclusive
Miami Beach, FL–Miami
770.410.9771
networking,
and educational opBeach Covention Center
www.gtshows.com
portunities
you won’t find any561.998.0205
where else. Featuring
www.jisshow.com
MARCH the most
new product
launches in North
March 1-4
America,
let JCK
Vegas
help
JA New
YorkLas
Winter
Show
January 18-21
you showcase
passion
for
New York, your
NY- Jacob
Javits
The Buyers Market of
Convention
Center your inAmerican Craft
jewelry
as you enhance
646.654.4983
Philadelphia, PA – Penn. ventory
with the latest awe-inConvention Center
spiringwww.ja-newyork.com
designs and sought after
The Best
Buyer Rewards
800.432.7238
Amongwww.americanmadeshow.
the special show trends. JCK’s plethora of special
March
8-10
offer exclusive networkhighlights iscom
the SJTA Rewards eventsSJTA
Atlanta Jewelry Show
alongside the
program. As the only buyer loy- ing opportunities
Atlanta, GA-Cobb Galleria
most successful jewelers.
alty program
of its25-27
kind in our world’s
800.241.0399
January
Leading
Buyers
industry, SJTA
allows
www.atlantajewelryshow.com
RetailRewards
Jewelers Organization
retailers to earn
reward
points
Spring
Buying
Showfor
(RJO) JCK Las Vegas is the event
Marchthe
8-9global jewelry inevery dollarSavannah,
spent atGA-Savannah
the show. that unites
dustryMidwest
and is open
to all
jewelry
Jewelers
Trade
Westin
Resort & Spa
These points
can Harbor
be redeemed
Show
800.247.1774
Qualified buyers
for wonderful
rewards, including professionals.
Madison,
WI-Monona
www.rjomembers.com
independent
retailers,
luxury travel
packages, state-of- including
Terrace
the-art electronics, sporting goods high-volume and major retailers,
608.513.8160
January 30-February 3
and much more. Retailers who boutiques, department stores, onwww.midwestjewelerstrade
The Original Miami Beachline retailers,
wholesalers, and deearn 15,000 Antique
reward points
show.com
Show or more
signers attend JCK to buy, learn,
at any of theMiami
past three
shows
will
Beach, FL Miami
and exchange
ideas.
automatically
become
a member
March
9-11
Beach
Convention
Center network
Education
AndYorkSpecial
of the Elite 239.732.6642
Buyers Club. MemMJSA Expo New
www.usantiqueshows.com
bership entitles
Elite Buyers to EventsNew York, NY-The Hilton
Co-located
with LUXURY,
NY
significant show amenities, inEnclave and Swiss Watch,
January
30-February
cluding access
into the
Club Elite10 Elite 800.444.6572
www.mjsa.org
yourself in the indusVIP Lounge.J.O.G.S. Tucson Gem & immerse
Show
try with over 70 special events to
Mingle!Jewelry
And More
March 15-19
Tucson, AZ - Tucson Expo
Retailers also enjoy fabulous make connections with old friends
Center
Independent Jewelers
networking 213.629.3030
and industry events at and new acquaintances. Events
Organization (IJO)
JCK Rocks the Beach,
the Atlanta Jewelry
Show. Among include:
www.jogsshow.com
San Antonio, TX-Marriott
Shows, Retailer Award
the highlights for 2014 is the re- Fashion
River Center Hotel & San
LeVian
Red Carpet
turn of “Mingle,” the
show’s new Programs,
Antonio
Convention
FEBRUARY
– and over a dozen other
after-hours February
gathering 1-14
spot at the Revue203.846.4215
events from Plumb Club,
www.ijo.com
Show
RenaissanceG&LW
Waverly
hotel. Giv- industry
Tucson,
AZ – The more
GEM Mall
Diamond Empowerment Fund,
ing attendees
and exhibitors
March 22-24
Jewelers for Chilopportunities601.879.8832
to meet and social- Forevermark,
GTS
Florida Jewelry Expo
www.glwshows.com
more.
ize in a relaxed
and casual setting, dren and
Orlando,
FL
–
Osceola
Focused on helping retailMingle events are scheduled for
Heritage Park Exhibition
2-3
their businesses’ bottom
each eveningFebruary
of the show
- Friday, ers boost
Hall
41st ACE It Winter
line, JCK
Las Vegas offers over 60
Saturday and Sunday.
770.410.9771
Conference
education sessions
Other 2014
show
highlights complimentary
www.gtshows.com
Tucson,
AZ-Tucson
include GIAConvention
Lab Classes,
hands- spanning three days. Sessions are
Center
March 29-31
718.893.1536
www.najaappraisers.com
Showcase (JIS)
Miami, FL-Miami Beach
February 3-8
Convention Center
JCK Tucson
567.998.0205 ’T
Tucson, AZ-JW Marriott
N
www.jisshow.com
WO
Star Pass Resort
!
WE K YOU
800.257.3626
uy
STIC
March
30-31
www.jckonline.com/tucson
EE
to B
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ted
G&LW Show
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UR e $$$$
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Minneapolis,
MN-Ramada
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www.agta.org
Imm
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colo
es of
800.257.3626
www.agta.com
www.glwshows.com
April 5-7
JCKJewelry
Las Vegas
May 30-June 2
The Smart
Show
Swiss Watch at JCK
Chicago, IL-Chicago’s Navy
May
Las Vegas, NV-Mandalay
Pier 30 – June 2, 2014
Bay
Hotel and Convention
212.981.9625
www.smartjewelryshow.com
guided by thought leaders in and
www.gtshows.com
October 11-14
Showcase (JIS)
Miami Beach FL- Miami
Beach Convention Center
561.998.0205
www.jisshows.com
August 16-18
RJO Fall Buying Show
Minneapolis, MN-Hyatt
Regency Minneapolis
800.247.1774
www.rjomembers.com
October 21-22
G&LW Show
Asheville, NC – U.S. Cellular
Center Asheville
601.879.8832
www.glwshows.com
Center
800.257.3626
out of9-11
the industry.
SEPTEMBER
April
www.lasvegas.jckonline.com
September 4-7
Types
Of Products
G&LW
Show
Chicago,
Inn
JCKILLasHoliday
Vegas presents
over plimentary shuttle bus G&LW
service,Show
Tucson, AZ – Holiday Inn
May 30-June
2 letter/visa assistance,
Rolling
2,500 Meadows/
brands, designers, and
invitation
Palo Verde/Holidome
JCK Las
Vegas
Schaumburg
manufacturers from 32 countries
international
buyer programs,
601.879.8832
Las Vegas, NV - Mandalay
601.879.8832
showcasing the broadest array
translation services, dining loungwww.glwshows.com
Bay
www.glwshows.com
of diamonds, finished jewelry,
es, and specialty foods.
gold, silver, gemstones, platinum,
To Register
Center
September 13-14
April 23-26
pearls,
palladium, watches, giftAll qualified jewelry Madison
industry Jewelry Expo
800.257.3626
AGS
Conclave
wareDiego,
and CA-Hotel
tableware,de equipment,
professionals may attend,Madison,
with no WI- Marriott
www.jcklasvegasshow.com
San
technology and supplies. JCK Las charge for retail jewelersMadison
of fine West
Coronado
608.257.3541
JUNE
Vegas brings you a comprehensive jewelry
whose primary business
is
702.255.6500
June 28-30
combination of luxury, designer,
the purchase and sale of www.madisonjewelryexpo.com
finished
www.americangemsociety.org
GTS
Florida
Jewelry
Expo
and international products.
jewelry as well as luxury giftware
Kissimmee, FL – Osceola
September 20-22
April 25-26
Heritage
Park
Exhibition
GTS Florida Jewelry Expo
G&LW Show
Hall
Kissimee, Fla- Osceola
West Springfield, MA-East770.410.9771
ern States Exposition
www.gtshows.com
Hall
601.879.8832
770.410.9771
www.glwshows.com
JULY
www.gtshows.com
July 18-20
MAY
G&LW Show
September 22-23
May 2-4
Livonia, MI – Embassy
41th ACE IT Mid-Year
G&LW Show
Suites
Education Conference
Orlando, FL - Osceola
601.879.8832
Rosemont, IL Heritage Park
www.glwshows.com
Intercontinental Hotel
601.879.8832
718.896.1536
www.glwshows.com
Show Site
and boutique retail buyers/designJuly 19-23
www.najaappraisers.com
Mandalay Bay Resort & Independent
ers. JCK
also
offers
buyer
proJewelers
May 3-5
Casino
grams for
international retailers.
Organization
(IJO)
September 28-29
GTS Greensboro Jewelry &
Las Vegas, Nevada
Public relations
Boston, MA-Marriott
Coply companies,
G&LW Show
Accessories Expo
Show Organizers
advertising
agencies, fi
nancial
& Convention
Center
Bloomington,
MN – Ramada
Greensboro,
NC –
JCK/Reed
Exhibitions
institutions, manufacturer’s
203.846.4215
InnrepreMall of America
Greensboro
Coliseum
www.ijo.com
383 Main Avenue
sentatives, and anyone with
ques601.879.8832
770.410.9771
www.glwshows.com
Norwalk, CT 06851
www.gtshows.com
tions about admission should
conJuly 24-27
Ph: 800-257-3626 or
tact JCK at 800-257-3626 or visit
G&LW
Show
OCTOBER
May 203-840-5684
9-11
www.jckonline.com/lasvegas.
Franklin, NC – Watauga
Oct
TBD
G&LW
Show
Fx: 203-840-5830
Tr ave l / A c c om od at i on s /
Festival Center
Franklin,
NC – Watauga
E-mail:
[email protected] ShuttlesGIA Jewelry Career Fair
601.879.8832
Carlsbad, CA – Gemological
Festival Center
expo.com
Visit
www.jckonline.com/
www.glwshows.com
Institute of America
601.879.8832
www.jckonline.com/lasvegas lasvegas
800.421.7250 ext. 4100
www.glwshows.com
Services
InforJuly 27-29 After Hours/Touristwww.careerfair.gia.edu
JA New
York Summer Show
include information/
mation
May Services
18-21
New York, Sightseeing
NY – Jacob Javits
navigation
kiosks, appointment
and nightlife
in-3-5
October
Santa
Fe Symposium
Convention
Center
setting, match-making,
theShow
G&LW
Albuquerque
NM-Hotel concierge formation is available from
508.734.4986
Livonia,
Albuquerque
services, mobile app, press ofLas Vegas Convention and
Visi-MI-Embassy Suites
e
www.ja-newyork.com
601.879.8832
800.952.6222
ad
fice and lounge, charging stations,
tors Authority, www.visitlasvegas.
e Tr
www.glwshows.com
www.santafesymposium.org
th
handicap access,
wheelchairs, com or www.jckonline.com/lasveto
July
31-August
3
hotel andvitravel
gas.
ces assistance, comG&LW Show
October 4-6
er
May S
26-29
Spruce Pine, NC – PineGTS Greensboro Jewelry
G.L.D.A. Las Vegas Jewelry
bridge
Expo
Show
Executive Inn
Silver Oxide
Greensboro,
NC – Batteries
Las Vegas, NV – Mirage
601.879.8832
WANTED
Greensboro
Coliseum
Hotel and Casino
www.glwshows.com
770.410.9771 By
301-294-1640
October 24-26
G&LW Show
Heritage Park
601.879.8832
www.glwshows.com
October 27-29
JA N.Y. Special Delivery
New York, NY-Jacob Javits
Convention Center
646.654.4983
www.ja-newyork.com
October 25-27
Miami Beach Antique
Jewelry & Watch Show
Miami Beach, FL- Miami
Beach Convention Center
239.732.6642
www.usantiqueshows.com
NOVEMBER
November 22-24
GTS Florida Jewelry Expo
Hall
770.410.9771
www.gtshows.com
classified advertising
lry
i
mer
-A
Mid
e
Wer’rious.
Se yers
Bu
54
siz loose
800buy
ll at
Please visit Southern and
at the following shows:
RJO, AGTA, SJO, SJTA,
JCK, JIS, Smart Jewelry
Show
*Other shows may be added
throughout the year.
S JN
May 27-June 2
Luxury By JCK
Las Vegas, NV-Mandalay
Bay
Center
800.257.3626
www.lasvegas.jckonline.com
W
Editors note: All information
was provided by show organizers and is subject to change.
Before making plans to attend
a show, check with the show’s
organizers using the contact
information listed.
www.gtshows.com
Silver Recovery Specialist
AUGUST
• WE PAY FREIGHT! •
August 9-11
October
10-11
• IMMEDIATE
PAYMENT •
SJTA Atlanta Jewelry Show
c. G&LW
Show Refining LLC
Mercury
g, Ing the West
Atlanta, GA- Cobb
tinGalleria
Springfi
eld, MA26 Railroad
Avenue
Centre
Cas servicin ars.
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NY 12205
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800.241.0399
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DECEMBER
December 6-8
GTS Greensboro Jewelry
Expo
Greensboro, NC –
Greensboro Coliseum
770.410.9771
www.gtshows.com
s
ified
Sous C
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AUGUST 2014
JANUARY 2014
2014 Trade Show Guide
Cumberland Diamond Exchange
completes grand remodeling
By Amy Minnick
What started as a goal more
than 30 years ago for independent
retail owners Mark and Rhonda
Jacobson hit a new level of reality
this year. The husband and wife
team proudly cut the bright orange
ribbon on the grand re-opening of
their store, Cumberland Diamond
Exchange, and celebrated not
only the new look and feel of their
store, but the enormous impact
they’ve had on their Smyrna, GA
(Atlanta suburb) community.
Since 1982 when Cumberland
Diamond Exchange first opened
its doors, the goal of then owners
Mark Jacobson and his brother
Wayne was to always make his
customers feel at home. Starting
with only 1200 square feet, the
fledgling company followed a
path of expansion every five years
until moving into their current location in 1992. Regardless of the
size or location of their store, the
Jacobsons remained committed
to greeting everyone who walked
through their doors with a smile,
making sure to refer to them by
name, and offering them a beverage. These were just a few of the
August 2014
Historic collection in time
for cameo comeback
By Paul Holewa
Cumberland Diamond Exchange in Smyrna, Georgia - before and after their recent
remodeling.
ways they created an at home vibe
for the store.
Fast forward 32 years to Mark
and Rhonda Jacobson cutting a
bright orange ribbon signifying
the re-model of this same space,
and the goal hasn’t changed. “We
wanted to create a living room experience,” explains Rhonda. “We
have always sought to make our
customers feel like they’re visiting
our home and this remodel had
that concept as its core.”
The June celebration was the
culmination of almost two years
of discussions, planning, and labor. Mark and Rhonda thought
Please see Remodel page 32
1985. Kate started a sales training
and business management conEstate jewelry business part- sultation company, Performance
ners Kate Peterson (CEO and Concepts, in 1997. Although the
president of Performance Con- two had been industry colleagues
cepts) and Patti Geolat (founder and friends for many years, it
and CEO of Geolat Companies) wasn’t until 2010 that they colhave seen a lot in their years of
serving the gem and jewelry industry. But nothing could have
prepared them for the find of
a lifetime in February when
Geolat Mondial, the event and
brokerage arm of Patti’s business, purchased one of the largest and most significant cameo
collections of its kind ever
assembled. Retail customers
were able to view and purchase
cameos from this incredible
collection at two Midwest jewelry stores in May as part of a
unique estate jewelry event.
The story of how this massive cameo collection became
Framed cameos have an Art Deco influence.
available to vintage jewelry
consumers starts with the two
women that sourced it from a private estate in February. Patti created her personal property appraisal
and jewelry brokerage company in
laborated to create a “hybrid store
event” that combined estate jewelry buying, selling and trading.
These special estate jewelry
Please see Cameo page 42
Your Front
strikes
gold with
Retailer Roundtable Jewelry Innovations
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alternative metal Vitalium
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Q: What was your most successful event or
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Cammie McLeod, manager
Gause and Son Jewelers
Ocala, FL
“One of our more successful events was our 60th anniversary party back in 2008.
During that year, we completed
a huge renovation of the store,
taking it from 2,500 square
feet to 4,800 square feet. We
sent out a lot of sneak peak and
teasers about the progress of
the renovations and by the holiday season, many people were excited to see the renovated store. Given
the seasonal population for which Central Florida is known, it’s hard
to pull off a good promotion, but we did it with this pre-holiday event
that combined a milestone anniversary celebration with the new store
look just in time for the holidays. Another successful event we had was
a charity event for a well-known businessman in town diagnosed with
ALS (often referred to as Lou Gehrig’s Disease). In 2011, we worked
with the local ALS Chapter to host an event that included the auction of
a Rolex watch. Roughly 300 to 400 people showed up for the event, as
we’re a very tight-knit community. There was a lot of residual business
from this event. Our Diamond Dash mobile device gaming event was
also big for us in 2010 with 650 people, 325 couples, participating. And,
jewelry designer Roberto Coin has done Buyer for a Day events with us
that have proved to be very successful.” Please see Roundtable page 31
By Liz Pinson
Alternative metals have
made their mark during the
past several years in the wedding band industry – and it seems
Vitalium could be the hottest of the
hot.
As the developer and major supplier of Vitalium, “The Perfect
Contemporary Metal,” Jewelry
Innovations of Sandy, Utah,
couldn’t be happier. The manufacturer/wholesaler,
which
prides itself on excellent customer service with prompt turnarounds,
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other alternatives as well, including
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is the company to remember for contemporary metals.
Vitalium, a composition metal, is a brilliant
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polish, satin and stone finishes.
Vitalium bands with custom
While the lower price of alternatextures, diamonds, ceramic
tive metals is appealing, it’s not the
and wood in-lays. (Black
main draw for men 30 and younger,
Zirconium with Shakudo
says Jewelry Innovations’ CEO and
in-lay also pictured).
Please see Innovations page 9
FEATURED WRITERS
INSIDE
ASHI’s new
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• page 35
Scholarships available from GIA.................................2
Industry Events.............................................................4
On the Move................................................................20
What’s New..................................................................34
Interested in carrying investment grade metals?.....39
Tips for dealing with an armed robbery...................45
Classifieds..........................................................49
Diana Jarrett..................14
Mia Katrin......................16
24 Karat Corner.............18
Brian Barfield.................26
George Prout.................28
David Brown..................30
Bob Carroll....................40
Brad Simon...................44
Brad Huisken................47
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U Attention Atlanta Show Exhibitors! U
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Get prepared for the Show by advertising before and
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February
March
By Amy Minnick
Q: With the JCK Vegas Show coming up,
what’s on your open-to-buy list and why?
Dorothy Vodicka
The Gem Collection
Tallahassee, FL
Douglas Brothers operated out of this location in Troy, AL for
more than 80 years before moving into a new location down
the street.
job, because without complete accuracy, “there’d be
wrecks comin’ and goin’.”
The man had taken the watch to three different
watch repair shops and none of them found anything
wrong. Yet, the watch still wouldn’t run. He told
Charles if he could fix his watch he’d spread the word
With a bolder presence, Mars Jewelry focuses
on down-to-earth good quality & partnering
with the retailer
As part of its brand repositioning, fine jewelry manufacturer Mars Jewelry has upgraded
its website with appealingly bold
graphics and a consumer-oriented
theme while still maintaining a
highly interactive B to B portal.
The company also has released an extraordinary 248-page
catalog showcasing its dense and
diversified product range. In addition, to support the demands in
today’s technologically advanced
environment, the company now
has a creative director as well as a
digital marketing and social media
specialist in house.
“It’s been many years in the
works, and it’s going very well,”
says Art Sahagian, vice president
of sales and marketing. “We’re
much more targeted now and more
of a retail partner than just simply
a vendor. Before, it was ‘you like
what you like’ and order as you
go. Now, we’re trying to get into
more of a long-term partnership
with the retailer.”
Please see Mars page 23
“We will be looking to buy oneof-a-kind precious colored stone
items from some of our favorite designers including Alex Sepkus, Sydney Lynch, Alishan and Yael Designs.
In this day of cookie-cutter designs
and ‘who can make it cheapest’ mentality, beautiful one-of-a-kind pieces
with unusual gemstones made by
master crafts people really stand
out and bring discerning customers
flocking in!”
Denise Swanson, owner
Fancy That Fine Jewelry, Inc.
Stockbridge, GA
“Going to any show requires
a certain amount of stamina and
a full bottle of aspirin on my part.
However, I believe what I am
looking for in jewelry is creativity and price. Our store is getting
many requests for a wider selection of yellow gold jewelry that is
unique and fun to wear. The white
metals are still popular with our
INSIDE
8 TOTAL ADS! >
the street.
with the retailer
By Liz Pinson
t
mos
Our pular
po ram!
g
pro
Sissy Jones, founder and CEO
Sissy’s Log Cabin
Pine Bluff, Arkansas
“Our number-one focus is
diamonds. With trends coming
and going, one thing that remains consistent is diamonds and
diamond fashion. The bread-andbutter pieces are proven to stand
the test of time. What we look for
is the opportunity to find quality
while still offering value. We are
not willing to cut corners on quality. Focusing on the basics is important. That will be our starting point. We plan to stay close to that, and
not deviate too far. We also will be seeking quality estate jewelry. There’s
something special about finding a beautiful period piece. Our customers
love it and they know how passionate I am about bringing these special
treasures.”
+ Jewelry
INSIDE
JCK Vegas and other Industry Events........................4
Facebook optimizing checklist.................................10
JA seeking participants for annual CODB survey....13
On the Move................................................................33
What’s New..................................................................40
Trillion giving away 50 diamond pendants at JCK...46
Classifieds..........................................................49
Show
Stockbridge, GA
Visit us at
JCK Las Vegas
Booth L-2
What’s New
< page 40
FEATURED WRITERS
Bill Warren.......................6
Mia Katrin......................14
Brad Huisken................19
George Prout.................20
David Brown..................22
Diana Jarrett..................24
Brad Simon...................25
24K Corner....................32
Brian Barfield.................38
FEATURED WRITERS
Visit us at
JCK Las Vegas
Booth L-2
What’s New
< page 40
Bill Warren.......................6
Mia Katrin......................14
Brad Huisken................19
George Prout.................20
David Brown..................22
Diana Jarrett..................24
Brad Simon...................25
24K Corner....................32
Brian Barfield.................38
Dillon today
atSAVINGS!
336-389-1950
YOUR
1
Atlanta
Dorothy Vodicka
The Gem Collection
Tallahassee, FL
Discover new trends and products on our re-designed show floor.
$6,488.75
VOL 13 NO. 6
1
May 2014
flocking in!”
Take advantage of our generous buyer rewards program.
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JUNE 2014
SJN wants your opinion for our Retailer Roundtable. To participate simply e-mail your name, store name and location, and a picture
of yourself to [email protected]. We’ll e-mail you a questions and you e-mail us your response.
(l-r) Mars Jewelry’s Mike and Art Sahagian working with customers Gary and David
Wachler, Wachler Estate Collection, Birmingham, MI, at the Smart Show in Chicago.
Sissy’s Log Cabin
treasures.”
On the Move................................................................33
What’s New..................................................................40
Classifieds..........................................................49
By Amy Minnick
Longevity is not only rare, but something to be
admired. The faster society goes through trends, the
greater the accomplishment of people who stick with
something. Douglas Brothers Jewelry in Troy, Alabama garners tremendous respect as a 143 year old
company. Passing down from one generation to the
next, this incredible retail jewelry store has its roots
in southern plantations and a need to make a living
after the war. It’s the true example of a small independent who’s been doing business the right way for
an awfully long time.
When the time came for Charles Bryant Douglas to step out on his own and start making a living
for himself he had only one thing he knew a lot about
- farming. Like his brothers and sisters, he’d grown
up working on the family’s plantation and he’d
learned no other trade. But he was a good southern
boy and, at the urging of his mother, he moved to the
city (Troy, AL) where he rented a corner room to live
in and set up shop as a watch repairman.
But Charles faced one big obstacle, no one came
to him for repair. In fact, no one came in at all. Not
the first day, nor the second, nor the third. Finally a
man from out of town came into his store only to do
business with the owner in the back. As he passed
Charles on his way out he asked him if he was “any
good at fixin’ watches.”
Charles replied, “I think so, sir.” The man pulled
out a large pocket watch he used in his job as an engineer on the Alabama-Midland Railroad. He told
Charles how important the watch was to him and his
• published every month
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8 ADS/4 MONTH SPECIAL Call
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Elesa
Vol 27 No. 5
Dedication and prayer form Retailer Roundtable
143 year old jewelry business
Rekindle old relationships and make new friends at our popular
May 2014
MAY 2014
pre-show issue
August 9-11, 2014
Weat-show
offer:issue
1
July
August
Vol 27 No. 5
By Liz Pinson
JUNE 2014
Retailer Roundtable For Simply Diamonds & M.A. Reich
Q: What are your plans for this summer?
8 TOTAL ADS! >
8 TOTAL ADS! >
acquisition, it’s ‘all about the team’
By Liz Pinson
Ellen Hertz, owner
Max’s
Minneapolis, MN
8 TOTAL ADS! >
Your
Page Front
Stick
er
Ad H
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sA
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WA nity in th will allo g,
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Posi
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Enterdy Rd. • Dunwoo
MAY 2014
These removable stickers
appear on the front page
of the paper and give
your company maximum
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out quickly.
N
45 York,
1454
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38
front page sticker ads
“Acquisition” is not a word
that typically evokes warm feelings, even in the jewelry industry.
But when relationships go way
back, as they have for Simply Diamonds and M.A. Reich, it’s about
more than business.
Diamond jewelry manufacturer Simply Diamonds, a division of Jay Gems in New York,
recently purchased M.A. Reich &
Co.’s wholesale and manufacturing division. M.A. Reich, founded in 1919, is one of the oldest
manufacturers of colored stones
and men’s fine jewelry. The company’s President Vinnie Davis and
Vice President Bill Reich remain
with the company, working out
of a four-person satellite office in
Buffalo, N.Y., which will focus on
marketing aspects.
“M.A. Reich has been a customer of ours as well as really,
really close friends for over 20
jewelry world by introducing me
to their sales team in 2001. I carried a product that was very different than theirs and we worked very
closely together over time.
$4,139.75
email: [email protected]
1/2 Page (8” X 9”)** $7,280.25 (reg. $11,420.00)
“At my store we combine fine
chocolates with fine jewelry. Each
last weekend in June, I attend the
Fancy Food Show in New York
City. It’s like the Couture Show
of food. This show features many
specialty food exhibitors, including many fine chocolatiers. At
any given time in the store we
have chocolates from roughly
20 chocolatiers. The Fancy Food
Show gives me the opportunity to
find chocolatiers that are new to
us or new to the business. We’re always looking for chocolates that we
can rotate in and out as seasonal specialties, such as truffles and boxed
chocolates that do particularly well around Mother’s Day and Christmas. And, like our jewelry, we’re always trying to mix things up to keep
it interesting for everybody.”
Phone: 336-389-1950
A strong team has been the key to Simply Diamonds’ growth and success.
(l-r) Roopam Jain, Steve Summerlin, Guy Long, and Bill Reich.
years, and that’s really what drove
the acquisition,” says Roopam
Jain, CEO of Simply Diamonds.
“I’ve known Bill and Vinnie for
over 20 years, and I think the
world of them. They actually gave
me my start in the independent
“When I first started out in
the industry, I sold diamonds to
Bill’s father, Louis Reich, and one
day he introduced me to Bill and
said, ‘Going forward, I want you
to work with my son.’ Billy and
Please see Simply page 30
1/4 Page (4”‘LittleXJohn’s’
9”)**
$4,653.75 (reg. $7,300.00)
$2,646.25 Fax: 336-389-1952
Big Success
southernjewelrynews.com
Phone: 336-389-1950 midamericajewelrynews.com
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Fax: 336-389-1952
southernjewelrynews.com
midamericajewelrynews.com
On the Road with Rob Phillips The Techie Road Warrior
Galatea’s Chi Huynh takes The Techie Road Warrior to Vietnam
My previous article discussed the cloud fax
services that allow you to always be in touch, and
with the convenience of all your mobile devices.
This time I am going to share an adventurous experience on the road that also turned out to be very
inspirational and moving. The destination is Vietnam!
One of the companies I represent, Galatea,
took six sales reps to Vietnam to see the factory
and tour the country. This was over New Year’s
2012/2013.
We had just come off of a very successful year
and our illustrious owner, and the jewelry industry’s most creative designer, Mr. Chi Huynh wanted
to reward the company’s top sales reps on a ten day
tour of the country, from top to bottom. This included the capital Hanoi way up in the north, to Ho
Chi Minh City (formerly Saigon), to the far southern tip of the country, Soc Trang, where Chi has a
home and has built two factories employing over
two hundred workers.
We also visited the company pearl farm, about
eight miles out into the South China Sea. There we
watched as divers pulled oysters out of the farm
that had been
Please see Phillips page 8
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ssue
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By Paul Holewa
Chi Huynh (L) and Rob Phillips pulling oysters out of the South
China Sea at the Galatea pearl farm.
John Tan and his wife Melissa, owners of Little John’s Derby
Jewelry & Pawn, are retail rebels
of sorts. They manage and market
their Louisville, Kentucky-based
jewelry store in ways that are
counter-culture to the steadfast
advice of retail jewelry experts.
Chief among their nonconformist tendencies are positioning
their store’s merchandise by price
points and airing TV commercials
that are unconventional to say the
least.
Like Batman and Robin, the
dynamic duo hit on a winning
formula of airing calculatingly
cheesy and cheeky TV commercials that have made “Little John”
(he’s 5’-2” and weighs 98 pounds)
a household name in Louisville.
The couple opened their jewelry
store and pawnshop 10 years ago,
John Tan, aka Little John, owner of
Louisville, KY-based Little John’s Derby
Jewelry & Pawn.
Facebook “f” Logo
CMYK / .ai
CMYK / .ai
incrementally building their business through the secondary market
by buying gold and diamonds from
the public. In those early years as a
business owner John was extraordinarily skeptical about spending
Please see John page 36
INSIDE
Mobile shopping trending upward........................6
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Atlanta Show offering GIA Dia. Grading class....28
StarCraft closing doors after 32 years................35
On the Move...........................................................38
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Insert your flier
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‘Little John’s’ Big Success
Galatea’s Chi Huynh takes The Techie Road Warrior to Vietnam
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My previous article discussed the cloud fax
services that allow you to always be in touch, and
with the convenience of all your mobile devices.
This time I am going to share an adventurous experience on the road that also turned out to be very
inspirational and moving. The destination is Vietnam!
One of the companies I represent, Galatea,
took six sales reps to Vietnam to see the factory
and tour the country. This was over New Year’s
2012/2013.
We had just come off of a very successful year
and our illustrious owner, and the jewelry industry’s most creative designer, Mr. Chi Huynh wanted
to reward the company’s top sales reps on a ten day
tour of the country, from top to bottom. This included the capital Hanoi way up in the north, to Ho
Chi Minh City (formerly Saigon), to the far southern tip of the country, Soc Trang, where Chi has a
home and has built two factories employing over
two hundred workers.
We also visited the company pearl farm, about
eight miles out into the South China Sea. There we
watched as divers pulled oysters out of the farm
that had been
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Mobile shopping trending upward........................6
m
a household name in Louisville.
The couple opened their jewelry
store and pawnshop 10 years ago,
INSIDE
Visit us at Booth L-2
What’s New............................................................10
Atlanta Show offering GIA Dia. Grading class....28
StarCraft closing doors after 32 years................35
On the Move...........................................................38
Gemvision Matrix Design Contest winners........41
Classifieds.....................................................42
Brad Huisken..................9
David Brown................24
Bob Epstein..................26
Diana Jarrett.................29
ho
t!
%
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From Print to Digital Tools, Social Media Options, &
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On the Move................................................................33
What’s New..................................................................40
Classifieds..........................................................49
CONSISTENCY
VA L U E
SERVICE
8 0 0 . 6 2 1 . 1 1 6 2 w w w. i d d j e w e l r y. c o m s a l e s @ i d d n y. c o m
JI S Mi ami
Stockbridge, GA
Visit us at
JCK Las Vegas
Booth L-2
What’s New
< page 40
FEATURED WRITERS
Bill Warren.......................6
Mia Katrin......................14
Brad Huisken................19
George Prout.................20
David Brown..................22
Diana Jarrett..................24
Brad Simon...................25
24K Corner....................32
Brian Barfield.................38
OTHER PUBLICATIONS
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see Tap ney Lynch,
WayAlishan
M rial Mea 6 as fam ade a su stry to wh in 1977, Steven, Ho and his
closeting elry
ags
ntly,, Min
busi- Caro
eado
h the
Ja and
other
Yael Designs.
l and
7
uth s sim
pain pers
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yohe’d
ur sisters,
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o
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en Jaco
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