RJO Show August 2026 — Team Brief
Confidential — For Internal Use Only
Jacky — on the floor for set-up (Fri, Jul 31, arrive 10:00 AM). Full sales team (Jacky, Gabriella & Marius) on the floor from Day 1.
3-person team, 2 rooms, 5 nights. Confirm final occupancy on the Monday board.
126 East Lowry Lane, Lexington, KY 40503, United States
Room-by-room assignments are TBC — check the Monday board closer to the show for the final split across Jacky, Gabriella & Marius.
Core sales team for the RJO Show, Lexington, KY.
How we present ourselves is part of the GemIQ brand — every show, every booth.
When someone walks past, the entire team looks sharp, confident, and on-brand.
Backwall banner on the left wall, 4' counters along the right and front walls. Marius stationed at the right counter, Gabriella at the front counter, TV mounted at the front-right corner, electricity in the back-left corner.
RJO Show hall floorplan — Booth 940 marked. Source: Monday board.
Booth 940 interior layout — 10ft × 10ft. Source: Monday board.
One set-up day, three show days. Arrival times vary by day — check the table below.
| Day | Hours | Arrive |
|---|---|---|
| Set-up — Fri, Jul 31 | — | 10:00 AM |
| Day 1 — Sat, Aug 1 | 2:00 PM – 7:00 PM | 12:30 PM |
| Day 2 — Sun, Aug 2 | 9:30 AM – 6:00 PM | 8:00 AM |
| Day 3 — Mon, Aug 3 | 9:30 AM – 3:00 PM | 8:00 AM |
Lead with the Max Elite Kit. Down-sell to the GemLightbox only when you have to. Every demo counts.
Ladder A · Max Elite Kit · Max Standalone · GemLightbox Mini
Discount is always the last option. Use Offers 1 & 2 first to protect AOV. Never lead with the discount.
Daily revenue target per rep
Sustained pace per rep
Each rep, each day
Post-show pipeline target
Stay on pace. If traffic slows, go on an exhibitor run — don't wait for customers to come to you.
If you're behind on 3–4 demos per hour, walk the floor. Pitch the GemIQ products. Bring people back to the booth.
One way to do the Exhibitor Run is to do repetitions of 5s and have a 5min break, and go at it again. If you do this 5 times in the day you will end up seeing 25 exhibitors easily.
You're responsible for hitting 3–4 demos per hour.
Stay at your station and talk to everyone walking past — they're here to see new things and buy new equipment. Run group demos to capitalise on traffic. A group demo means more demos in the same time it takes to do one.
Always demo the Max Elite Kit first — it's the hero product. Down-sell to the GemLightbox Mini only when budget is a real constraint.
The lead product. Full professional setup. Always demo this first.
Max Standalone — for buyers who want the Max without the full kit. Strong mid-tier close.
Down-sell only when budget is a real constraint.
Each quota is per rep, per day, if selling that product alone — e.g. a rep hits their daily target from GemLightbox Mini sales by itself with that many closes. These aren't additive — a rep can mix products to reach the same target.
Per rep, per day — hits the $12,667 target.
Per rep, per day — hits the $12,667 target.
Always demo the Max Elite Kit first. It's the high-ticket item and the hero product. Down-sell to the GemLightbox Mini only when budget is a real constraint.
Use offers in sequence — discount or free gift is always the last option.
"Buy at the show and we ship earlier — we're low on stock / out of stock, so buying now secures your unit."
"Show pricing and sales offers are only available until the end of the show. After we pack up, it goes back to full price."
Gives the buyer confidence to commit on the floor, knowing they're not locked in if it doesn't work out.
Let the buyer split the cost into installments with Klarna — lowers the barrier to saying yes on the floor.
No retro was logged for RJO in 2025 — no specific problem/fix pairs to carry forward yet.
No 2025 retro was logged for RJO on the Monday board, so there are no confirmed lessons-learned to list here yet. Log a retro after this show so 2027's brief can carry forward real improvements.
Add your jewellers to the Google Sheet and track their status. Invite them before the show using the message template below.
Replace the bracketed fields with the relevant details.
Hey [Name], [Your Name] from GemLightbox 🙂 I kept your details from the previous show - will you be there this year? Would love to catch up. We're exhibiting at the RJO Show. We've just launched our latest innovation, and I'd love to show you what it can do. Hope to see you soon, [Your Name]
Message every exhibitor assigned to you before the show, then visit them on the floor during the show. Target: bring ~5 exhibitors per salesperson and invite 5 visitors to the show.
When the floor goes quiet, the Exhibitor Run is how you keep your demo count on track. Hit existing customers first — they buy quicker.
Replace the bracketed fields with the relevant details.
Hey [Name], [Your Name] from GemLightbox here 🙂 Saw you're exhibiting this year — I'll swing by your booth. Feel free to drop by ours too at Booth 940. We've just launched our latest innovation, and I think you'll love it as it can help you drive more sales. See you soon, and good luck at the show!
Every demo, every close, every hour follows this pattern.
Open every conversation with the Max Elite Kit. Down-sell to the GemLightbox only when budget is a real constraint.
Stay on pace across all 3 show days. If you're falling behind, go on an Exhibitor Run to bring people back to the booth.
Offer 1 (50 credits) → Offer 2 (stacked, 100 credits) → Offer 3 ($500 discount). Discount is always the last option to protect AOV.
Buy at the show and we ship earlier — we're low on stock / out of stock, so buying now secures your unit.
Show pricing and sales offers are only available until the end of the show. After we pack up, it goes back to full price.
Gives the buyer confidence to commit on the floor, knowing they're not locked in if it doesn't work out.
Read both scripts before arriving at the booth. Know them cold.
Lead product demo script. Use for all Ladder A conversations. Open in Notion →
Down-sell script. Use when budget is the constraint. Open in Notion →
When traffic slows — go to the exhibitors. Open the Exhibitor Run Script in Notion →
Follow the script. Adapt to the customer. The structure stays the same.
"Hi [name], I'm [Sales Name] from GemIQ. We're the official partners here at the RJO Show, and we're promoting exhibitors by capturing and sharing some of the standout pieces from the show, especially big jewellery sets."
"This one was captured with [Exhibitor Name]. We'd love to photograph one or two of your pieces too. Could you pick one or two of your most exquisite pieces and bring them over to our booth? We'll send you the pictures and videos straight after, and we'll give you a free gift at our booth 🙂"
"It's a GemLoupe, valued at $449 — a clip-on for your smartphone that lets you capture social-media-ready jewellery videos and sparkle shots. We'll give you the gift after we help you photograph your jewellery and send the results back to you via WhatsApp 🙂"
Use this workflow for lead capture at the RJO Show — at the booth and during exhibitor runs.
Watch the full walkthrough before using the app on the floor.
No stock needed for this show. Products are demo'd at the show and no physical units are shipped from site. All sales are fulfilled post-show.
This is a demos-only show. No physical inventory is shipped to the venue. All units purchased at the show are dispatched from the warehouse post-show. Use the scarcity close: buying at the show means earlier dispatch, as stock is limited.
Bookmark these before the show.
3–4 demos per hour. Lead with the Max. Offer ladder before discount. Every lead in HubSpot. Follow up within 24 hours.