midwest spring ’17

Spring 2017 A Publication of the Indiana Pawnbrokers Association Volume 82

May 5-7, 2017Franklin Marriott Cool Springs

Franklin, TN

Keynote Speakers

Les And Seth Gold From “Hardcore Pawn”

2017 Midwest Pawnbrokers Convention

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Contents

Publisher’s Poignant Point of View . ........ 3

Indiana Section

President’s Message ................................................ 5

Executive Director’s Report .................................... 7

Illinois Section

President’s Message ................................................ 9

Ohio Section

President’s Message .............................................. 11

Features

Event Calendar ....................................................... 7

Les & Seth Gold ................................................... 13

2017 Midwest Convention Registration ............... 15

Actions Vs. Results ............................................... 17

Cook’s Corner ....................................................... 23

Beverly Bremer ................................... 23

Bluestone Trading ............................OBC

Burrell Printing Co. ............................ 21

Burrell Promotions ............................... 9

Dillon Gage ........................................ 22

Geib Refining Corp. ........................... 17

GIA ..................................................... 11

I.G.I. (International G.I.) ..................... 2

Jay Pays .............................................. 24

Marriott .............................................. 14

Marshall & Sterling Insurance ........... 12

Mid-States Recycling ............................ 4

National Pawnbrokers Association .... 13

Palak Diam Inc. .................................... 8

Paul Reiser .......................................... 19

Pawndex/Teknon .............................. IFC

Rapaport ............................................. 10

The Trendz ........................................... 6

Union Life & Casualty ..................... IBC

United Precious Metals ...................... 20

Wexler Insurance Co. ......................... 18

Worldwide Diamond Co. ..................... 5

Name Page Name PageName Page

The Midwest Pawnbroker • Spring 2017 1

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Advertisers Index

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The Midwest Pawnbroker

The Midwest Pawnbroker is a trade magazine to assist pawnbrokers by presenting practical business informa-tion and articles in an informative, entertaining and thought provoking manner. The Midwest Pawnbroker is a publication of The Indiana Pawn-brokers Association, Greg Engstrom, President.

PublisherRonald E. Stempkowski

Editor-in-ChiefDarlene Stempkowski

Contributing WritersGreg Engstrom, IndianaKelly Swisher, Illinois

Lou Tansky, OhioBrad Huisken

Ron StempkowskiDarlene Stempkowski

Reproduction or other use of the con-tents without prior written permission is forbidden. We will not knowingly accept misleading or unethical ad-vertising and we make no warranty, expressed or implied, as to quality, nature and fitness of goods and services advertised herein, nor can we be held liable for loss resulting therefrom.

All rights reserved.Copyright 2017

The Midwest Pawnbroker.

Printed ByBurrell Printing Co., Inc.

901 Highway 685Pflugerville, TX 78660

Graphic Design ByStephanie Geller Graphic DesignPhone/Message: (541) 367-1489E-mail: [email protected]

CorrespondencePlease address to: Ron Stempkowski, Publisher 609 North Maine Street Remington, Indiana 47977 Tele - 219-261-3173 Fax - 219-261-3472 E-mail: [email protected]


Publisher’s Poignant Point of View

By: Ron Stempkowski

Dear Pawnbrokers,

The 2017 Midwest Pawnbrokers Conven- tion is returning to:

FRANKLIN MARRIOTT COOL SPRINGSFRANKLIN, TNMAY 5 -7, 2017

All pawnbrokers and future pawnbrokers are invited to The 26th Annual Mid-west Pawnbrokers Convention.

EDUCATIONAL SEMINARS: We will be featuring six (6) nationally known speakers to provide you with years of knowledge and experience on a variety of topics that are directed to help you improve your productivity and income.

TENTATIVE SCHEDULED SEMINARS: SPEAKERS TOPICS BRAD HUISKEN MAXIMIZE SALES PAUL REISER COINS FOR THE PAWNSHOP SETH GOLD HARDCORE PAWN TIM LANG ATF REGULATORY OVERVIEW ROGER WILSON ONLINE SELLING JERRY WHITEHEAD KEY PERFORMANCE INDICATORS and MORE!

EXHIBIT HALL: Our exhibit hall will be filled with vendors from throughout the country

displaying their newest and most innovative products and services. Our goal is to have the

most diversified exhibit hall ever.

As always, the convention is a great place to make new friends and renew old acquaintances. This is the place to meet and visit with fellow pawnbrokers from all over the country.

Please contact me with any questions. I look forward to seeing you at the convention!

Best Wishes

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A Message from the PresidentBy: Greg Engstrom


I want to thank many Indi- ana Pawnbrokers: You are the best members of any

pawn association anywhere in the nation. I sent out a call for funds to support some state candidates that needed our help and you sent thousands. I asked

for calls and contacts with your legislators, you called and pushed what had been a dead ball for 20 years down the hill. The ball is now rolling!!! Senate Bill #13, if passed as written, will remove the 70+ year old ban on handgun pawn loans in Indiana. We are only one of a few states in the nation that cannot loan money on a handgun. The association has gotten the sup-port of many members of the legislature and the National Rifle Association to remove this ban. Right now as I write this, after spending 2 days in Indianapolis, the hopes,

Indiana Pawnbrokers Association

prayers, phone calls, and personal contacts are paying off. By the time you read this article we will have succeeded, we will have failed, or we will have to change and reload our efforts to pawn handguns, like our neighbors of Il-linois, Ohio and Kentucky. To hear the results of this and other legislation that the Indiana Pawnbrokers Association is working on, attend the Midwest Pawn Convention. If you are a pawnbroker and not a member of your state association, you are running naked. Kind of like not hav-ing insurance, robbery and legislation can put you out of business. Be sure to attend this 26thAnnual Midwest Pawn Con-vention which will be in Franklin (Greater Nashville), Tennessee, May 5-7th. (www.midwestpawnconvention.org) We have some new speakers, and we are concentrat-ing on new ways to improve your business and profits, the profits we got used to when gold was much higher and silver was many times more than it is now.

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Event Calendar

Executive Director’s Report

Dear Indiana Pawnbrokers,

Your association is constantly looking out for negative pawnbroking

legislation and working on and supporting legislation that will be positive for our industry.

Our current priority is to change the law to allow hand-guns to be taken in pawn. We have received the support of Senator Tomes who has introduced a bill to change or repeal the law. As of this writing, Senators Alting and Niemeyer have been added as authors.

We will need the support of as many legislators as possible. We request that all Indiana pawnbrokers contact their local legislators and solicit their support. The most important point is that by allowing pawnbrokers to take handguns in pawn, it creates a paper trail for law enforcement on many handguns.

Our 2017 Annual Membership Meeting will be held May 7, 2017, at the conclusion of the 2017 MIDWEST PAWNBROKERS CONVENTION to be held at:

FRANKLIN MARRIOTT COOL SPRINGSFRANKLIN, TNMAY 5 -7, 2017

If you have any ideas or thoughts that you want your association to address, please advise us via our email or telephone.

We will be electing the 2017-2018 IPA Board of Directors. If you are interested in serving on the IPA Board, please contact me.

I look forward to seeing you at the convention and mem-bership meeting!

Best Wishes

By: Ron Stempkowski

26th ANNUAL

MIDWEST PAWNBROKERS

CONFERENCE & CONVENTION

THE FRANKLIN MARRIOTT COOL SPRINGS

FRANKLIN, TN

MAY 5-7, 2017 (NOTE EARLIER DATE)

FOR INFORMATION ON ALL

MIDWEST EVENTS CONTACT

RON STEMPKOWSKI

TELE- 219-261-3173

[email protected]

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A Message from the PresidentBy: Kelly Swisher - Arlington Jewelry and Loan, Inc., (847)577-3700,

[email protected]

Illinois Pawnbrokers Association

Hello Illinois Pawn Brokers,

IPA lobbyist Chris Stone and I met with IDFPR in Spring- field in December to dis-

cuss the advancement of our requested changes to the Pawn-

broker Act and it was a very productive meeting. We were informed that IDFPR, after just a minor wording change, does not oppose any of the requested changes pertaining to transfer of title. In addition to the issues of title transfer discussed at our last several meetings, the change will clarify that in the event of a pawner’s death, that person’s estate will be able to maintain the pawn and redeem it, if desired. We are now ready to move forward with law-makers to implement these changes. IDFPR, like most other departments in the state of

Illinois, is looking to move to paperless as much as pos-sible. This will include new applications, and renewal of licensing. The way it was explained to us is that this will not only be beneficial for the IDFPR, but will simplify the process for pawnbrokers by moving most, if not all, of the processes online. This change, if approved, will take place this year. Lastly… In recent months, I think I have seen more fake gold scams circulating out there than during the height of the gold rush. Be extremely careful.

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Dear OPA Members,

As you know, your Ohio Pawnbrokers Associa- tion has been involved

in working on some changes to the Ohio Pawn Act. On De-

cember 27, 2016, Governor John Kasich signed sections of HB235 which in part updates and modifi es certain sections of the Ohio Pawn Act. The effective date will be about March 28, 2017. We have been in discussions with the Division of Financial Institutions as to the best way to notify pawn licensees of these changes and implementa-tion of same. We will advise with more details as we get closer to the implementation date. Specifi cally, what will change is:

Ohio Pawnbrokers Association

A Message from the PresidentBy: Lou Tansky, Uncle Ben’s Pawn Shop, (216) 325-LOAN, [email protected],

www.ohiopawnbrokers.org

• Increase of the interest percentage rate from fi ve (5) per-cent per month or fraction of a month to six (6) percent per month or fraction of a month

• Increase of the storage fee from four dollars ($4.00) per month or fraction of a month to six dollars ($6.00) per month or fraction of a month

• Increase from two dollars ($2.00) to fi ve dollars ($5.00) for the cost of notifying a pledger by mail that the pledged articles may be forfeited

• Increase from two dollars ($2.00) to ten dollars ($10.00) for licensees who comply with the requirements or pro-cedures of the Brady Handgun Violence Protection Act (NICS background check)

• A pawnbroker may accept a portion of the outstanding principal loan amount at any time

Continued on page 21

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This Year’s Keynote Speakers

Les & Seth GoldHardcore Pawn

M A R K Y O U R C A L E N D A R S

In Les Gold’s New York Times bestselling

book For What it’s Worth: Business Wisdom

from a Pawnbroker, he describes how, over

nearly 40 years, he’s built one of the most iconic

pawnshops in the world. In 2016, he and son

Seth took on one of their biggest challenges

yet—standardizing their store operations. In their

PAWNBROKERS CONVENTION SEMINAR,

they’ll describe the process of developing their

Operations Manual and rolling it out to their

employees across three stores. They’ll share les-

sons learned and insights on the importance of

standardizing your operations for growth.Less and Seth Gold – Hardcore Pawn

Franklin Marriott Cool Springs 700 Cool Springs Blvd.

Franklin, TN 37067

Proud Host of the 2017 Midwest Pawnbrokers Convention May 5-7, 2017

OVERNIGHT GUEST ROOMS 2017 Room Rates: $129 (1 King or 2 Double Beds)

Hurry and Book Today! www.marriott.com/bnacs (Promo Code: PWNPWNA)

OR Call (888) 403-6772 and ask for the Midwest Pawnbrokers Group Rate

ACCOMODATIONS

15 miles South of Downtown Nashville with easy access to I-65 300 smoke-free guest rooms Full hotel renovation completed in March 2016 Indoor Pool and Fitness Center In Room Dining, Starbucks and Full Service Restaurant Business Center Complimentary Parking


26th Annual Midwest Pawnbrokers Convention

May 5-7, 2017Franklin Marriott

Cool SpringsFranklin, TN

EXHIBITORSThe FINEST vendors to the trade will be exhibiting all their best goods and services.

Come spend time with the companies you will WANT to do business with.

OPEN TO

ALLPAWNBROKERS

AND LIKE BUSINESSES

Lowest Pawn Convention

Registration Fee

CONVENTION HOTELFranklin Marriott Cool Springs

700 Cool Springs Blvd.Franklin, TN 37067

For Reservations: 615-261-6100 • Convention Room Rate $129.00For More Information and Registration Form Contact

Ron Stempkowski • (219) 261-3173 • email [email protected]

SATURDAY 5-6-17 8:00 a.m. - 9:00 a.m. SEMINAR 9:00 a.m. - 10:00 a.m. SEMINAR10:00 a.m. - 11:00 a.m. SEMINAR11:00 a.m. - 12:00 p.m. SEMINAR12:00 p.m. - 4:00 p.m. Exhibit Hall Hours12:00 p.m. - 1:30 p.m. Lunch (IN/NEAR EXHIBIT HALL) 4:00 p.m. - 5:00 p.m. SEMINAR 6:00 p.m. Cocktail Reception/banquet 7:00 p.m. Keynote Speaker 8:00 p.m. Live Auction To Benefit State Associations

SCHEDULE OF EVENTS

FRIDAY P.M. • WELCOME COCKTAIL PARTYThere will be a complimentary cocktail party at 5:00 p.m. A time to make new friends and renew old acquaintances.

SUNDAY 5-7-17 8:00 a.m. - 9:00 a.m. SEMINAR 8:00 a.m. BREAKFAST (EXHIBIT HALL OPENS) 11:30 a.m. $1,000 Drawing 11:30 a.m. Exhibit Hall Closes 11:30 a.m. State Association Meetings

LOWEST PAWN CONVENTION REGISTRATION FEE OF $99 INCLUDES:

1. Friday Welcome Cocktail Party2. Saturday Lunch, Evening Cocktail Party, Banquet, Keynote Speaker, and Auction3. Sunday Breakfast 4. Admittance to All Seminars, Exhibit Hall, State Association Meetings, and Other Surprises

ALL CONVENTION ATTENDEES SUBJECT TO APPROVAL BY MANAGEMENT

$99

16 The Midwest Pawnbroker • Spring 2017

Register for the convention by April 15, 2017, to receive the discounted “Early Bird” registration fee. The registration fee includes: Friday Welcome Cocktail Party, Saturday Lunch, Cocktail Party and Banquet, Sunday Breakfast, Admittance to All Seminars, Exhibit Hall, Meeting Rooms for State Association Meetings and Other Surprises.No refunds after April 20, 2017.

LOWEST PAWN CONVENTION REGISTRATION FEE

SAME LOW REGISTRATION FEE FOR ALL ATTENDEES

“Early Bird” (per person) # ______ @ $99.00 = $ ____________

After April 15, 2017 - All Attendees (per person) # ______ @ $175.00 = $ ____________

On-Site Registration (per person) # ______ @ $200.00 = $ ____________

TOTAL $ ____________

Store Name ________________________________________________________________

Address ___________________________________________________________________

City ____________________________________________ State ____ Zip _____________

Tele ____________________________________________ Fax ______________________

E-Mail ____________________________________________________________________

PERSONS ATTENDING(Please Print Clearly)

1. ____________________________________________ 4. ___________________________________________

2. ____________________________________________ 5. ___________________________________________

3. ____________________________________________ 6. ___________________________________________

No Children Under 18 Allowed in the Exhibit Hall

PAYMENT INFORMATION

CREDIT CARD (Mail or Fax (219) 477-4499)

CC# ___________________________________________________________

Exp. Date. ______________________________________________________

Name on Card __________________________________________________

Signature _______________________________________________________

CHECKS Payable and Mailed to:Midwest Pawnbrokers Convention 1420 E. Chicago Street Valparaiso, IN 46383

Tele: (219) 261-3173

ALL CONVENTION ATTENDEES SUBJECT TO APPROVAL BY MANAGEMENT

/ / / / / / / / / / / / / / / / / / / / / / / / / / / / /

REGISTRATION FORM


Actions vs. ResultsBy: Brad Huisken

Too many owners and managers work on correcting results rather than working on correcting the actions that caused the results. To try to improve

a result is pointless unless the actions that caused the results have been addressed and corrected. Supervisors often times talk to their people about not hitting their sales goals, add-on percentages, closing ratios, etc. Tell-ing them that they have to make improvements or start making the numbers is similar to a sports coach telling their players that they need to score more points. Salespeople and athletes KNOW they need to sell more or score more points, what they need from their coach or sales manager is HOW to sell more or score more. Telling people what they need to do, rather than how they need to do it, is what causes people to lose respect for their supervisors. Beating someone up without giving them the tools they need in order to improve is just crazy. Often times I find that the owner/sales manager knows what needs to be done, but doesn’t know how to communicate the actions needed to make the necessary improvements. For example, let’s say a salesperson has a low or unacceptable closing ratio vs. the store average.

Continued on page 19


We pay based on your choice of the following:� Actual cost of the loan plus legally accrued interest

� Replacement Cost

� 2 or 3 times pawn value

No Coinsurance for:� Pawned & Owned Guns & Jewelry

or Other Stock

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Continued from page 17

Brad Huisken

The actions that may have caused the results could be that the salesperson isn’t asking for the sale, it may be that they are not creating value through their demonstration of the product, it could even be that the salesperson isn’t asking the right questions to determine what is important to the customer in purchasing a particular item. This is just one of numerous examples. Just as in sports, there is an art and science to the sales and sales management processes. The salesperson and sales managers institute their personalities to the party, which brings the art to the process; the science is what often needs to be taught. I am still amazed at how many retail jewelers don’t have a training program that they offer to their salespeople and their sales managers. I will be the first to admit that training is expensive, if you don’t use it. It is priceless if you use it and use it correctly to give people the valuable help and guidance they need to do their jobs correctly. I just had a retail owner call me and mention that he had a 400% sales increase since implementing our training programs. I’m just saying, give your people help, not hell, and the results will be incredible! I know what some of you are thinking: What if I spend all this money on training and then my people quit or go to my competition? The proper question is: What if you don’t and they stay?

Author, trainer, consultant, and speaker Brad Huisken is President of IAS Training. Mr. Huisken authored the books I’M a salesman! Not a PhD. and Munchies For Sales-people, Selling Tips That You Can Sink Your Teeth Into and his new book Munchies For Salespeople II, More Selling Tips That You Can Sink Your Teeth Into. He developed the PMSA Relationship Selling Program, the PSMC Profes-sional Sales Management Course, The Mystery Shoppers Kit, The Employee Handbook and Policy & Procedures Manual, The Weekly Sales Training Meeting series along with Aptitude Tests and Proficiency Exams for new hires, current sales staff, and sales managers, along with the new Weekly Jewelery Sales Training Series. Additionally he recently developed his Train the Trainer Course and IAS Training’s Certified Jewelry Sales Professional Program. He also publishes a free weekly news-letter called “Sales Insight.” For a free subscription or more information contact IAS Training at 1-800-248-7703, info@ iastraining.com, www.iastraining.com or fax 303-936-9581.


Continued from page 11 (Ohio)• Pawn terms change from three (3) months (2 months

plus 30-day notice) to four (4) months (3 months plus 30-day notice)

• A pledger may now prepay interest and storage charges for the current month of the loan

• Pawns may be redeemed at any time after the pledge has been made (elimination of the 72 hour hold period) although the retention of all purchased articles for fifteen (15) days remains intact

• Effective with the two-year period beginning June 30, 2017, licensees need to have one person per location to receive eight (8) hours of continuing education per two-year period

• Increase in liquid asset maintenance of seventy-five thousand dollars

• Increase of the surety bond in place of required liquid assets to fifty thousand dollars

• Elimination of the two dollars ($2.00) lost ticket charge

Additionally, we have cleaned up some language to allow us better protections and understanding in certain areas of the Act. Please watch for emails concerning these changes. Thank you.

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reduce heat, cover, and simmer for 35-40 minutes or until chicken is fork-tender and fully cooked.

SEASHORE FETTUCINE1 pound fettuccine noodles1/2 cup butter or margarine1 small onion, diced12 ounces fresh or frozen shrimp, thawed1/4 teaspoon dried basil1/8 teaspoon crushed red pepper1/2 teaspoon saltPinch black pepper1 can (8 ounces) tomato sauce1 container (8 ounces) heavy cream1/2 cup grated Parmesan cheese In a large pot of boiling water, cook pasta until tender; drain, place in a large bowl, and set aside. In a large skil-let, melt butter; add onion, shrimp, basil, red pepper, salt and black pepper. Sauté for about 2 minutes, then add the tomato sauce and heavy cream. Bring to a boil, then simmer until sauce is creamy, about 3 minutes. Add sauce and Parmesan cheese to pasta; mix and serve.


We had a great holiday season and hope you did as well. We felt very blessed that all family members were able to make it home for our

family get-together on Christmas Eve. There is just no way to describe how special it was. It seems to have come and gone so fast, and now the promise of spring is teasing us, and forgotten are the back-aches and blisters from last year’s yard and garden work. I can already picture my herb garden and then there are a few new ideas I have for…! (Sound familiar?)

(A couple of tried and true recipes from an old Mr. Food cookbook have become family staples at our house. This one served with cornbread is a great cold weather meal, and the next one served with crusty bread is an anytime meal!)

“REMEMBER” CHICKEN1 - 3 to 4 pound chicken, cut into 8 piecesFlour as needed (seasoned with salt, pepper, and paprika)3 tablespoons butter3 tablespoons vegetable oil1/2 cup chopped onion2 cans (15 1/2 ounces each) black-eyed peas1/2 cup chicken broth1/2 teaspoon dried oregano1 medium tomato, chopped Rinse chicken, pat dry with paper towels, and coat with seasoned flour. In a Dutch oven, heat butter and oil; add chicken and cook slowly until golden brown on both sides. Remove chicken and keep warm. Sauté onion in Dutch oven until tender, about 5 minutes. Add black-eyed peas, chicken broth, and oregano; bring to a boil. Arrange chicken over the black-eyed pea mixture, pressing the chicken into the peas. Sprinkle tomato over the top,

C O O K ’ SO

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By: Darlene (Cookie) Stempkowski

Beverly Bremer

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(Grilled cheese sandwiches and tomato soup are always a welcome lunch or even a meal, but once in a while I like to change it up a little with this variation of a grilled cheese sandwich. Delicious!)

CHEESE SANDWICH CASSEROLEArrange in greased baking dish 6 slices breadCover with 6 slices sharp cheese 1/8" thickTop with 6 more slices of bread to make sandwichesPour over all, a mixture of:4 egg yolks (or 2 eggs), beaten2 1/2 cups milk1 teaspoon salt1/8 teaspoon pepper1/4 teaspoon dry mustard Chill in refrigerator so milk mixture will soften bread. Bake at 350 degrees for 1 hour or until partially dried and golden brown on top. (Note: This recipe is very versatile-great as is for children, but can be spiced up with different cheeses and/or breads for adults. I add shredded pepper jack cheese when making it for Ron and me. Sometimes I add leftover shredded or diced chicken, even thinly sliced tomatoes between the bread slices.) Enjoy!


Thank you for reading Cook’s Corner. I hope you give at least one of these recipes a try, or maybe, like me, you enjoy reading recipes that will inspire you later. Don’t forget to mark your calendar for the next Mid-west Pawnbrokers Convention to be held at The Franklin Marriott Cool Springs in Franklin, TN, May 5 – 7, 2017. Hope to see you there!

Cook’s Corner609 N. Maine StreetRemington, IN 47977Fax: (219) 261-3IPA [email protected]

Continued from page 25

Editors Note:

e-mail us articles of Pawnbrokers in the news, cartoons or

anything of interest to fellow Pawnbrokers.

Please e-mail to: [email protected]

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