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Dealer Adds Showroom To Emphasize Moulding

Wall after wall covered with moulding easily betray the specialty of Manhattan, N.Y.-based Dykes Lumber Co.'s ninth-and newestlocation.

The 15,000-sq. ft. showroom in Easton, Pa., sells tools, fasteners, panels and lumber, but the emphasis is clearly on millwork.

"Our fort6 is mouldings," said Dykes' district manager Teddy Heid. "We stock primarily 300 patterns (and) always try to have them in stock in various woods."

Builders, remodelers and homeowners can select millwork by browsing through the showroom, thumbing through a catalog, or examining merchandising racks.

Customers who can't find a profile to match their sample from home can simply cross the street to Dykesowned Camden Molding & Millwork, which can custom-cut new sections.

The shop can also customize doors and windows.

The $2.4 million showroom. which opened Jan. 13, is managed by Eddie Lorenzo.

Third Fire Hits Jersey Yard

A potbelly stove at J.C. Van Doren & Sons, Hopewell, N.J., ignited and started a fire that destroyed a twostory storage building.

Authorities said there was nothing suspicious about the fire, but that it will still be investigated.

The Jan. 12 blaze spread through the roof and into surroundins trees.

Little damage was done to the lumber stacked in the yard. It was the 80year-old company's third fire in recent memory.

Manager Nabbed For Fraud

Police have arrested a former manager of Menard's, Grand Island, Ne., on suspicion that she swindled the store out of more than $2,500.

After the theft was uncovered by a loss prevention audit, Sheila Schleicher, 30, was terminated Dec. 18, arrested at the store and charsed with committing approximately-30 incidents of theft since Oct. 20.

According to police, the nine-year employee allegedly had been crediting her own cards when customers returned merchandise and mav have falsified returns.

Association News

( Continued from page 22 )

Ohio Lumbermen's Association will host a board meeting and annual membership meeting March l0 at the Doubletree Hotel, Dayton, Oh.

OLA is also sponsoring Product Knowledge University seminars March 11 at the Sinclair Conference Center, Dayton, and March 16 at the Shisler Conference Center OSU/ATI, Wooster, Oh., and a large dealer roundtable March 1l in Bowlins Green, Ky.

National Lumber & Building Material Dealers Association will hold its legislative conference March 21-23 at the Washington Court Hotel in Washington, DC.

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National Retail Hardware Association is accepting nominations for the 2003 Young Retailer of the Year award, which recognizes the accomplishments of up-and-coming owners and managers of independent retail hardware stores.

Since its start in 1996, the program has honored 53 young men and women from the U.S. and Canada. Nominations will accepted until April 16 in three categories: retail outlets with annual sales under $2 million, retail outlets with annual sales over $2 million, and multi-store companies. Everyone from owners, managers, and sales associates can be nominated.

Winners will be recognized at a banquet during NRHA's national convention July 12-14 in Blaine, Wa.

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Dealer Sold To Best Customer

Jack Moore ended 104 years of family ownership by selling T.J. Moore Lumber Yard, Ingram, Tx., to his biggest customer, Steve Huser, owner of Huser Construction.

Moore still owns a lumberyard in Del Rio. Tx.. so his decision to sell the Ingram yard wasn't for retirement, but to ensure continued local ownership.

"I didn't want to see the business close," confirmed Huser. "Jack made me an offer I really couldn't refuse."

Huser has retained the management staff and will expand the yard's hardware business. Since acquiring the business Dec. 31, Huser has converted to Ace paint and installed a $10,000 paint matching computer system.

Two Die In Milling Accidents

Workers at mills in Maine and Arkansas were killed two weeks apart when they became caught in milling machinery.

At Moose River Lumber. Jackman. Me., a 34-year-old maintenance millwright was killed Dec. 24 after becoming tangled in a conveyor belt.

Robert Robichaud, who had worked for the mill for two-and-a-half years, was working on a debarking machine outside the mill when his arm got caught in the belt.

On Jan. 6, the body of a worker was found near a wood chipper machine in the planer area of International Paper's Gurdon, Ar., plywood and lumber complex.

Authorities believe Edna Pennington,26, snagged part of her clothing on a piece of equipment.

G-P Sells Southern Railroads

Georgia-Pacific Corp., Atlanta, Ga., agreed to sell three short-line railroads to Genesee & Wyoming Inc. for $55.6 million.

Changing ownership are the Arkansas Louisiana & Mississippi Railroad Co., Crossett, Ar.; the Fordyce & Princeton Railroad Co.. Crossett. and the Chattahoochee Industrial Railroad, Cedar Springs, Ga.

Last year, service to G-P facilities accounted for 9O7o of the three railroads' revenues.

As a result, the agreement also included a 2}-year provision for continuing service to G-P plants served by these operations.

The ALM and F&P have 109 miles of contiguous track between Monroe, La., and Fordyce, Ar., where G-P operates a plywood plant and an OSB mill. In Crossett, the railroads serye a G-P plywood plant, a lumber mill, a paper mill complex, and a chemical facility.

CIRR operates more than 15 miles of track between Hilton and Saffold, Ga., and serves G-P's Cedar Springs containerboard mill.

G-P continues exploring opportunities to move away from the lumber and distribution business.

County Sells Sawmill On eBay

Dissatisfied with conventional bids. a county in Minnesota turned to the Internet to sell its idle sawmill and debarker.

Through the Internet auction site eBay, Dakota County found a buyer to pay $25,000 for its 26-year-old Morbark modular sawmill and $22,000 for the debarking machine$17,000 more than earlier conventional bids for the machinery.

Years ago, the sawmill ran yearround, turning timber from diseased trees into lumber for fences, signposts and bridses.

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Motivating Unmotivated People

Many times managers feel that employees should just do what needs to be done "because that is what they get paid for." Or they believe the only way to motivate people is to give them more money.

Successful motivators don't think that way. John Streleck, business strategist, speaker and author of The Why Are You Here Cafd, has identified five steps to motivate people far beyond what they get paid for, and far more effectively than when money is the only incentive.

St"p 1. Clearly articulate what needs to be accomplished and why

Often the problem with getting people to accomplish things is not that they are unmotivated, it is that they are uninformed. Leaders discuss goals with their peers and superiors on a regular basis and are therefore intimately familiar with them. Because of this familiarity, they mistakenly assume all of their employees also know them. Usually this is not the case.

Take time to explain to all of your employees exactly what needs to be accomplished and the reasons why. Don't forget the "Why?" Knowing that enables people to make educated choices in their day to day decisions. For example, the output from a team at a market research company whose goal is to launch three new products, will vary greatly depending on if they know that the "Why?" is because the company is losing market share to competitors with products that can be downloaded from the Internet.

Goals should always include specific numeric objectives and timelines. A goal of "improve customer service" is nebulous and people won't know how they are doing in their efforts to achieve it. However, "decrease customer wait times to l0 seconds by June 1" is something people can visualize and work toward.

St"p 2.Involve people in finding the solutions

People are more motivated to succeed at something if they personally choose to attempt it. Therefore, managers should involve their people in choosing the goals the group needs to accomplish. If this is not possible, then involving people in the creation of how to achieve the goals is the next best thing. Their involvement will generate buy in and also opens up the opportunity for an optimal solution.

Successful coaches use this technique on a regular basis. While it is true they watch hours and hours of game films looking for weaknesses in their own team as well as their competitors, they also involve their players in finding the best way to win. They do it because no matter how much film they watch, or how close they are to the game, they aren't in the game. The perspectives of players or employees who are in the midst of the action can be drastically different from a coach or a manager who is near the action.

If those perspectives aren't incorporated into the solution, two things will happen. First, those in the midst of the action will feel that noone is listening to them, and they will become unmotivated. Second, decisions will be made without incorporating all the relevant data. Both of these will negatively impact progress toward the goals.

St"p 3. Explain the rules of the game

Have you ever played a new sport or game against people who are experienced players? In the early stages of leaming how to play, every few minutes you do something which you think is correct only to be told that it is illegal,

(Please turn to page 32)