NRLA Chairman
NYLE President
Summer has drawn to a close, and the
mad dash to Thanksgiving begins. This is
the busiest time of year for me, and like
all of you I am trying to prepare early.
Our business needs to be ready to ad-
dress all of our customers’ requests. Get
the material to the job, run out that last
crucial part, pray the special order arrives
on time, and get those shells closed be-
fore late fall hits.
In college I learned the law of 6 P’s:
Proper Previous Planning Prevents Poor
Performance. This time of year I always recall that lesson,
and get myself squared away so I can achieve my goals and
finish the year strong.
In the interest of being prepared, I would like to talk to
you about planning now for next year. The next four months
will fly by. We all need to make decisions on our schedules,
business goals, and budgets for 2015. I ask that your compa-
ny makes it a goal to send at least one more employee to a
NYLE event in 2015.
NYLE provided two great educational events this year
with Dr. Rick Grandinetti speaking at our spring conference
and our 22nd Timber Tour going to Canada this year to visit
six different material suppliers. Thanks to NYLE vice presi-
dent Jason Thatcher of Howe Lumber for his work on these
events that offered training in both the supply chain process
and sales management.
We also had some superior networking events: our second
annual summer outing in Saratoga Springs, N.Y., our first expo
social event, and the group dinner at NRLA spring conference.
NYLE events are a great way to show your employees
a larger view of our industry while learning things that will
improve their performance at the workplace.
I am extremely confident that incoming NYLE vice pres-
ident Jordan Russin of Russin Lumber Corp. will be putting
together great events for next year.
Our spring conference is being planned for the northern
New York area, and the 23rd Timber Tour planning has start-
ed, too. If you would like to get involved or have some ideas
for either event, please let Jordan know. He can be reached
Have a great fall and prepare yourself so you can crush
your sales goals this year!
JAY-K used to get hit by shoplifters. We
weren’t very good at catching them. Usu-
ally the only way we knew we’d been had
was when the crook returned the item
for cash. Crooks never have receipts.
When the cashier inquires as to when
the item was purchased, they can see if
the answer presented matches the item’s
sales history. We also started to recognize
items likely to be purloined: power tools,
batteries for cordless tools, circuit break-
ers, and sawzall blades seemed popular.
If something was fishy, we learned to keep the item and tell
the “customer” we’d send them a check. Crooks never call us
two weeks later looking for their check.
In 1997, Lowe’s and Home Depot opened in the market.
It turned out that shoplifters like box stores, and we recog-
nized that most of ours moved down the street.
In the early 2000s, we participated with a local coalition
of retailers sharing sordid pilferage stories. The group com-
prised loss prevention folks from the aforementioned big
boxes, a few people from our store, the local police, a chain
grocery store, and some national chain retailers from the
local shopping mall. They’d have lunch every other month,
sharing stories, photographs and videos of various capers.
Needless to say, it was a good lunch to attend. There were
always interesting crime tales from the professional loss pre-
vention folks, and their stores usually had pretty good camer-
as, which gave nice visual support to the story.
After a number of years, our folks stopped going to the
lunches. We felt like weren’t getting much, and we didn’t
have much to contribute. It seemed like shoplifting wasn’t a
problem that was significant to JAY-K anymore.
Fast forward to March 2014. Bam! We had shoplifters
again. We recognized some power tools being returned for
credit, and after performing some diligent cycle counting
determined that shoplifters were likely back in our store. We
had discussions with employees to be aware of shady-looking
people. How’s that for profiling?
(continued on pg. 114)
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