Art Selby, manager and co-owner of Yesteryear Antique Center in Hanover, Pa., is a self-confessed computer geek, and his wife, Phyllis, a former information technology specialist, are probably the last people one would expect to find running a 26,000 square foot antique mall. But, their computer experience has served them well in organizing just about every aspect of their business. And they have also come up with some creative marketing and security ideas.

"About five years ago, my wife and I with our partners, Sam Ayres and Mary Klinger, took over an old warehouse, renovated it, and opened the mall. We started out with 30 dealers whom we gathered through a combination of local newspaper advertising and local auction houses. But the real attraction was the travel arrangement we offered. My wife and I had some time-shares, which we used as an inducement. Any dealer who joined us during our grand opening had a chance at a weeklong, all-expense paid trip to any Marriott resort in the world. Chances were based on the number of booths a vendor had. Surprisingly enough, the first winner turned out to be someone with whom I had attended first grade; he and his wife went to Hawaii, with side trips to two cities in California," said Selby.

The Selbys success in using time-shares as a marketing tool has served them well, not only for dealers but also for customers. "We continue to do free vacation trips, to places such as Orlando, Fla., Branson, Missouri, and Williamsburg, Va., whenever we do one of our four annual special events," he explained, "although the winners now pay for their transportation."

The popularity of the time-share raffle spread, helping the new business grow. "It has been costly, but beneficial for us," added Selby.

The Selbys also combine the trips with other promotions. They hold four special events a year - February Cabin Fever, June Summer Extravaganza, September Fall Fest, and Christmas Open House - with additional discounts. "During three of these events, we take off an additional ten percent on top of the vendor discount," said Selby. "Christmas we handle a little differently, decorating a tree with envelopes containing numbers. The winning customers receive either a $250, $150, or $50 gift card to shop in the mall."

Dealers are always asked in advance if they wish to participate in any special marketing promotions. "We will never dictate to a dealer that he or she has to participate," confirmed Selby.

Daily and year-to-date sales for each vendor are posted on a secure web site, requiring a dealer code and password. "We post this after closing and for many dealers being able to access it so quickly it becomes addictive," said Phyllis Selby. The web site also contains a wish list of items both customers and dealers are looking for.

The Selbys have also found a way to make quarterly dealer meetings a big draw, with over half of the 135 dealers attending. "We discuss our current situation, offer comparisons to the immediate past, and open the meeting to questions and suggestions," said Selby. "We have added a popular attraction. Each dealer brings an entree or dessert or both. Everyone gets to judge with a first prize awarded of $50.00 and a second one of $25.00."

The Selbys are very security conscious, having already caught several petty thieves. "We have 32 cameras, inside and out, which show the three seconds before and after someone stops at a booth and the outside cameras can capture a license number," explained Selby. "An entryway monitor shows customers walking into the store and ceiling cameras are covered with smoked glass so no can see the direction of the lens." Pictures of people who have been caught are posted on a "wall of shame." Selby can also check the cameras from his home computer.

Yesteryear has a number of booths which are outstanding in their creative display of the contents. And shoppers can plan ahead using the web site where the booths, names of vendors, and contents are listed on the web site.

And there is much to see. To mention just a few of the treasures: a four-foot high carved, wooden screen, a necklace made of odd-shaped pieces of green turquoise, an original grain cradle and folk art metal hooks, a collection of cameos, white hobnail Fenton glass (including a hanging lavabo with a spout and basin), a life-size cardboard cut-out of Betty Grable in that famous bathing suit pose looking seductively over her shoulder, sports and Civil War memorabilia, Grindley china from England, Belleek from Ireland, and Limoges from France, and tables, chairs and chests from sparkling refinished or ready to be so.

Yesteryear also has a café on the premises, serving breakfast and lunch. The menu is posted on the web site and it is open seven days a week.

Everything the Selbys do is geared in one direction. "We offer discounts to keep the customers happy, which gets checks to the dealers and they are happy, and because both of those groups are happy so are we. Plus, we get a good turnover, that is the name of the game in the antique business."

Yesteryear Antique Center of Hanover is located at 441 Pine Street, Hanover, Pa. The hours are 10:00 a.m. to 6:00 p.m. every day. All major credit cards are accepted. The telephone is 717-637-1612; the web site is www.yesteryearantiquecenter.com.