LP Magazine

SEP-OCT 2018

LP magazine publishes articles for loss prevention, asset protection, and retail professionals covering shrinkage, investigations, shoplifting, internal theft, fraud, technology, best practices, and career development.

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Excellence in Partnerships Steve Longo, Vice President of Strategic Initiatives, CAP Index "Around the age of ten, I started selling software demo kits alongside my dad," said Longo. "He was a brilliant man, passionately building relationships with innovators in the early days of software development, including (name drop) Bill Gates. Later while still in school, I started working at CAP Index doing a lot of the sales 'grunt work' often given to the entry-level guy.ƒOver the past twenty-five years, I've continued to work at CAP in various capacities, leading the company's business development, marketing, event management, industry partnerships, and other efforts."ƒ Longo believes that true partners have a passion for getting involved. "It's important to come prepared with ideas to share, respectfully participate in the conversation, and actively listen," he said. "Strong partnerships come from sharing ideas and working together. But the most important trait is balance between the absolute serious nature of what we do in this industry—protecting people, businesses, livelihoods—and levity. Everyone needs a laugh, and it's a great way to build relationships. When reviewing financials, creating policies, or teaming up with another group or company, a little levity goes a long way in developing strong relationships." Longo also feels it's important to pay attention, share ideas, and add value whenever you can. "Get involved, listen more than you talk, and always have a perspective to contribute," he said. "Be an expert at what you do and interested in learning what others do. Know your business and the value you bring, and you'll be better able to focus on understanding others. You want to help others succeed. Make friends and have fun, but find a way to bring value. If you can make your customer the hero, you will have a customer for life." Excellence in Partnerships Steve May, CFI, Retired CEO and President, LP Innovations (DTT) "I started my loss prevention career working for my father's small family loss prevention security business," said May. "This was a great learning experience, providing an opportunity to work in a variety of retail, wholesale, distribution, and manufacturing environments. I learned very quickly that as a service provider, customers could be very demanding—but also very fair." In 1988, May moved to J. Baker, which he considers the most important move in terms of personal and professional growth. Spending ten years with the company, he climbed the career ladder to eventually become first senior vice president. In 1998, he became a president and CEO at LP Innovations (LPI). After running LPI for over twenty years, he offers some advice for up-and-coming solution providers. "Never assume," he said. "Solution providers must actively engage with customers on the value of our service, whether or not we're meeting expectations, and what we can do to help exceed expectations. Always ask how you're doing, provide customers different ways to comment on their experiences, and act quickly on their recommendations. Most customers genuinely appreciate efforts to raise the bar. You have to believe that the services provided will help them become a better, more profitable business. Rather than simply trying to sell a product, focus on being a genuine partner. Execute, act on their behalf, and become a vital part of their success. "Being a vendor is not a dirty word. You need to believe in your bones that what you're providing is critical to your customer's success. It's your obligation to become a vital part of your customer's team. You need to be engaged with your customers, recognized as a trusted advisor, a source of information, a problem solver, a professional colleague, and most importantly, a friend." 26 SEPTEMBER–OCTOBER | LOSSPREVENTIONMEDIA.COM Nominate Your Peers at Excellence@LPportal.com We want this to be your program. Those of you working as LP practitioners witness these exceptional performances on a regular and ongoing basis, and we strongly encourage you to provide us with nominees for each of the award categories. We encourage creative nominations and want the program to cast a positive light on the many tremendous contributions of the loss prevention community. Nominations can be submitted via email to excellence@LPportal.com. LPM EXCELLENCE LPM "Magpie" Awards: Applauding Excellence The LPM "Magpie" Awards offer a means to celebrate industry accomplishments on an ongoing basis, recognizing the loss prevention professionals, teams, solution providers, law enforcement partners, and others that demonstrate a stellar contribution to the profession. The ability to influence change is a product of drive, creativity, and determination, but it also requires a unique ability to create a shared vision that others will understand, respect, support, and pursue. Each of the following recipients reflects that standard of excellence, representing the quality and spirit of leadership that makes a difference in our lives, our people, and our programs. Please join us in celebrating the accomplishments of our latest honorees.

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