LP Magazine

MAY-JUN 2019

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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33 LP MAGAZINE | MAY–JUNE 2019 EDITOR: Are there differences in the UK and US buyer? LEWIS: If you are referring to the retail customer, I would say yes. EAS and security in general is a lot more overt in Europe. Uniformed security guards and EAS are common in most retail stores, and CCTV has been adopted in almost every public space, so the general public and shoppers are used to security and loss prevention devices. The US is adopting more overt systems, but historically, particularly in malls and department stores, EAS has been very subtle. Pedro Ramos is responsible for managing the Agilence sales team. Previously, he managed the loss prevention and reverse logistics programs for Pathmark, a 141-store supermarket chain. He is a former chairman of the New Jersey Food Council's LP committee and is active in the Pennsylvania Food Merchants Association, NY Food Industry Alliance, and the Loss Prevention Foundation. EDITOR: What is Agilence and your role with the company? RAMOS: Agilence is a software solution provider offering data analytics to the retail, grocery, restaurant, and convenience industries. My title is vice president of sales, but my role is much broader. I'm also involved in helping determine the strategic direction of the company, and like everyone in our company, I'm focused on making sure that our customers are getting the most out of our software platform. EDITOR: As a former LP executive, what challenges did you face in the transition? RAMOS: The biggest challenge for me was a change in mindset. I had to work on how to transition my approach to create a broad business case with limited input. As a leader I've always been goal driven, but as a solution provider running the sales team, my ability to achieve my goals hits closer to home, which raises the stakes for me. EDITOR: How has that LP experience transferred to your present position as a solution provider? RAMOS: My LP and overall retail experience gives me a common ground with prospects. It allows me to understand the perspective of my customers and to explain how Agilence can help them achieve their goals and help improve the efficiency and effectiveness of the team. Stuart Rosenthal started his LP career as store detective in 1984 and progressed to director of LP. He worked for Rich's Department Stores, Britches of Georgetown, Ross Dress for Less, Toys"R"Us, and Bloomingdales before moving into the solution-provider world. EDITOR: What is your role in Checkpoint, and what do you view as your priorities? ROSENTHAL: My current role as vice president of sales and marketing is much broader than the title indicates. I am responsible for everything Alpha for Checkpoint in North America, including sales, marketing, customer service, and our Canton manufacturing and operations. I have a long list of priorities, but first and foremost is to deliver the best quality and manufactured product. We do this with our own engineering and manufacturing. My other priorities include fiscal management of the Alpha line of business and ensuring my team and I provide the most outstanding customer service and support in the market place. EDITOR: You had an extensive LP career from store detective to director. What challenges did you experience in your transition? ROSENTHAL: There are always challenges when stepping into a new role, especially when you are changing career paths. I was fortunate enough to make this move into an industry I love. I have made a lot of relationships over the years, and all of them opened their doors to me when I made the transition. Even though not everyone bought from me, the experience of the meetings helped me grow into this role and move my sales career forward. The biggest challenge I faced was not going to an office and interacting with people each day in that setting. There is a transition period in working from home and being self-disciplined O "The best customers out there truly believe in a partnership with the vendor. This means open lines of communication, understanding and relaying priorities, and understanding the limitations we have as vendors. The biggest attribute is honesty and transparency in the relationship." Stuart Rosenthal, Checkpoint PARTNERING WITH RETAILERS

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