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.

Issue link: http://digital.lpportal.com/i/1121134

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Page 37 of 84

37 LP MAGAZINE | MAY–JUNE 2019 PARTNERING WITH RETAILERS for today. I enjoy working in a culture of collaboration and teamwork, where being passionate about your job, having fun, and thinking outside the box are all expected and encouraged. HENDERSON: My high school wrestling coach, Barry Trent, made a huge impact on me during my developmental years. His ability to lead by example and organize and initiate a well-run practice, as well as interject comedy and levity at the right moments, was very attractive. I experienced firsthand how he had to make tough choices to bench starting wrestlers at critical moments as a consequence for crossing the line on a character issue. LEWIS: Yes, I have been fortunate to have several mentors during my career. Most notably Ray Higgs and Simon Chapman in the UK whilst I was at ID Systems/Checkpoint and Larry Yeager during my tenure at Alpha. All three have had a huge influence on my career, encouraging me to hone my skills, to be a good listener, be a consultative solutions provider, and, hopefully, a great partner to my customers. RAMOS: Bob Oberosler. Bob broadened my perspective beyond LP and helped me learn how to approach my job from a perspective of adding value to the business. ROSENTHAL: I have had several people I would consider mentors to me through both my loss prevention and sales careers. The one that stands out most for me is Walter Palmer. He taught me a lot about the business end of the retail world, and it is not all about catching bad people. He taught me the importance of partnerships and learning the operational and merchandising business outside of loss prevention. This has helped me throughout my career. The second thing that Walter taught me was to call back each solution provider that reaches out to you, whether or not you are going to do business with them or have an immediate need. He always said they have a job to do, and you just never know when you will need what they provide. I took this to heart and built some very strong relationships in my career based on his mentorship and advice. EDITOR: Are there differences between being a great sales person and an exceptional solution provider? HENDERSON: Yes. An exceptional solution provider is willing to see the payoff way down the line and has the ability to give their clients things they didn't even know they needed. LEWIS: There shouldn't be. If you are truly interested in your customer, want to solve their issues, and recognize that sometimes that means walking away from a sale to do the right thing, then a great sales person can be an exceptional solution provider. RAMOS: No, they're both good listeners and put the customer first.

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