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April 30, 2013 SUBSCRIBE

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By Jennifer Overstreet
Published April 29, 2013

Earlier this month, we introduced our series on the evolving careers of retail loss prevention leaders, asking Dan Faketty of Winn-Dixie to share his career story. To get another perspective for our second installment, we asked the same of another stand-out leader from our LP Advisory Council, Keith White.

White is the senior vice president of loss prevention at Gap Inc., vice chairman of the LP Advisory Council, and a speaker at our upcoming Loss Prevention Conference & EXPO. Read on to find out how he views the profession, how growing up in inner city Chicago gave him an edge in the industry, and what the LP profession needs today.

When were you first exposed to the loss prevention profession? What made you decide to pursue a career in loss prevention/asset protection?

Like a number of people in the field, I discovered it by accident. After finishing college, I was looking at law enforcement opportunities. A friend told me about an loss prevention job interview he had and asked if I wanted to interview in his place. I said, “what’s loss prevention?” I knew about corporate security, but I wasn’t impressed with being limited to a uniformed guard. I had no idea that loss prevention would be so vast and sophisticated. For me it was the perfect intersection between the investigative training and business acumen I had developed at the collegiate level. I could carry a briefcase, manage a team, oversee a budget and manage business objectives, but I would also have the opportunity to testify in court and manage complex, interesting investigations — everything I like to do.

How has your unique personal background helped you succeed in your LP career?

When you live in the inner city, you have to be extremely perceptive and aware of your surroundings. You have to be able to sense when there is a change in the atmosphere, whether it’s in the personal relationships of those around you or the physical environment. If someone has to tell you something’s not right, then it’s too late—you’re robbed or worse. I think that being perceptive, understanding how to read people, understanding body language and being able to evaluate all kinds of situations has given me a distinct advantage in this role and in all my LP roles.

Tell us about a particular moment, challenge or success that made you certain this was the right profession for you.

I started my career in a distribution center environment, and I got a confidential tip that a receiving dock worker and truck driver were colluding to steal a truckload of swimming pools and fans. I connected with the local PD and we set up an elaborate sting operation to catch them in the act. I learned a lot from that. First, that people always think people steal things like electronics, but that was one of the hottest summers on record and pools and fans were selling like hotcakes, so you have to understand the full context of the environment you’re engaged in.

And second, in setting up that sting with the police, I gave up some control over the investigation. And because union members were involved, it was a political disaster that some of my superiors didn’t want me to pursue. But I told them that the sting is going down, and I’m going to be there – if I’m not here tomorrow, that’s on you. Well, the sting went down like in a textbook. The apprehensions went down perfectly. And then, my boss said, “look what Keith and I did.” It was a laughable moment, but I knew that I was in this career for the long-haul. I stand for what’s right, not what’s politically correct. Being an authority figure, we sometimes get involved in situations that don’t win popularity contests, but I knew I’d be OK doing that.

The role of LP is continuing to expand and grow. When it comes to hiring and promoting team members, what kind of talent and skill sets are you looking for to be successful now and in the future?

In the old days, there were two ways to look at LP. If you’re looking for a management candidate, you were looking for someone who had a law enforcement background with investigative experience. And for an hourly level employee, you were looking for physical presence, what we called the big dude in the door.

Now, for management candidates, I’m looking for someone who has an academic background in criminal justice or law and even an M.B.A. or business background because I want someone who can apply concepts and strategies within a business framework. For those hourly associates, physical presence is not what it used to be. I look for people who can outthink a shoplifter or a criminal, not out-wrestle them or outrun them. If there’s a 5’1” woman who can educate the staff, build awareness, create a shrink-reduction strategy for the store and understand all the technical tools at her disposal, she’ll do 20 times more than the big dude at the door ever could. So we’re looking for people with those ambitions and qualifications.

Stay tuned for the last post in our series, where Gary Johnson, vice president for loss prevention at The Vitamin Shoppe Inc., will share his story.


This article was published by and recently appeared in LP portion of Retail's BIG blog, a part of the National Retail Federation's (NRF) website.  An excellent resource for LP executives to incorporate in your quest for information and education of the LP industry. This is an industry leading publication and one of the best, if not the best, resource for industry leading, thought provoking material that you need to use as you continue to build your career.




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News Brief - Sponsored by WG Security Products

Four-Star General
Ann Dunwoody Opens 2013
Retail Asset
Protection Conference

Orlando, FL
– The Retail Industry Leaders Association (RILA) opened the 2013 Retail Asset Protection Conference today, with keynote speaker Ann Dunwoody, former Commanding General of the U.S. Army Materiel Command. This year’s event boasts record-breaking attendance, hosting more than 1000 executives from more than 140 domestic and international companies.

Recognized in the industry as a best-in-class educational program, the Retail Asset Protection Conference addresses top challenges and emerging trends facing AP executives. Through presentations by seasoned experts, open forum discussions, an exhibit hall showcasing the latest technology and networking events, retail asset protection executives are afforded an unprecedented opportunity to enhance their own organizational effectiveness.

General Ann Dunwoody inspired the audience with her personal story of passionate leadership. Recognized as the Army’s most successful woman, General Dunwoody shared her field-tested insights and lessons for inspiring others to achieve peak performance.

“We are honored to have General Dunwoody open this year’s conference. You can’t help but be inspired by the level of success she achieved in a traditionally male dominated field and her message of leading with passion is something we can all learn from,” said Lisa Labruno, senior vice president of retail operations for RILA.

Following General Dunwoody, executives from Target Corporation shared lessons learned from Superstorm Sandy, the largest Atlantic hurricane on record. Attendees heard how retailers of all sizes and formats can play a role in driving community resilience and long term recovery efforts following a disaster of Superstorm Sandy's magnitude through business continuity, industry collaboration, private-public partnerships and local outreach.

David Wolman, author of the provocative new book, The End of Money, and contributing editor for Wired closed out the day, sharing his globetrotting exploration of the history and future of cash payments, banking and currencies. Wolman promised the audience that what he sees as a “monetary revolution” afoot will change how we as a nation will use, save, spend and even define money.

In addition to general sessions, this year’s conference offers 24 breakout sessions, categorized by tracks that reflect the key priorities and challenges experienced by today’s retail asset protection executives. This year’s conference tracks include Audit & Analytics, Investigations, Leadership & Development, Strategy & Planning, Technology & Innovation and Workplace Safety. Attendees can earn up to 17 Continuing Education Units (CEU’s) toward Loss Prevention Certified (LPC) re-certification, 10 CEUS for Certified Forensic Investigation (CFI) and up to 19 Continuing Professional Education (CPE) credits for Certified Public Accountant (CPA) and Certified Fraud Examiner (CFE) Designations.

“Day one was a resounding success thanks to our exceptional speakers, the engagement of attendees and the support of our solution provider partners. We look forward to continuing this positive momentum tomorrow,” said Garth Gasse, Director of Retail Operation at RILA

Chrissa Benson
(703) 600-2032


$100M Lawsuit Moves Forward Against Amazon Because of Security Checkpoints Amazon employees are asked to clear a metal detector as they leave the building each day; the problem is the employees are asked to clock out prior to waiting in the security lines. An attorney representing the employees believes that some 100,000 people are owed more than $100 million in back wages and penalties for time spent in security lines. The class action lawsuit began in 2010 in Nevada when employees stated they waited up to 25 minutes to clear security prior to leaving the facility. The Nevada district court in 2011 dismissed the case, saying the workers were not entitled to payment for time on security lines. But the 9th U.S. Circuit Court of Appeals this month reversed that decision, saying that the workers have a "plausible claim for relief." (Source

Amazon will top 100 warehouses by the holidays with 54 in the U.S. by Fall 
Amazon’s warehouses are getting bigger and more automated and they're opening 8 new ones in the U.S. this year. Amazon’s first warehouses were 200,000 square feet and then 500,000 square feet; now each Amazon distribution center covers 1 million square feet, or 22 acres. The 102 Amazon fulfillment centers that will be operating by the holiday season will total 70 million square feet, each of which has a rather large LP team. (Source

Visitors help Boston shops bounce back after Marathon attacks 
Throngs of visitors to Boston's Boylston Street are helping small businesses recover quickly from millions of dollars in losses after the Boston Marathon bombing attacks on April 15. The support has been incredible," said Colin Peddie, owner of Marathon Sports, of the customers who have flooded his running goods store close to the racecourse finish - and the site of the first of two blasts that killed three people and injured 264. (Source

Weis Markets continues its growth and re-model program 
In 2013, the company is planning 37 major projects, including four new stores, 15 major remodels and 17 remodels. By the end of 2013, they will have invested nearly half a billion dollars in growth and will have completed more than 100 projects. Over the last few years Weis has completely re-engineered it's Asset Protection program and created a number of new AP positions as well, led by Mike Limauro, VPAP. Weis Markets operates 164 stores in Pennsylvania, Maryland, New Jersey, New York and West Virginia. (Source

Undergrads develop apps for Axis Communications at Wentworth Institute of Technology in Boston  For camera customization, network camera giant Axis Communications is tapping the talent and imagination of undergraduate engineering students at the Wentworth Institute of Technology in Boston. The cameras of the future will be customized for customers with apps, the same way we currently customize our smartphones, says Fredrik Nilsson, GM for Axis Communications in the Americas. (Source

World’s Hot Spots for Cargo Theft 
The greatest risk of cargo theft today exists in Brazil, Mexico and South Africa, according to the 2013 Global Theft Assessment by FreightWatch International, a global logistics security services company. For the past decade, more than 10,000 cargo theft incidents have been reported in Brazil. In 2012, nearly 6,800 incidents were reported in São Paulo alone. In Mexico, more than 6,000 cargo theft incidents were reported last year, the majority of them involving truck hijackings. In South Africa, more than 800 truck hijackings were reported. (Source

Legislation allowing for law enforcement to conduct online surveillance will open a backdoor for hackers as well  Law enforcement's need for better online surveillance has grown as more people use social media, chat services and Internet telephony for communications. Criminals and terrorists utilize these services as much as law-abiding citizens. While having such backdoors would help U.S. law enforcement, it would also provide a new vector for state-sponsored hackers searching for communications between dissidents, opponents say. "A wiretap is essentially a tailor-made vulnerability." (Source

Houston Homeland Security Investigations Seizes 10 Domain Names; focused on high-end bicycles.  Houston HSI seized ten Internet domain names that were selling counterfeit cycling products. The 10 seized domains are part of the "Operation in Our Sites" initiative that began in 2010. Special agents with US Immigration and Customs Enforcement's (ICE) Homeland Security Investigations seized $90,000 from PayPal accounts associated with the 10 seized domain names. The 10 seized domains infringed the trademark owners' rights and could cause serious injury since the cycling products are unsafe to ride. (Source

U.S. And Canadian Investigators work together to fight counterfeiting of NHL products.  This past month nearly 1000 NHL jerseys were seized from Chinese manufacturers. The NHL and Reebok are working with a Chinese Investigation firm to combat the manufacturing of the jerseys; 500 ‘Made in Canada” neckline labels were also seized. A counterfeit enforcement report is put out monthly by the National Hockey League. (Source

Federal Judge orders the shutdown of 1500 China-based counterfeit NFL websites.  Late last week a Federal Judge in New York ordered the shutdown of 1500 counterfeit National Football League merchandise sites. The counterfeit merchandise is labeled and sold as “authentic’ and “genuine”. The NFL has already shutdown 2500 counterfeit sites. (Source

Cadillac, MI., man faces life in prison for fourth notice, habitual offender, shoplifting case  According to court records, Daniel Morales, 31, has been charged with shoplifting an item with a value of $200 up to $1,000, with a second offense notice. Given a habitual offender, fourth notice, the charges are punishable with conviction by up to life in prison. According to court records, Morales has prior convictions for attempted larceny of $1,000 or more, and two convictions for attempted larceny in a building, all occurring in 2011. (Source

Five Toledo teens arrested following a riot at Franklin Park Mall.  Fifteen teens were involved in a riot that broke out Saturday evening at the Franklin Park Mall in Toledo. A group of 20 teens ages 12 to 16 years old were being rowdy and were asked to leave by mall security. A fight broke out between a few of the teens which ended with 5 being arrested. (Source

Delaware Jewelry Store Clerk Injured After Chasing After Robbery Suspect. 
Police in Newark, Delaware say a jewelry store clerk suffered a broken hand after chasing the suspect in a robbery over the weekend. The robbery happened just before 3 p.m. on Saturday at Anemoni Jewelers in the Shops at Louviers. According to police, the robbery suspect, walked into the store and asked to see several pieces of jewelry. After the clerk removed the jewelry from a display case, police say the suspect looked at it for several minutes, then grabbed it and ran out of the store. The clerk, a 44-year-old man, chased after the suspect, who ran around the back of the store and into a nearby wooded area. (Source

Armed robbers hit Gordon’s Jewelers in San Jacinto Mall in Houston.  Armed robbers got away with several pieces of jewelry in a smash-and-grab holdup in Baytown. The three men hit the Gordon’s Jewelers store just before noon Monday at San Jacinto Mall. One of the robbers was armed with a pistol and ordered an employee at gunpoint to get off the phone. The others smashed open three jewelry cases, taking an unknown number of women's rings from two of them. The robbers ran out of the store and were gone by the time police arrived. (Source

Family Dollar employee is unharmed after forgetting the combination during an armed robbery.  Two armed men entered the Family Dollar in Springfield, Mass. on Monday night, hoping to grab some quick cash and get away. When the suspects pointed their guns at the employee, he attempted to open the safe but forgot the combination. The suspects fled the store empty handed and the employee was unharmed. (Source

Quarterly Same Store Sales Results

Office Depot North American retail stores sales Q1 down 5% with total sales down 5%



ORC ring targeting Cabela's and Dick's Sporting Goods in the Midwest for weapons  Police say they've put a stop to a shoplifting ring that used stolen goods to obtain guns and ammunition from stores in Columbus, as well as other parts of Ohio and neighboring states. James Strait faced a judge Monday accused of engaging in a pattern of corrupt activity. Police call Strait, 35, the "ring leader" of a group that steals from businesses such as Cabela's and Dick's Sporting Goods, then returns the stolen merchandise for store credit, which is used to buy guns and ammunition. (Source

The Sunglass gang of two hitting Richmond mall - Stony Point Fashion Park
Two women hit Sunglass Hut for six pairs and Solstice Sunglasses for five pairs. Working together they distract the sales person while the other steals the glasses. (Source

Trio arrested for stealing $20,000 in jewelry from Kmart in Fort Lauderdale, Florida.  Two men and a female were apprehended attempting to steal 109 pairs of earrings form a display at Kmart. The theft occurred over several days as each of the three suspects would take turns stealing from the display. The value of the merchandise was $20,000; all three suspects now face grand theft charges. (Source


The Georgia Retail Association Loss Prevention Council (GRALPC) and the Georgia Retail Association Organized Retail Crime Alliance (GRAORCA) would like to invite you to attend the -

2013 GRAORCA Retail Crime Conference!

Our annual conference will continue to build on our mission of providing Law Enforcement and Loss Prevention professionals with opportunities to come together for Professional Networking, Training and Information Sharing.

The GRAORCA Retail Crime Conference will be held in downtown Atlanta at AmericasMart, Bldg. 2, 230 Spring Street, Atlanta, GA on May 16th, 2013 from 8:00 am - 5:00 pm. The day includes complimentary lunch and refreshments, as well as a post - conference reception.

We are pleased to announce some exciting changes
for this year’s event!

  •  We are moving within AmericasMart from a 10,000 sq ft space to a 55,000 sq ft. venue.

  •  There is NO CHARGE to register and attend this year’s Conference.

  •  A new format has been designed to include breakout sessions, that the attendee can select.

  •  The list of keynotes & breakout speakers is rapidly growing on relevant industry topics.


The 2013 conference includes a Vendor Trade Show with industry vendors and Community Outreach Organizations. The Vendor Trade show is designed to provide exposure to technologies and community programs that can help both retail and law enforcement organizations positively impact crime.

The Conference is open to all Law Enforcement Professionals, Loss Prevention Professionals, and Retail Owners/Executives and we anticipate POST Certification and CFI credits for attendance.

Topics and Special Guests, scheduled to present:

  •  Mobile POS/Cyber Fraud - Joe LaRocca, Senior Advisor - Retail Partners
  •  ORC “A Gateway Crime” - Denny Dansak, Director of Organized Retail Crime - Kroger
  •  Navigating Complex Investigations with Cellular Technology - Joe Davis, Director of LP Ops/Major Crimes - T-Mobile
  •  Successfully Prosecuting ORC Cases - John Melvin, Cobb County District Attorney’s Office
  •  Gang Impacts on Retail Crime - JGabriel Banks, Fulton County District Attorney’s Office - Gang Unit Plus many other industry speakers and topics of relevance for Law


All attendees must pre-register for the Conference. Space is limited!

To register please go to:

Sponsorship opportunities are available for both retailers and vendors. Click here for information.

Do you have an ORC case to share? Publishing it educates the LP & retail community
which might fuel even more jobs and funding.
Share your ORC news and help the industry grow

Vendor Spotlight

Checkpoint Systems Launches Innovative Solution
for Merchandise Protection That Will Help
Retailers Sell More and Lose Less

Cutting-Edge RF/RFID Antenna Delivers Benefits for Inventory Management
and Loss Prevention, With Customizable Design for Store Aesthetics

THOROFARE, N.J.--April. 30, 2013--Checkpoint Systems, a leading global supplier of shrink management, merchandise visibility and apparel labeling solutions for the retail industry, today announced the launch of EVOLVE Exclusive E10, a range of Radio Frequency (RF)- and Radio Frequency Identification (RFID)-based antennas with high quality fabric panels adaptable to fashion retailers’ store aesthetics and in-store promotions. A major European chain store is currently rolling out the solution across 50 of its stores around the world.

The EVOLVE Exclusive E10 range, part of Checkpoint’s EVOLVE Exclusive family, has been specifically designed to provide retailers with a straightforward transition to RFID from existing RF technologies, while preserving current EAS label investment. Available in electronic article surveillance (EAS) RFID-ready mode, RFID only and dual-mode RF/RFID, the solution is ideal for retailers wanting a smooth, affordable transition to RFID that simultaneously supports loss prevention and merchandise visibility with a single smart tag. The E10 antenna is also leading the industry in terms of design, with its high-quality printed fabric graphics panels allowing the retailer to customize advertising messages and promotional offers at the store's point of entry/exit.

Working closely with retail partners, the E10 was designed to improve inventory accuracy, merchandise availability and shoplifting protection at the same time. The dual-mode RF/RFID antenna not only raises an alarm when a theft has been detected, it also identifies exactly which items have been taken from the store. This enables retailers to replenish store shelves quickly and not lose potential sales. In addition, the system will now help identify when a stolen item is returned to the store for a refund, helping to fight return fraud and organized retail crime.

One innovative feature of the antenna is the ability to set different alarms based on the value and quantity of merchandise stolen, giving in-store security and personnel the information required to respond according to their policies. The E10 antenna also supports Checkpoint’s Wirama Radar technology, which tracks the location and direction of tags in the store and determines if an apparel item is simply hanging nearby an exit door, or potentially being stolen. With this technology, stores can now increase their selling area by utilizing the space close to the antennas without any false alarm affecting the consumer shopping experience.

Farrokh Abadi, President & COO Shrink Management and Merchandise Visibility Solutions for Checkpoint Systems, commented, “Having the right product available in the right place at the right time is essential for retailers seeking to enhance their shoppers’ in-store experience, ultimately leading to higher sales. We developed the new EVOLVE Exclusive E10 range with input from fashion retailers and brand manufacturers looking to adopt RFID to gain greater visibility into inventory, reduce out of stocks and improve sales, both in-store and omni-channel. This latest range of antenna will help retailers plan their RFID migration and simultaneously support loss prevention and merchandise visibility.”

EVOLVE EXCLUSIVE E10 is available to order immediately.

Interested parties can visit Checkpoint this week at RILA Retail Asset Protection Conference and RFID Journal Live in Orlando, Fl, for more information on the latest Checkpoint innovations.

GCC, Inc. (for Checkpoint)
George Cohen, 617-325-0011



Axonify. Read how Pep Boys reduced their shrink by 55% by overhauling their LP awareness program. Download.

Job Opening




DVP Loss Prevention Helzberg Diamonds North Kansas City, MO Helzberg Diamonds
Dir, Security Risk Info & Analysis Target Minneapolis, MN Target
Head of Safety & Loss Confidential London Linkedin
Director FLD LP CVS Caremark California CVS Caremark
Senior Director, LP Corporate Hoffman Estates, IL Sears Holdings Corp
West LP Director Gap San Francisco, CA Gap Inc.
Director of Loss Prevention CVS Caremark Lumberton, NJ CVS Caremark
Sr Mgr of Global Security YUM! Brands Louisville, KY YUM! Brands
Director of LP - East Zone Express New York, NY Express
Director of LP - East Zone Express Miami, FL Express

National Account Mgr



Downing & Downing

Dir of Loss Prevention


Philadelphia, PA

Downing & Downing

Dir of Loss Prevention


Central Midwest

Downing & Downing

National Acct Sales Mgr


Chicago, IL

Downing & Downing



Today's Daily Job Postings from the Net - Appearing Today Only

Job Opening




AP Area Investigator Sports Authority Canoga Park, CA Sports Authority
AP Area Investigator Sports Authority Atlanta, GA Sports Authority
Area LP Manager Ross Stores Melbourne, FL Ross Stores
Dept Mgr Store LP & Safety Lowe's Trevose, PA Lowe's
Dept Mgr Store LP & Safety Lowe's Port Charlotte, FL Lowe's
Dept Mgr Store LP & Safety Lowe's Spartanburg, SC Lowe's
Dept Mgr Store LP & Safety Lowe's Hermitage, PA Lowe's
Dept Mgr Store LP & Safety Lowe's Las Vegas, NV Lowe's
Asset Protection Mgr Sam's Club Killeen, TX Wal-Mart
Asset Protection Mgr Sam's Club Chillicothe, OH Wal-Mart
AP Mgr in Training Walmart Kingston, NY Wal-Mart
AP Mgr in Training Walmart Jackson, MI Wal-Mart
AP Mgr in Training Walmart Lincoln, NE Wal-Mart
AP Mgr in Training Walmart Castle Rock, CO Wal-Mart
AP Mgr in Training Walmart Grimes, IA Wal-Mart
AP Mgr in Training Walmart Bolingbrook, IL Wal-Mart
AP Mgr in Training Walmart Chicago, IL Wal-Mart
Loss Prevention Mgr Pier 1 Imports Home Office Forth Worth, TX Pier 1 Imports
District LP Investigator Marshall's Detroit, MI TJX Companies

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On the Move: Home of the Industry's Original - Sponsored by Cival Demand Associates

Anita Worden was named Corporate Safety Manager for OfficeMax.
Billy West
was named Area Loss Prevention Manager for Bed Bath & Beyond.
Jeff Klock was promoted to District Manager of Investigations for Macy's.
Chad Cranfill was named Regional AP Manager for Advanced Auto Parts.
Todd Stach was named Area Loss Prevention Manager for Bed Bath & Beyond.

Post Your New Job or Promotion! Click Here


Turn a Good Worker Into a Great Manager: 6 Steps  Building the foundation for a co-worker to transform into a manager, or supervisor, is vital. Don't knock yourself on the head down the line because you didn't train him or her beforehand.  Follow these steps to make sure they will be well prepared and ready to face the challenges ahead. (Your role is important)

Put on the Big Girl Shoes (How to Go From Follower to Leader)  How can you feel like a leader? How can you at least appear to be a leader even when you don't feel like one? It's not easy, and most of us don't think we have it in ourselves at first, but that's where we are wrong! Believe in yourself and know (you can do it!)

Why Channeling Your Inner Weirdo Helps You Get Ahead at Work  Everyone has an inner weirdo, but channeling and bringing forth the weirdo is not an easy task.  How could it bring you success? Why, it is "what separates the good from the great." Weird is better, unique, innovative. Be proud to be weird. (Stay weird, friends)

Don't Aim to Be Popular, Be Effective
Your number one priority as a leader should be your business, and those you serve with your business.  You should devote some time into making your team effective, but don't be so caught up in a popularity contest. Here's how you can achieve being a popular AND effective leader. (Forward Thinking)

Sponsor this section of the Daily


It's a small boat

Like so many other industries the retail Loss Prevention industry is actually quite small, with only about 1,000 senior retail LP executives in North America and probably about a third of that number of senior solution provider leaders. And while we like to think of ourselves as unique and special, especially when it comes to being appreciated for the value we add, we're actually no different than any other specialized service industry struggling to be recognized for the contributions we make. As all service providers do in fact play a critical role in the success of any organization and industry, we must also realize and come to terms with the fact that as service providers our impact and success is directly tied to how well we can influence others and create a corporate culture that helps us accomplish our goals and delivers the results. The path to which is built not just by your internal team but also your external team as well, the solution providers that invest their lives and careers in servicing the LP industry itself. And while many view them as the "dark side" they are in actuality the "same side" as they're delivering a service as well, one that is critical to your survival.

We only come together a few times each year and it's a great opportunity for everyone. Just remember it's a small boat and your success is directly tied to how well you can influence others, regardless of what side anyone is on.

Just a thought,
Gus Downing

Gus Downing

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