Page 97 - How to Drive the Bottom Line with People

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Aisle 4

knowing Players

from Fans

Britain Brewer is a store director for United. I
gained an appreciation for his talents in the summer

of 1997, when he was serving as an assistant store
director. During one of my routine store visits, I
found myself face to face with trouble. An elderly
farmer wearing tattered overalls and sporting a well-
worn John Deere ball cap walked into the store and

came straight to me.
“I’ve come to town from my farm about an hour
away, and I need my juice,” he said. Of course, I had

no idea what he was talking about, but I could tell
he had something specific in mind. “What kind of
juice do you like?” I asked. “It comes in a bottle,” he
replied.

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