If you ask Herm Williams what he most wants people to know about him, he says, "that I love the Lord, and I love people." He is so gregarious, he claims he can "talk to a wall." I believe he has it right. The first thing I noticed about Her is how interested he is in people, how he pays attention when you are talking, how he looks you right in the eye as if you were the most important person he'd seen all day.

Herm is a Terry Moore & Associates Product Consultant. The company represents approximately 41 lines, five of which are geared to sales in Christian bookstores (including Gift Alliance, Plain Jane and DM Merchandising). Before he became a sales rep, Herm owned three Hallmark Stores in New Mexico; he understands customer service and delivers it consistently.

I first met Herm when he came to Inklings Bookstore for an appointment about three years ago. I liked him right away, and learned to trust him quickly. Though he is busy and often on the road, he is never too busy to return a call, acknowledge a fax, correct a problem or answer a question.

Herm's creed is: "My customers are my friends. Never sell what they don't need, never sell something not good, never over-charge and always be honest." That means when Herm makes a sales call, his recommendations, his experience with his merchandise, and his suggestions about good sellers can be trusted. If all vendor reps were like Herm, meeting with them regularly would be the best part of the job!

Cherry Hills Community Church

Highland Park, Colo.