Larry Potterfield

Collaborator
DISC Type : is

President and CEO at MidwayUSA

Columbia, Missouri, United States

Overview

Larry Potterfield is the Founder and Executive Chair of MidwayUSA, an internet retailer he established in 1977. He is a recognized expert in leadership and management, having guided his company to win the prestigious Malcolm Baldrige National Quality Award three times. He holds a Master of Science from the University of Arkansas.

An avid sportsman, he and his wife Brenda are passionate about hunting and fishing. They are also significant philanthropists, founding the Potterfield Group to support causes like wildlife conservation, education, and shooting sports. Their personal passions are deeply integrated into their professional and charitable work.

MidwayUSA is one of only two organizations to earn the Malcolm Baldrige National Quality Award three times.

Personality Overview

Fair-minded

Appreciative

Consensus Builder

They are more likely to opt for solutions that are proven in the market.  Scenarios where both sides can come out as winners appeal to them greatly. Unlike D or C types, they are calm as well as friendly and can give the impression of being more receptive than they actually are.

Topics They Care About

Leadership Principles
Considered a role model in applied leadership and management, he frequently speaks on the topic and has embedded these principles into his company's award-winning culture.
Quality Management
He led MidwayUSA to earn the Malcolm Baldrige National Quality Award in 2009, 2015, and 2021, showcasing a deep commitment to operational excellence.
Family Business
He co-founded MidwayUSA with his wife Brenda, successfully turning a shared passion into an industry-leading business built on strong family values.

Media Appearances

Larry and Brenda Potterfield Talk About The MidwayUSA Foundation. Featured in YouTube

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Leaders of Conservation: MidwayUSA CEO Larry Potterfield. Featured in OutdoorHub

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"Just a Country Kid from Missouri": Larry Potterfield on the History and Growth of MidwayUSA. Featured in OutdoorHub

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Work History

9-2024
President and CEO at MidwayUSA
2-2021
Executive Chair of Board of Directors at MidwayUSA
6-1977 - 1-2021
CEO at MidwayUSA

Education

Master of Science (MS) from University of Arkansas
Bachelor's degree from University of Missouri-Columbia

More Information

Social Presence :

Prographics :

Exp : 48 Location : Columbia, Missouri, United States Job Level : Leadership Designation : President and CEO at MidwayUSA
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Insights For Selling To Larry

During A Call Or A Meeting

DO's

  • Use testimonials, case studies to show them why it is a low-risk, high-value decision
  • Be visibly appreciative of their actions during your interactions
  • When asking them questions, sound relatable and informal

DONT's

  • Don’t push them to make decisions very fast, let them take their time
  • Don’t sound very transactional
  • Don’t ask too many questions that sound too dry and objective

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Larry is

  • Relationships can play a major role, followed by low risk and strong market validation.
  • Will you ever get a clear answer from Larry

  • They are not very direct, and unlikely to say no to your face.

Insights For Deal Planning

    How fast (or slow) will Larry move?

  • They can take their time to make decisions, even if they are constantly involved and friendly.
  • Can Larry take some risk or not?

  • It is unlikely that they will take many risks.

You And Larry

Personality Compatibility


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