We are often asked by customers and suppliers what our core competency is. After years of communicating a message of product mix and available services, we have come to the simple realization that the real asset to our customers and suppliers is our network of employees, supplier partners, buying groups, and associations. After all, it is our family of business relationships that makes TIPCO Technologies an attractive resource for our customers.

In today's business climate of trendy terms such as VMI, integrated supply, ISO, vendor reduction, e-commerce, "big box suppliers," and channel partners, I believe that it really does come down to people. At TIPCO, we have always valued product knowledge, but we have come to the newfound realization that our core competencies of sales training, relationship building, and good, old-fashioned trust are what will take TIPCO to the next level.

We trust in our employees to work in the company's best interest, and treat the customer as the "real boss." We trust our premier suppliers to sell through us and not to us. We ask for, and usually receive, the trust of our customers to grow our businesses together, by listening before speaking. Customers simply do not want to be sold to any longer; they look for long-term relationships based on open and honest dialogue.

We rely on many vehicles of information to ensure that our time is spent where we need it most, with our customers. The wisdom, knowledge and quality of businesses are amazing in our industry, and one of the most important golden rules of business today is that you cannot do it alone.

As an active member of NAHAD, we are able to stay ahead of industry trends by networking with our peers and our suppliers. IDCO (Industrial Distribution Co-Op) is another group that ultimately helps us achieve our own core competency by focusing on theirs: value, by negotiating pricing on commodity-based products.

Our core competency is probably the same as it has been for years, but now we realize more than ever that people are our best asset. Next time a customer asks you what your core competency is, think about leaving the words "price," "delivery," and "product" at the door.

Tell them that, unlike all the vogue terms and real threats that we as independent distributors face, we listen to them, the customer. When that important manufacturer is seeking your business, express your desire to build a trusting relationship. If they are a true partner with you, they will be willing to go to market through selective distribution, provide solid leads, and list your company on their Web site.

Remember, the core of our industry is each other. Our customers depend on us, the manufactures need us, and our long term survival may well depend on it.