Growing Together: How Personal Relationships Sustain Business Partnerships

The Tinsmans, from left to right, Hovey Tinsman Jr., Scott Tinsman, Hovey Tinsman III, Bruce Tinsman and Scott Tinsman Jr.

When Scott and Hovey Tinsman Jr. went into business 50 years ago, forming Twin State, Inc. to sell fertilizer to farmers in Iowa and Illinois, they began by building personal relationships with their customers.

"A business like this grows on trust and respect – that's a lesson you learn fast when you're selling to farmers," said Hovey. "With our suppliers, the company names have changed, but the solid relationships stick around."

The Tinsmans began buying nitrogen products in the late 1950s from a company named Arcadian.

A decade later, their relationship with phosphate supplier Texasgulf started. Both those companies have since become part of PotashCorp, and Hovey says PotashCorp is better for it.

"Our loyalty runs strong with the people we work with and trust," he said. "We know that PotashCorp delivers a high-quality product, that their shipping is run well and timely and they're committed to working with their customers. But it's the relationships – the people – that make that kind of consistency happen."

"Twin State is a family business that operates with professionalism and integrity," says David Delaney, President of PCS Sales. "These qualities extend throughout the Twin State organization. Honesty, integrity and hard work are the cornerstones of the business that the Tinsmans have built. Their success is no accident."

Delaney's been doing business with Twin State for 20 years, and even today, when nitrogen, phosphate and potash supplies are tight, the business relationship is strong, Hovey said.

"The main thing is to be able to share what you see on the horizon, with both supply and demand," he said. "It's a two-way street. It helps to know that PotashCorp is looking to tomorrow and investing in its potash mines."

"Our business is not for sale, it's been gifted to the next generations – my sons' and nephew's families," he added. "As we grow, we want to know that our supplier is growing right along with us. Clearly, that is what PotashCorp is doing."