About five years ago, I wrote a column in Golf Course Industry magazine about why local salespeople and distributors were unsung heroes in our crazy, wonderful business. I could have highlighted any of the zillion or so turf sales reps I know when I wrote that column, but I chose to focus on the team at Landscape Supply Inc. (LSI) and the Connelly family.

Ironically, things have come full circle now and I've been invited to write for you in this new publication launched by LSI. I'll be spewing opinions and ideas in this space every other month or so until they boot me out or I run out of things to say. The former is far more likely than the latter.

The opportunity to write here made me want to revisit my old column topic and take a fresh look at why local distributors continue to quietly make such a huge difference. So, let's kick off this column with a few humble opinions about why independent distributors matter as much now as ever before.

• They know your properties at the zip code level. We work in a world of microclimates where detailed local knowledge is critical. Local independent reps sell for a living but they're usually agronomists first. That's a credible resource to have at your disposal.
• The good ones are cheerleaders for their customers and for the local industry. It's not just that they sponsor things or buy the drinks at meetings...they provide educational resources, personal support and, often, leadership in local groups and causes.
• You know you can call the boss. Great independent distributors maintain that personal touch. You know that if you really need to, you can call Kip, Kevin or Patrick and you'll get an answer. (Well, at least from Kevin or Patrick. Kip will probably write you a 10-page note on yellow legal paper.)
• Your rep wants to be your main sales guy forever. Yes, they have budgets to hit just like everyone but integrity matters more than the lure of a quick buck for the good ones. His or her main motivation is to build a long-term relationship with you (maybe even a genuine friendship) and sell you stuff for decades. Nothing wrong with that!
• As a result, independent reps are usually good gatekeepers who tend to promote good stuff and challenge the unproven. If they don't buy into a product, they won't sell it. At least not very hard.
• Hunting, fishing, ballgames, picnics, golf trips and trade show hospitality suites. Hey, fun matters!
• They can be a great early warning system. They talk to everyone and they often turn up pest problems before they become widely known. That's why it's also great that many - like LSI - are turning to Twitter and other forms of social media to communicate quickly and effectively with you.
• They get to know you and (hopefully) respect your wishes and "rules" about how you want to work with your suppliers. I've heard a million horror stories about pushy, stupid or lazy reps. They rarely seem to be reps for well established local independent firms.

The fact is that people don't buy things from companies...they buy things from people. Because you're reading this, you've established a relationship with LSI because they have treated you well and you like doing business with them.

In that column I wrote way back when, I also focused on one more thing: family. I think it's pretty cool that so many independent distributors are family affairs (read more here: www.golfcourseindustry.com/Article.aspx?article_id=71149. It feels like the stakes are a little higher in terms of the company's reputation and commitment to long-term success when multiple generations are involved in the business.

Okay, while I'm singing their praises, I also know full well that no local supplier is perfect. You'll get a bum product every once in a while or you won't like the way the pricing worked out. But, if they're good partners, they'll make it right. I'm fairly confident that's the way Kip, his sons and their team do business. My gut told me that five years ago when I first wrote about them...and that feeling remains the same today.

One final thought: I look forward to starting a conversation with you in this new publication. I try to tell it like it is and I hope you will too. Let's have some fun together and make the LSI team regret asking me to do this!

(Pat Jones is the publisher of Lawn & Landscape and Golf Course Industry. He has observed and written about the golf and turf business for three decades. He can be reached at pjones@gie.net or 216-236-5854.)