Business View Caribbean | April/May 2022

29 BUSINESS VIEW CARIBBEAN VOLUME 9, ISSUE 4 relationships with their customers. Complete satisfaction is the ultimate objective – one that the PSI team meets with confidence and pleasure. Andres Conde, President of PSI recounts, “We were founded as a company in 1990, but my personal experience goes back about 48 years dealing basically with the same market. Our emphasis has not changed. We specialize in clean industry, and by that we mean Pharma, biotech, food & beverage, medical devices – the life sciences. In that sense, we haven’t changed our scope of work in the last 32 years that we have been working as a company.” The industry has undergone a number of changes over that time, and PSI has added lines to enhance its blend of equipment – some of the companies they have been handling for many years but some new companies have come up, as well. The high quality equipment lines that PSI represents are the standard in the industry. Conde notes, “We are proud to have built many strong and valuable relationships that include Suez Water Technologies; Aquafine/Trojan; Fristan Pumps; Watson Marlow; Allegheny Bradford Corp; GEMÜ; Anderson-Negele; PHARMACEUT I CAL SERV I CES &AMP ; INSTALLAT IONS , LLC Standard-Xchange; and Rosedale Products. We want to sell only the best and the name brand lines that we know well. So we have stayed mostly with what we had since the beginning – we are recognized and we want to keep it that way. It’s worked for us.” He adds that, years back, business was done in very close-type relationships and that has somewhat changed with more emphasis on pricing and less on relationships. Even though PSI strives to maintain their relationships and it is still a strong way of doing business in Puerto Rico, that business method is different in many ways to how it is carried on today in the U.S. To maintain loyal relationships, the PSI team embraces a defined three-part code that has contributed to their ongoing success. Conde explains, “Most importantly, you have to know what you’re talking about. So we do all sorts of training and we participate in any available training in the companies that we handle, because the customer has to understand that you know the correct information. Secondly, you have to be honest. Sometimes, the customer doesn’t want to hear the truth – if the delivery is 14 weeks and he wants it in 8 weeks, you