Logistics, according to the dictionary, is "the handling of an operation involving the movement of labor and materials (Collins English Dictionary, 1979)." This very adequately describes the function and business of AIT Worldwide Logistics, a private, family-run business based in Itasca, IL. "We provide supply-chain solutions," explains Vaughn Moore, vice president of sales and marketing. AIT arranges movements of raw and processed materials and finished goods throughout North America, Europe and the Far East.

AIT has many areas of expertise, from assisting with customs clearance to provision of warehousing for its clients. Its operation engenders cooperation between clients, their suppliers and their customers to expedite deliveries. The company started in 1979 as a small family firm, and is now preparing to celebrate a quarter of a century in business. Founders Steven Leturno and Daniel Lisowski remain in place today to steer the company forward. At the beginning, AIT specialized in domestic airfreight, but has since branched off into ground and sea transportation.

During the 1980s, a shift in AIT's business plan launched its growth in the international arena. For overseas operations, AIT forms strategic partnerships with agents that reflect a similar business philosophy, strength, and customer-centric focus. Now, 22 percent of AIT's business is international, and the company is looking to increase that to 40 percent in the next few years. Today, AIT is a global brand that employs 375 at its Itasca headquarters and another 450 in its regional offices. Retaining a client base of 3,800, AIT operates in 33 offices nationwide.

AIT has built a policy of, and reputation for, honesty with its clients and employees. It generates business partly from referrals, but also from a solid and determined marketing initiative using a team of 80 representatives working out of its 33 offices spread throughout the United States. "Our reps have produced significant growth through good networking skills," says Business Development Director Ray Fennelly. Business also spreads through the supply chain-AIT often builds up relationships with its clients' vendors and customers. Since it is aware that a reputation that is easily made can equally easily be lost, it strives to build lasting relationships. As a result, it has retained some accounts for more than 15 years, which is unusual in the logistics industry.

"Throughout our history, AIT has provided and maintained a high priority to all customers, regardless of size," says Moore. "Balancing a healthy mix of small to medium sized firms to complement the Fortune 500 companies has helped build a solid foundation for consistent growth. AIT attends to each client's individual needs, as apposed to a canned approach," he continues.

Moore believes that the non-asset position of AIT enables it to fill a niche in the logistics market, its strengths being buying power as well as flexibility. As a major customer of the large asset-rich carriers like Kitty Hawk, Forward Air, and United Airlines, it has the ability to bulk-purchase transportation services, and AIT passes on these bulk-purchase savings to its customers in order to remain competitive. Using a variety of transportation suppliers ensures flexibility on delivery times and choice of scheduling to suit the customer. "For example, in Chicago, we can choose from up to 1500 inbound and outbound flights per day," says Fennelly.

One of AIT's strengths is the application of new technology to the logistics business. It employs 28 in-house computer programmers, which reduces data-processing costs, improves accuracy, and streamlines operations. With a continued commitment to technology, AIT provides a seamless integration of tools such as customized reports, status updates and paperless invoicing.

Even in the post-9/11 world, AIT has remained able to give customers the sort of service that enhances their reputations as much as its own. AIT supports the Customs-Trade Partnership Against Terrorism Compliance, a joint industry-government counterterrorism initiative, and is a member of the Technology Asset Protection Association.

In its advertising, AIT often uses a large diamond. "This represents integrity, honesty and commitment," says Moore. Since diamonds are robust and long-lived, they also form a fitting backdrop to the company's catchphrase: "The People of AIT: Making a Lasting Impression."