What does it take to build business partnerships that last 27 years based on nothing more than a handshake?

I sat down with Gary Mottershead, founder of GCP Industrial and a veteran entrepreneur with over 30 years in the industrial products sector, to learn how he built an international business spanning Canada, the United States, and China through trust, persistence, and old-fashioned relationship building.

Walking Away from Corporate to Build Something Real

Gary spent years at DuPont before making the leap to entrepreneurship. Walking away from a stable corporate career with its predictable paycheck and benefits is one of the hardest decisions any aspiring entrepreneur faces.

But Gary knew he wanted to build something of his own. He started from scratch, bootstrapping his way through the early years with determination and resourcefulness.

Eight Years of Struggle Before Success

Gary’s journey was not a quick win. He spent eight years trying to launch a tire recycling business, navigating shutdowns, government regulations, and financial uncertainty.

“That was probably one of the most difficult things I ever did in my life, for eight years, to put that tire recycling business together. But somebody says something’s not working, and I say well let me figure that out. That’s how entrepreneurs think.”

Gary Mottershead

Most people would have quit after one or two years. Gary persisted through eight. That level of persistence is rare and it speaks to a deeper conviction about what he was building.

His story is a powerful reminder that the timeline for entrepreneurial success is almost always longer than you expect, and the ones who make it are the ones who refuse to walk away from a vision they believe in.

Handshake Deals That Last 27 Years

The most remarkable part of Gary’s story is how he built his international supplier relationships. His partnerships with companies in China have lasted 27 years, and many of them were sealed with nothing more than a handshake.

“I just said I need you to trust me, I’ll trust you, and if there’s a problem and it’s a quality problem, you’ve got to take responsibility for it. That’s the way we’ve operated for 27 years with this one particular factory.”

Gary Mottershead

In a world obsessed with contracts, NDAs, and legal protection, Gary’s approach is refreshingly human. He built trust through consistency, honesty, and showing up as a person of his word over decades.

That trust-based approach has created partnerships that are more durable than any contract could guarantee.

I explored the power of trust and long-term relationships in business with Mike Hajjar about relationship-based business models.

Lessons for Building Global Partnerships

Gary shared several practical principles for entrepreneurs looking to build international business relationships.

“There are three things that you have to accept when you come to work for us. The first thing is you have to check your ego at the door. The second one is don’t come here for a job, you should be all in. And the third one is that disagreements are acceptable, but conflict is not.”

Gary Mottershead

First, invest time in understanding the culture of your partners. Business customs in China, for example, are fundamentally different from North American norms. Respect those differences.

Second, be consistent and reliable over long periods. Trust is not built in one meeting. It is built through years of keeping your promises.

Third, lead with generosity. Gary’s willingness to invest in relationships before expecting returns created goodwill that paid dividends for decades.

Key Takeaways

• Trust-based partnerships can outlast any contract. Gary’s 27-year handshake deals prove that integrity is the strongest business foundation.
• Entrepreneurial timelines are longer than expected. Gary’s eight-year struggle before success shows that persistence is not optional.
• Understanding cultural differences is essential for global business. Invest time in learning how your partners see the world.
• Consistency builds trust. Show up, keep your word, and do it again tomorrow. Over years, that reliability becomes your greatest asset.
• Leaving corporate stability for entrepreneurship is scary but necessary for anyone who wants to build something truly their own.

If you are building a business and want to create partnerships that stand the test of time, visit coachcanfield.com and let’s talk about what lasting success looks like for you.

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