Partner Success Story: Alliance Material Handling

An employee owned and employee driven company, Alliance Material Handling strives to provide the highest quality material handling products and services to their customers and to always conduct business with integrity and in a professional manner.

Tom Albero, President & CEO of Alliance Material Handling, Inc., recently shared how being an Accelerent Partner has continued to be an important aspect of their success.

How Accelerent helps build business:

Through being an Accelerent Partner, I was able to attract the talent of two key executives that were former Accelerent Partners. Gary Corbett, our COO, who is building a Customer Intimacy Culture that will take us from $50 million to $100 million in the next 5 years, and Matt Stankevich, Systems Division / Sales Manager, who has doubled our Systems division revenue in one year. In addition, through Accelerent we have received over $4 million in directly traceable revenue, much of which is repetitive business. I can’t quantify the total business that has come our way due to the marketing we receive through Accelerent, but we are getting calls from prospects asking us to quote business, which has never happened before. Accelerent has single-handedly taken our company to a different level.

 
Key to success in Accelerent:

“Pay it Forward” has been my theme in life so I use that in everything I do with Accelerent. I take the time to build relationships and never ask for anything. At last count, we had given over $3.5 million in business to other Accelerent Partners. Also, we now include Accelerent in our strategic planning for sales, and every key prospect that we are trying to win over must first start with determining if there is an Accelerent Partner that can help us.

 
What advice do you have for other Accelerent partners or prospective Accelerent partners?

Build the relationship with your partners first. Find them business once a trusted relationship has been developed and never ask for their business. Eventually they will ask you to quote them something.


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