Jessup-based Alliance Material Handling Inc added territory as an authorised Clark Material Handling Co dealer in Virginia's central and south east regions.

"The appointment affirms Clark's intent to work with existing dealers in expanding their territory when that expansion is mutually beneficial," says Scott Johnson, director of dealer services with Lexington, Kentucky-based Clark. "As a long-time dealer in Baltimore, Maryland and Winchester, Virginia, Alliance is very well positioned to have an immediate impact in this new territory."

Alliance, a 100% employee-owned company, has represented Clark for decades in the Maryland and District of Columbia markets, says Thomas Albero, Alliance president and chief executive officer. Alliance merged its Baltimore and Capitol Heights, Maryland branches into the Jessup location in 2004.

In Richmond in central Virginia, Alliance initially leased a 5,000 square foot (450 sqm) building and is shopping for a more permanent location of 15,000 to 20,000 square feet (1,350-1,800 sqm). "We have an eye on a building there," he notes. In addition to Clark forklifts, the Richmond site stocks Doosan lift trucks and Princeton PiggyBack forklifts.

John Albero, the CEO's brother, was named manager of the new Richmond branch after working as service manager in the Jessup facility.
Alliance plans temporarily to service the Norfolk area in south east Virginia's tidewater region from the Richmond location and intends to consider establishing another facility in that market.

Alliance in Jessup and Winchester also represents some Crown, Hamech, Drexel, Sellick and Genie lines. "We have brought in all vendors as we expanded and made them aware we were moving into the territory," says Thomas Albero.

Alliance employs 170 people and had 2007 sales of USD38 million. The company experienced total sales growth of 24% for the five years ended 31 December.

Alliance transitioned to an employee-owned company over several years. "We bought out 31% of the existing owners' equity in 2004 and closed out the final round of financing in December 2007," Albero points out. The capability to offer equity positions "has been helpful to attract top technicians" and stimulated employees to reduce waste and maximise productivity.