Accurate Ensures Building Material and Technology Manufacturers Expand
PALO ALTO, CA Accurate, a consulting firm connecting building material manufacturers and technology firms to architects and specifiers, has inked an agreement with FM Distributing, North America's exclusive distributor of Neolith by TheSize. A 21st century, green building material with a myriad of applications, Neolith has figured prominently in major commercial building and renovation projects. The working relationship between FM Distributing and Accurate has delivered tremendous benefits to both organizations.
Tom Dioro, a long-time veteran of the commercial construction and architectural industry, founded Accurate after noticing the wide disconnect between manufacturers and the professionals who ultimately select and employ their products, especially new and innovative products.
"My purpose is to help manufacturers that can benefit architects generate predictable, scalable revenue," said Dioro. "Architects are decision makers, but unfortunately, they simply don't have the time or resources to stay abreast of cutting-edge trends in the materials and technology industry - manufacturers also have little or no experience selling to architects."
Today, there are approximately 1.3 million architects working around the world. Fielding sales calls from a typical manufacturer representative is not on their priorities list. The size of this market easily reaches tens of billions of dollars each year. However, building materials manufacturers long ago elected to concentrate on selling to distributers, contractors and trade professionals, neglecting the obvious and most lucrative sales channels. Furthermore, architects can be a tremendous source of repeat business; Accurate's satisfied clients report a sales boost of up to 35 percent, with architects providing an average of 3.5 projects to each client.
Accurate speaks the language of architects, designers and specifiers, a skill traditional manufacturing sales representatives do not bring to the table. With the firm's expert, hands-on consultation, manufacturers will realize opportunities they barely knew existed. Accurate works with everyone from major, recognizable industry leaders to startups and entrepreneurs pushing the boundaries of modern materials manufacturing.
"Accurate's services are vital to our industry," said Jack Chu, Principal of Chu Design and Engineering, Inc. "We just don't have the time to source and evaluate all the materials and technology to meet certain specifications. With access to such a large network of manufacturers and sustainable technology, we've come to really rely on Accurate, and Tom."
Manufacturing clients pay a monthly retainer for services, and nothing else. Accurate collects no commissions and does not mark up products. The consultancy makes introductions and removes itself from the sales process.
Dioro said, "Ultimately, Accurate's duty is to present architects, designers, and specifiers with products and technology that is better, faster and more cost effective, while helping manufacturers significantly increase their revenue opportunities."