Action Machine, LLC, a machine shop located northwest of Phoenix, has recently secured a number of new customers as a member of the First Index Lead Generation Service. Action Machine specializes in aerospace parts, but is flexible enough to handle commercial projects as well. Founded in 2000, Action Machine is led by its President, Rob Markson. Looking for a way to diversify and add to his customer base, Action Machine got on board First Index in December of 2003.

"We were discouraged at first since we hadn't landed anything in the first 4 months. Soon, though, we hit pay dirt with a couple of companies. Quickly we learned that our ongoing follow-up does pay off." Action Machine's keys to success using the First Index leads are fairly straight forward. "We quote the work and then send a follow-up email to the buyer -- and we make a call to the buyer. When the quote closes, we send another email and make another call. If we are being considered by the buyer, I'll suggest to him that I can come by with a sample part. Many times this will solidify the relationship."

Sometimes the buyer comes to them. Recently, a major tier-one aerospace supplier from New England visited Action Machine. Action Machine was being considered for a large project, and buyers from the New England company flew to Arizona in order to perform a quality audit and inspect the facility. The end result was a solid 6-figure contract and likely ongoing orders.

"My advice to suppliers using or considering the First Index service is to stick with it and follow-up. You must keep your face in front of those companies you'd like to target. If you quote and do nothing, forget it. This isn't Ebay. I've had buyers tell me that they wanted to see 4 or 5 quotes from me so that they would be convinced that my pricing was consistent. I'll then begin to receive orders. By joining First Index, our hope was to gain a handful of new customers who could give us ongoing business. We aren't looking for one-time scores. First Index has helped us to develop relationships with customers we would have never met otherwise. We are very pleased."

A member of the National Tooling and Machining Association, Action is confident that its relationship with First Index, in addition to its other sales and marketing efforts, will lead to solid revenue growth and a 30% increase in new hires. You can contact Rob Markson at Action Machine LLC on 623-435-0883. For more information about First Index, call 888-535-8583 (146). From Canada, call 509-363-1997 (146). Or, email First Index on info@firstindex.com.