The partnership is formed

Greg Mattson, CEO at Allegis, started his career as a summer employee at the Austin Hardware warehouse. After graduating from college, he began working in sales and over time, he got trusted with more responsibilities for new and larger areas. During the early 90s, he met Klaus for the first time and Greg has always seen Klaus as a mentor.

“Klaus taught me patience and to see the value in the employees. The more human side of the corporate life if you will. All his decisions were based on the individual and he advocated building relationships above selling. Relationships first, and then selling”, Greg explains.

Expansion takes off

Klaus travelled to America and met with customers and represented Industrilas a few times a year. The collaboration between the two companies took a major step in 1999 when Fredrik Mölzer moved to Minneapolis to develop Industrilas in all of North America. What was intended as a one year stay, turned in to five years.

“It was educational working together with Greg. He taught me a lot about technical sales, but also how to build relationships and trust with the customers. And just like dad was a mentor to Greg, Greg was a mentor to me. I am still inspired by his drive and work ethic”, Fredrik says. 

With Fredrik on location in America, opportunities for faster communication with the business in Sweden opened up. And the requirements from the American customers where met more rapidly and efficient.

“We would visit a customer and pass on their requests to Bengt-Åke Alfredsson, Head of the Design Department in Sweden, that same day. And through Fredrik, the customer would get design ideas for a solution the next day. Another factor that made Industrilas so successful during the 90s was the head start with SOLIDWORKS. They were the first company to apply the program in  Scandinavia. This enabled us to show our customers three dimensional drawings, something our competitors could not provide at the time”, Greg says.

A rare business relationship

“The key to our relationship is a mutual respect for each other’s organisations. And also, to closely monitor the other’s need. There have been situations where both of us had to accommodate the other. For example, we have supported each other during financial difficulties”, Greg explains. 

The dynamic of the partnership is found in the strengths Industrilas and Allegis have on their own, and how these strengths come together to meet the demands on the market.

“Allegis has great access to the American market and are skilful in making sales to big American customers. With Industrilas’ European ways, we have managed to implement different angels when it comes to the design and functionality of the applications. It is easier to be innovative and persuasive with Allegis by our side. We have a lot of credibility together. Through the years, we have encouraged each other and in addition to the partnership, many of the employees have become friends, which is a great joy for me”, Fredrik says.

A flourishing future

The long lasting partnership between Industrilas and Allegis will hopefully continue for many years to come. But as with everything, there are always challenges.

“I think the most important aspect is that we genuinely care about each other which is rare in most business relationships. You usually have a good relationship but only on the surface. In this case, there is profound consideration and respect for each of the companies. And that is what keeps this engine running. Today, we can see that the next generation of Allegis’ and Industrilas’ people are building the same relationships as me, Klaus and Fredrik did back in the day. This is great to see, and is what will keep our businesses flourishing in the future”, Greg says.