Top 40 distributor Proforma (asi/300094) says one of its affiliate-owners leveraged key relationships to turn a leading medical device company’s printing program into a $20 million win.

Nick Derkacz (pictured), owner of Proforma Printing Corporation, worked with Proforma’s North American Major Accounts Team, Strategic Partner Development Team and the company’s network of supplier partners to make the deal happen.

“It took about five years to get my foot-in-the-door with this medical device company,” Derkacz said in a press release. “But once I knew I was going to be part of the RFP process, I immediately started working with Proforma’s North American Major Accounts Team and Strategic Partner Development Team to assist us with the proposal and help us win this piece of business.”

In addition to working with Proforma’s Support Center Team, Derkacz also leveraged the company’s relationship with a key preferred supplier. “In the medical device industry, companies are looking to partner with vendors that have quality programs,” said Derkacz. “The Proforma preferred partner we worked with had the certification needed to help land the account. Being part of the Proforma network has introduced us to some of the best suppliers in the industry while allowing us to create, maintain and leverage quality partnerships to win major pieces of business.”

This lucrative deal comes on the heels of two Proforma affiliate-owners teaming up to win a three-year, $12 million contract with a Fortune 500 technology company. “We pride ourselves on having the best resources available, from coaching and back office support, to access to our impressive supplier partner network,” said Greg Muzzillo, founder of Proforma.

With reported 2017 North American promotional product revenue of $368.9 million, Proforma ranked fourth on Counselor’s most recent list of the largest distributors in the industry.