⸺ CASE STUDY ⸺
Structuring for Success:
How Pinnacle Enabled a Billion Dollar Acquisition Strategy
GIANNI CAMPO is President of the Construction Equipment division at Alta Equipment Company, overseeing operations in 13–14 U.S. states as well as Montreal and Toronto. He leads a team of 1,300 employees and $1.1B in revenue, with a focus on integrating new acquisitions and building trust across a rapidly growing organization.
⸺ Client Snapshot
Company: Alta Equipment Company
Location: Livonia, MI
Industry: Construction Equipment Dealer
Number of Employees: 2,900
Founded: 1984
Annual Revenue: $1.1B
Website: AltaEquipment.com
Guide: Preston True
⸺ The Challenge
When Gianni stepped into the president role, he needed to:
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Earn the trust of the organization and leadership team
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Integrate new acquisitions without alienating teams
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Introduce structure into a large, complex division
Mergers and acquisitions often left managers apprehensive about “the big company” coming in. Gianni recognized that a framework was needed to bring clarity, alignment, and a sense of shared purpose.
“With acquisitions, you tend to go in there and everyone’s afraid of the big company or what’s going to change. I knew that we needed some structure.”
⸺ The Pinnacle Approach
Working with Pinnacle Guide Preston True, Gianni and his senior leadership team implemented:
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Structured leadership meetings with consistent cadence and agendas
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Tools to foster trust and collaboration, including peer feedback exercises identifying each leader’s strengths and weaknesses
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A cascade approach to bring the Pinnacle framework from senior leadership down to managers and, eventually, all levels of the division
The process built buy-in and helped leaders across the company better understand each other’s abilities, leading to stronger communication and mentorship.
⸺ The Result
- Increased trust and alignment at the leadership level
- Clear meeting structures that improved communication and efficiency
- Stronger mentorship culture as leaders became more aware of their own strengths and weaknesses
- A scalable framework that is cascading through all levels of the organization, including newly acquired teams
“It’s a great tool — it has been, and it will continue to be in our organization. It’s allowed me and the team to be more efficient, teach our folks, cascade what we’ve learned, and allow them to flourish.”