Government Intelligence Databases: Breaking Out of Niche Markets - Case Study

Temtco Steel Increases Government Revenue with Help from Onvia Navigator

Client: Temtco Steel
Location: Tacoma, WA
Established: 1974
Subscriber To: Onvia Navigator

“The targeted government lead lists we’ve developed off of the award information, planholders lists and bid lists alone have allowed us to proactively develop new sales leads and take our government business revenue to a higher level.” - Kevin Welch, Sales Manager, Temtco Steel

Businesses in niche markets rarely find themselves in the running with a lot of competition. They tend to focus more on growing their revenue instead of keeping track of competitors. The government market has an incredible amount of revenue potential. However, in the government arena, driving revenue requires a solid understanding of the government marketplace and the best ways to maximize your government sales leads and opportunities.

Problem

Temtco Steel is the largest supplier of quenched and tempered steel in the U.S., staffed by over 200 companies. Kevin Welch is the Sales Manager of the Tacoma, Washington location and is responsible for driving the company’s sales revenue. Welch came on board with Temtco when the company’s government revenue comprised 0%, but recognized there was a huge revenue opportunity for the company in the government marketplace.

Solution

Welch knew that in order to get Temtco up to speed on ramping up its government business revenue, the company would need to understand the public sector market. He found that Onvia was a perfect solution because of its easy to use database, saying, “Onvia allows me to work proactively, not reactively. I get government bids delivered but I can also proactively dig for information and use that information to expand Temtco’s sales opportunities.” Welch and two other sales representatives in his office often use Onvia’s search functionality to pinpoint specific government business intelligence from the database and conduct additional market research, generating more sales leads.

With Onvia’s award data, Temtco is able to see who won a project and use it for networking purposes. Temtco contacts winning bidders to see if they could be the supplier for the contract they just won. With bidders lists and planholder lists, Temtco is able to build contact lists that they can use to approach bidders as a steel supplier for government subcontracting work.

Value

“Onvia has allowed us to branch out of our niche market. We can identify government sales leads for particular markets without a high risk factor,” says Welch. “Onvia even alerts us to private sector leads so we can bid directly with companies to deepen our networking and further sales.”

Accessing market information is a key component to being successful in government business. It has helped Temtco to average $50,000 - $60,000 in additional contract wins per month. Welch says, “The targeted government lead lists we’ve developed off of the award information, planholders lists and bid lists alone have allowed us to proactively develop new sales leads and take our government business revenue to a higher level.”

About Temtco Steel:
Temtco Steel was founded in 1974 and is a supplier of steel plates, armor and high strength steel. With five locations, Temtco is the U.S. leader in high strength plates, parts and fabrication.

Contact Us
To learn more about Onvia’s complete set of government procurement solutions, call 888-484-3374 or visit http://www.onvia.com/. If you’re ready to start doing business with the government, you can also receive a free sample of the Onvia Guide, featuring actionable sales leads in your industry.

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