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Founded in 1952, Lawson Products is an industrial distributor of nearly 300,000 high-performance maintenance and repair supplies.

Lawson Products is committed to helping customers resolve the challenges of their operations long-term by providing dedicated on-site assistance and training to optimize each company’s inventory management. Lawson Products has been recognized as one of “The 50 Best Companies to Sell For” by Selling Power magazine for the past nine years and has been ranked amongst Industrial Distribution's “Big 50” for over four years.

The Challenge

Lawson’s vendor managed inventory service is not offered by many of Lawson’s competitors but Shon Libby, VP of Segment Sales recognized that their competitors were still winning more government contracts in a space with a high volume of procurement activities. And they were spending hours searching for opportunities. “Prior to bringing on Onvia we had gained a small amount of awards,” said Libby. “We were looking in this space to try to determine what we wanted to do next regarding the investment in our state, local, and federal government strategy.” Lawson Products needed intelligence to get ahead of the competition and win more opportunities.

The Solution

With Onvia, Lawson Products can easily select opportunities that fit their specifications and optimize their time by working on proposals and submissions, not searching for bids. Onvia also gives Lawson Products a 360° view of the marketplace and this allows them to gain valuable insight on the awards their competitors win and to be more competitive in the future. “We actually get the competitive information after the fact; see if we’re competitive in that space or that region and we can change our strategic pricing initiatives from there,” said Lisa Castanon, Manager, Contracts and Sales Support.

We’ve seen a 500% increase since we’ve added Onvia.

Shon Libby, Senior VP of Sales at Lawson Products
The Future

Lawson Products experienced immediate success in government sales using Onvia. Libby stated that, “We’ve seen a 500% increase since we’ve added Onvia.” 10% of Lawson’s overall revenue now comes from direct government sales. With the continued intelligence provided by Onvia to win more government contracts, Lawson’s goal is to become a more competitive force and double that percentage in the next five years.