Beltway Supply, a small woman-owned business based in Virginia, was looking to do more business with Federal, State, and Local governments.
Our primary client is the Commonwealth of Virginia, explains Dave Heiby, Vice President of Sales and Marketing for Beltway. And when calling on clients within the Commonwealth, for years we were told, 'you have to get a PunchOut'. It seemed like a prerequisite of doing business with them.
But as a small business, the idea of incorporating PunchOut technology seemed a bit overwhelming. Even though the government provides information on their site about eVA (the Commonwealth's e-procurement system) and PunchOut catalogs, Dave found that the information was almost impossible to figure out.
Through a chain of events that Dave describes as fortunate, Beltway heard about CoreXpand as a trusted PunchOut provider for other Commonwealth suppliers. So when CoreXpand reached out as part of a SWaM initiative (for Small, Women, and Minority owned businesses), the opportunity was too good to pass up.
Incorporating CoreXpand's PunchOutCX product, Beltway Supply has created a PunchOut catalog that enables them to truly separate themselves from their competitors.
Now, says Dave, we're one of only (roughly) 150 vendors out of 54,000 who have a Level II PunchOut catalog. And it's opened up a lot of doors for us.
According to Dave, those doors have opened largely because of the credibility that having a PunchOut catalog provides.
Dave's experience is typical of other suppliers that reach out to buyers who use e-procurement systems. Because PunchOut catalogs make it easier for buyers to get the information they need, Do you have a PunchOut catalog? is a common first question from buyers.