Bob Tomes Ford

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Doing business with the government - be it state, local, or federal - is very different than a one-to-one business transaction. Unlike selling automobiles to consumers, government buyers do not walk onto lots and ask for test drives. It's important to find this special brand of buyer because they are not going to find you.

In 1983, Bob Tomes Ford consisted of a 3.8 acre lot with 16 employees and two dozen vehicles. Presently, the dealership in McKinney, Texas, occupies 6 acres; features a New-Vehicle and Pre-Owned Vehicle Department, Service and Parts Departments, Quick Car Vehicle Center, a Rental Center and Collision Repair Center; and employs a staff of over 100. About 15% of its sales are to governments.

For several years the business intelligence delivered by Onvia allows the dealership to find new opportunities and increase sales. Each morning at 6:30 a.m., Steve Faries, Parts Manager at Bob Tomes Ford, checks his daily Onvia Guide for announcements from government agencies seeking to purchase vehicles and parts. Steve passes the relevant sales information to his colleagues at the dealership, including fleet sales, outside sales, and parts sales. As a result of the Onvia Guide, the dealership submits an average of six to eight bids per year and wins two or three each year.

A major challenge in winning government contracts is getting to the right people within the government agencies. Onvia helps the sales staff at Bob Tomes Ford identify the appropriate targets. Faries comments, "Onvia gets you in doors. It's one of the best outside salespeople I have." Onvia also provides the right kind of intelligence to help the dealership determine if it can compete effectively with other bids. If it is not a good fit or can’t compete, then that intelligence saves the dealership the time of preparing a bid.

Because Bob Tomes Ford is a Ford Blue Diamond dealer, it sells not only vehicles but special tools and truck parts in nearby cities. Onvia helps the dealership identify the best government opportunities for the Blue Diamond aspect of its business. Recently, business intelligence from the Onvia Guide enabled it to sell a substantial amount of Freon reclaiming systems to a city government in Texas.

Faries comments that because of information supplied by Onvia, the dealership sells more parts and pursues opportunities a typical dealer would not even be aware of. Increased sales to government agencies have resulted in better visibility in the community, opening the door to even more business. For this reason, the Onvia Guide is an indispensable part of the Bob Tomes Ford sales team.

As a result of the Onvia Guide, the dealership submits an average of 6-8 bids per year and wins two or three each year. "If they’re not using [Onvia], they're missing a golden opportunity to grow their business," states Faries.