Two years to one million.
That's the time it took Hensley Technologies, Inc. to reach the $1 million mark supplying government agencies with high-technology electronic equipment, according to Doug Hensley, government sales manager at the Kansas City company.
Doug joined the family firm in March 2003 to focus exclusively on developing government business. His father Dr. Dale Hensley and brother Paul co-founded the company in September 2002. Dale serves as president; Paul is operations manager.
The Hensley clan, along with two other employees, specializes in the sale and rental of electronic test and measurement equipment for engineering, consulting and electronic design development.
"Around 40 percent of our sales come from government contracts," Doug reports. A sampling of government agencies and offices among Hensley's clientele includes the Defense Supply Center in Columbus, Ohio; the Naval Depots; NASA; various U.S. Air Force bases; the Defense General Supply Center in Richmond, Va.; the Naval Research Lab; the state of Minnesota; and various colleges and universities.
Hensley has obtained more than 60 government contracts since its inception. Most, if not all, of that government business has occurred since Doug located a secret weapon shortly after joining the firm. That weapon is Donna Leonard, procurement counseling specialist with the Missouri Procurement Technical Assistance Center (MO PTAC) at the University of Missouri-Kansas City. MO PTAC is a statewide effort of the University of Missouri Extension's business development programs.
"Donna has been instrumental in assisting us through many of the nuances of getting started in government sales," says Doug. "She is always available to answer questions and has gone above and beyond to help us understand the requirements of doing business with the government."
Included in the many months of assistance Leonard has provided to the company is an awareness of mandatory federal government registrations such as the Central Contractor's Registration (CCR) and the Online Representations and Certifications Application (ORCA).
"We also created a set of search criteria so we could perform a daily bid matching service to let Doug know anytime a government agency publicized a bidding opportunity in which his company might be interested," Leonard reports. "And I assisted Doug to register with DIBBS (a Defense Department Internet-based bid board system) where he can bid electronically on DOD contracts."
Because of the sophistication of the electronic products Hensley distributes, government contract specifications can be rigorous. Specific packaging materials for padding and waterproofing must be used, and many products must have RFID (radio frequency identification) tracking and inventory capability.
"Other important aspects of doing business with the government are various scores or ratings of contractor performance," says Doug. "Quality, compliance to regulations and delivery are all factors that determine how well a government contractor is rated."
And, as indicated by the recent milestone of $1 million in government contracts, Hensley Technologies definitely understands government contracting and has significantly expanded its business by capitalizing on the needs of government agencies. And Doug Hensley has found a great source of government contracting information through the expertise of Donna Leonard and MO PTAC.
Hensley Technologies, Inc.
Kansas City, MO 64111
Phone (toll-free): (877) KWK-SHIP (877-595-7447)
Fax: (816) 363-1299
Web site: www.hensleytechnologies.com
Read PTAC success stories