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GM&W, Inc.
3304 Maple Avenue
Burlington, NC 27215
(336)228-6513

Case Studies

Lending GM&W a Hand

Burlington, NC - General Machine & Welding, Inc. (GM&W) was established in 1971 to meet the custom machining and fabrication needs of local industry. Since then, the company’s capabilities and the nature of their customer base have changed but their commitment to quality and service is still the cornerstone of the business.

A progressive company, GM&W evaluates new advances in machining and inspection technology and when practical, implements that technology in a responsible, cost-effective manner. Through the years the strategy has paid off, enabling the company to provide CNC precision turning, milling and fabrication services to some of the largest manufacturing buyers in the country. That isn’t to say that the company is satisfied with their current market position. Like many other strong American machine shops, GM&W is feeling the pressures of foreign competition, rising material prices and the rapid consolidation of supply bases.

In late 2004, Melina Rouse, head of the company’s sales efforts, became increasingly concerned that GM&W had focused too much attention on one industry. In addition to diversification, Rouse wanted to substantially increase sales and to fill the capacity of the company’s new Daewoo DMV 4020 machining center. A firm believer in working smarter and not harder, Rouse turned to the Internet for options. Rouse quickly discovered a variety of online directories and marketplaces. Many held potential but after evaluating the concepts and pricing models of several, she chose to register GM&W as a supplier on SourceAuthority.com. "SourceAuthority wasn’t the largest online marketplace but their focus on U.S. suppliers and 'pay only for results' pricing model just made sense. The pricing model reflects the value proposition of our company. I found it to be a practical way to augment our own sales efforts without risk."

After registering, Rouse began quoting work that matched the company’s strengths and goals. One of the projects, posted by a large international OEM, was a sophisticated milling project that fit the capabilities of GM&W’s new machining center perfectly. "The Request for Quote seemed tailor made for our company," said Rouse. Though the RFQ had an initial quantity of 100 pieces, the buyer indicated that this was but one in a series of parts, many of which would require significant quantities. GM&W formulated and submitted their bid, collaborated with the buyer and was awarded the project shortly after. “We were able to leverage the initial RFQ into an order for several hundred parts with a total value of just over $40,000. Perhaps more importantly, we anticipate working with the buyer again on other projects,” said Rouse. "This is a buyer that I wouldn’t have reached if it hadn’t been for SourceAuthority.com"

Since joining the SourceAuthority marketplace, GM&W has been able to grow their business in a volatile manufacturing economy, quoting on and winning a variety of jobs, ultimately establishing new relationships with buyers across industry lines.

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