Blue Wolf Sales and Service, Inc. Case Study

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Blue Wolf Sales and Service Utilizes A Strategic Approach for Entering New Markets

The Results

The following anticipated impacts were a result of the Phase 1 Services - Business Growth Acceleration:

  • $12M in sales
  • $270K in cost savings
  • $430K in investments
  • 18 jobs created or retained

About Blue Wolf Sales and Service

Blue Wolf Sales and Service, Inc. (BWSS) is a small business (<15 employees) located in the town of Bluefield, Virginia. Since 1986, BWSS continues to manufacture chemical products for industry and household use, including specialized, custom blended products sold directly to major retailers, coal mine and automotive industries.

The Challenge

For many years, the coal industry was a major customer purchasing BWSS industrial strength cleaners and de-greasers. With the coal industry’s economic downturn, BWSS felt the significance as their sales plummeted. Company ownership/management aspired to seek outside assistance to diversify in providing their goods/services into other markets particularly the Department of Defense (DoD) Supply Chain.

MEP Center's Role

Significant opportunities within the Federal and DoD market spaces exist for BWSS to consider. Both regional and state organizations would work together with company ownership/management to assist in making their realizations become reality. One such organization was GENEDGE Alliance – the Virginia affiliate of the MEP National NetworkTM.

Through the Virginia Department of Veterans Affairs & Homeland Security, GENEDGE received funding to operate the OEA Virginia DOD Rural Supply Chain Development Program (RURAL-VA) program to identify, select, and assist Virginia companies in rural regions, micropolitan areas, and small metropolitan areas that currently participate in the DoD supply chain.

Initial Assessment: These assessments would be an introduction to the concepts and benefits of the program. For BWSS, a Competitiveness Review (CR) assessment was utilized that focused more on operational processes and areas that are typically within the control of the organization.

Company Application: BWSS applied for and was accepted into the RURAL-VA program through GENEDGE.

Phase 1 Services - Business Growth Acceleration: Based on BWSS's company goals and the results from the on-line and on-site company assessment, GENEDGE offered the following list of recommendations:
• Complete the Business Development Service offering through another regional organization. This service offering provided them with detailed instruction around Federal and DoD contracting/subcontracting along with guidance through proposing and winning contracts.
• Complete the Phase 1 Growth Accelerator Service Offering through GENEDGE. The Business Growth Accelerator Service Offering assists companies in identifying potential DoD opportunities and developing an executable business case to determine investment required to realize these opportunities. These services included:
a) The development of a Growth strategy intended to align the business strategy to focus on enabling high impact, sustainable growth for the enterprise, with emphasis on accelerated execution.
b) GENEDGE Growth Advisors assisted BWSS in developing clarity on the future growth trajectory for their business. Through this effort, BWSS developed clarity on market needs, offerings, and value proposition.
c) A commercialization roadmap and business case were developed to plot the path forward to success.

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